Brian LaManna walks through a 10-person rip-and-replace call with a resistant prospect named Kevin. He challenges Kevin directly, uses a long pause to make him articulate reasons for change, then explains the lesson: go through the risk, not around it.
I had a new point of contact who I knew was very against changing platforms to us. To set the scene, there were 10 total people on this call, and here's how I led it. Hey Kevin, it'd be way easier to not move to Gong. Your solution works today. It's good enough, right? Why would you ever consider a change? I stopped. The room was nervous. My champions on the call, they all smiled. And what I did was a very long pause. What Kevin did was he started sharing all the reasons why they would consider making a change, why they as an organization don't settle for just good enough. So what's the lesson here? Go through the risk, not around it.
"We're happy with our current vendor" #saas #sales #techsales #objectionhandling
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