Brian Lamanna argues that immediately rebutting objections on cold calls backfires. The first objection is usually a polite excuse, not the real reason someone won't engage. Pause and empathize instead of defending your pitch.
Here's some weird sales advice. Do not aim to handle the objection thrown your way. You heard that right. Ironically, you will get so much better at overcoming objections if you don't try to handle them. See, I blame the name objection handling for why so many reps struggle to do this in the first place. This isn't about cold calling taekwondo. Put yourself in the prospect's shoes for just a second here. They just answered a call from a number they didn't recognize while in the middle of doing something else. They might think it's their children's school calling or a pharmacy or their workplace. While confused about who is calling in the first place, you come in with this perfect pitch about your company, your research, and why they should take another meeting with you out of the blue. Oftentimes they just hope to get you off the phone and they think of the first objection that comes to their mind instead of just hanging up because they don't want to be rude. They're human. That first objection is often not very real, or at least it's not the real root cause for why they don't want to meet. If you handle this not real objection, it won't get you anywhere other than hearing a second not real objection. Give this a go next time you get hit with one.
"We're happy with our current vendor" #saas #sales #techsales #objectionhandling
Deal Cycles Happen Between Meetings... What Questions to Ask #saas #sales #techsales #prospecting
