Jake Burhans breaks down five steps for handling intense phone calls: demand respect, project confidence through preparation, control the conversation with open questions, build personal connection fast, and stay engaged through objections. The goal is to keep calls productive and win-oriented.
Number 1, I want to demand respect, right? I need to match their intensity. If they're coming at me, I need to come back at them a little bit in a respectful way. Number 2, I need to have confidence on the phone. Act like I belong in the call. Don't act like I'm inconveniencing them. And know that I have done a ton of preparation and roleplay and calls for these types of people. So having the confidence that I can have that conversation is key. Number 3, I have to control the conversation. They're going to consistently try to derail me by asking what my offer is and just trying to get to the point. I have to extend the conversation by asking what and how questions to get them to open up. Number 4, I'm trying to bond quickly with them. What is bonding? Any sort of similar interest. We like the same sports team, we're from the same area. Anything I can grab onto really quick in that conversation and make a human connection, I'm trying to do that. Number 5 is the hardest one, but you gotta stay in the hot seat. You gotta stay the course. They're gonna be in there just firing objections at you and you have to be the gladiator that's just sitting there fending everything off, asking questions, staying in the hot seat, and not hanging up the phone. You know, in the comments, I would love to know what your best methods for handling
