The Influential Communicator

[EP.79] How to Handle Objections through Storytelling with Ben Purton of RingCentral

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How to Handle Objections through Storytelling with Ben Purton of RingCentral;


Objections.

Many sellers secretly fear them and struggle to face them head on without fear or anxiety.

They can feel like an obstacle to your success, but what if they were the answer?

Enter Ben Purton, Director of Sales Enablement at RingCentral, who has a secret weapon for handling objections: storytelling.

Ben’s here to teach us how to proactively and reactively handle objections through the power of story.

Hit play!


WHAT WE DISCUSS:
  • [1:17] - Who is Ben Purton?
  • [5:09] - How neurodivergence can give people unique strengths
  • [6:54] - Finding similarities between chess and sales
  • [8:47] - Approaching objections in high stake scenarios proactively vs reactively
  • [20:04] - The difference between an objection and a rebuttal
  • [22:21] - How to manage ego
  • [26:45] - How to frame the cost of inaction
  • [34:48] - An influential communicator Ben looks up to today


    • NOTABLE QUOTES:
    • [7:37] - “You can look at a hundred wins, but you’re likely to learn more from one serious look at a loss.” - Ben Purton


    USEFUL RESOURCES & LINKS:

    Connect with Ben on LinkedIn: https://uk.linkedin.com/in/benpurton


    Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast

    Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/

    Follow Ravi on TikTok: https://www.tiktok.com/@theravirajani

    Subscribe and watch the show on YouTube: https://bit.ly/3eAJQx0


    ADDITIONAL RESOURCES:


    [FREE SCRIPT]

    Discover how to craft a magnetic 45-second elevator story:

    https://www.theravirajani.com/yourelevatorstory


    Hire Ravi for a keynote or storyselling workshop for your sales team:

    https://www.theravirajani.com/speaking


    Learn more about Ravi's Storyselling Bootcamp:

    https://www.theravirajani.com/thestorysellingbootcamp




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    The Influential CommunicatorBy Ravi Rajani
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