Every 10th episode, we tear down one topic. This time, we’re talking about objections. 
ACTIONABLE TAKEAWAYS

Most objections are actually reactions. So if you know how to handle the reaction, you’ll swat away any objection.

The intro to the Mr. Miyagi method - agree with the objection to remove the pressure, incentivize conversation to get them to share more about the objection, and sell the test drive.

For dismissive objections be disarmingly blunt; for “not interested” objections, handle the reaction, not the objection; for situational objections, like “no budget”, or “too expensive”, remove the pressure of the sale entirely.

Existing solution objections like “we already use X (your competitor)” are essentially “not interested” objections in disguise. Tackle them as such.


RESOURCES DISCUSSED

18 Cold Call Objections & How to Handle Them

The Book on Cold Calling

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Sales Playbook: Armand and Nick Teach You How to Handle ANY Cold Call Objection

The #1 sales podcast in the world, fueled by hyper-actionable sales tactics from the top 1% sellers at companies like Salesforce, Gong, Outreach, Slack, LinkedIn, Keller Williams, Northwestern Mutual.

30 Minutes to President's Club cuts all the BS, fluffy mindset stories, and sales academia to give you the most actionable sales tactics that get you to President's Club. Every episode is a supercharged 30 minutes where you'll hear step-by-step breakdowns in every key dimension of sales, including:

Prospecting: How to open conversations to triple your pipeline

Discovery: How to ask questions that uncover massive pain

Process: How to get big contracts over the line

Leadership: How to hire and train world class teams.


Your founding hosts are Nick Cegelski (3x top enterprise seller) and Armand Farrokh (VP of Sales at 29, ex-Pave, ex-Carta) joined by co-hosts Jen Allen-Knuth (ex-Challenger, ex-Lavender) and Mark Kosoglow (CRO @ Catalyst, ex-Outreach). 

Whether you're seller listening to the (SELL) show or leader tuning into the (LEAD) show…

Get ready, you're going to President's Club.

Business

Investing

Careers

Management & Marketing

Business News

Shopping

Management

Top performers deal with buyer hesitancy just like everyone else.
Their secret to driving deals forward? 
A simple framework for handling indecision. 
In this show, Matt Dixon and Jen Allen-Knuth will teach you how to use this game changing framework (called the JOLT effect) to move even the most hesitant buyers forward…
No matter where they are in your sales cycle. 

RESOURCES DISCUSSED

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Things you can steal

How To Move Indecisive Customers With The JOLT Effect

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Shadowing to remind yourself and your reps of the basics to spot opportunity areas

Setting a goal without a "how" is not a real goal, you have to understand how a rep is going to reach the goal while setting them

Always level with reps before you shadow a call to clarify the role they want you to play on the call & tell them what you hope

Use "Mr.Potato Head" personalization to ramp reps from generic persona based personalizaiton, to trigger based personalization, to full email personalization


PATH TO PRESIDENT’S CLUB

Head of Sales @ Pulley

Senior Manager, New Business Sales @ Lattice

Director of Sales Development @ Lattice

Head of Sales Development @ Lattice


RESOURCES DISCUSSED

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218 (Lead) Shadowing Sales Calls The Right Way (Paul Canty, Pulley)

FOUR ACTIONABLE TAKEAWAYS

When responding to another parties asks in a negotiation, co-create the solution with them rather than going away and making a new offer to ensure they feel like it was a collaborative exercise

When prospects do things you like, label their actions positively to give them affirmations and encourage further positive actions

When aligning on a solution that works don't agree too quickly because the prospect will think they could've gotten a better deal, use a label like "Seems like that would be a good deal for you..." 

Use the "Late Night DJ" voice to draw lines without having to say "no" or confront your buyers


RESOURCES DISCUSSED

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Chris' Newsletter "The Edge"

May Special: Negotiation ft. Chris Voss (part 2)

FOUR ACTIONABLE TAKEAWAYS

Before agreeing to a give, ask what they’re willing to bring to the table.

Map out every step of the process to the signature with actions, owners, and dates.

Send a recap to the buyer of where they are in the journey after every discovery call.

Prime your champion with the nuances of your product / MSA and be ready to jump on a call to hash out the details.


PATH TO PRESIDENT’S CLUB

Director, Enterprise Sales @ Drift

Former VP Sales @ Altocloud | Acquired by Genesys

Former Direct, Sales @ SmartBear


RESOURCES DISCUSSED

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Hall of Fame: Miles Kane Ep. 103

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Ask your reps to think about the "first win" they can make with a large account

Look for "Alumni" who have recently left key accounts who might be able to make introductions or provide information for your reps to use

Have your reps record "Last Activity" and "Next Meeting" on their opportunities so you can quickly scan through your dashboard and see which deals are at risk and need more attention

If your team have opportunities with next steps far into the future ask "did the rep follow up and did they get a response?" if the answer is no more work is needed


PATH TO PRESIDENT’S CLUB

Director of Enterprise Sales, National @ Outreach 

Enterprise Sales Director, East @ Outreach

Strategic Account Executive @ Outreach

Territory Sales Executive @ Sitecore


RESOURCES DISCUSSED

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Things you can steal

Sales Playbook: Armand and Nick Teach You How to Handle ANY Cold Call Objection

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