“Stop chasing the maybe’s and get to the real no’s quickly and get to the real yeses even faster.” – Armand Farrokh in today’s Tip 517
How do you handle objections?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Armand Farrokh. Armand is a Director of Sales at Carta and Host of the 30 Minutes to President’s Club Podcast. This is part 3 of Armand’s 3 part series on cold calls. Here he is:
Armand Farrokh: What’s up everybody! This is Armand Farrokh, host of the 30 Minutes to President’s Club Podcast and Director of Sales over at Carta. Today, we’re going to talk about the last piece of the cold call. And this tip comes courtesy of Josh Durst-Weisman, who was my number one SDR over at Carta. It’s about the objections.
More importantly, we’re going to talk about the dismissive objections, which are the most common type of objection. They tend to sound like not interested, send me an email, or call me back in three months. And the reason they’re called dismissive objections is they’re like swatting away, a fly. They’re not a real objection. And so the way you need to handle these objections is by getting to the real objection. The reason why they’re saying they’re not interested. And so the way you handle it is by something called the double ask. And so the first thing you’ll do is someone slams you with, call me back in three months or send me an email.
You’re going to ask them for permission to ask a tough question. And so I might say, “Hey, you know, I’m totally fine sending you an email, let me draft it up right now. But before I do that, do you mind if I ask you a brutally honest question.” And shut up, just wait for them to say yes. So they’re opening the door and then you say, “Well, honestly, you know, usually when people ask me to send them an email, they’re just really kind and they’re politely asking me to go away and they don’t want to just tell me, no, right now. Is that what’s happening here or should I actually send you the email?” And one of two things is going to happen. You’re either going to get the real objection or they’re going to say, “Yeah, no. I’m serious. Send me an email. And this is what I’m hoping to see. I’m just going through this other thing right now.” So stop chasing the maybes and get to the real nos quickly and get to the real yeses even faster. Later guys.
Scott Ingram: For a link to Armand’s 30 Minutes to President’s Club Podcast and to connect with him on LinkedIn, just click over to DailySales.Tips/517. We’ll also have the rest of the cold calling tips in this series linked up for you there as well.
Once you’ve checked that out, be sure to come back tomorrow for another great sales tip. Thanks for listening!