“In order to have a chance at handling this objection, I think it’s important by this point in the call, you’ve already learned at least one struggle or priority that is important to the prospect.” – Florin Tatulea in today’s Tip 817
How about you? How do you handle the “Send me an email” objection?
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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 Florin Tatulea. Florin is a passionate sales leader who lives and breathes all things sales development. He’s currently leading a team of SDRs at Loopio. Here he is:
Florin Tatulea: Reps that kid objection, handle are usually way more successful than ones that are not so good at it. It’s one of the most fundamental skills to have. So today let’s actually go over one of the most common objections that you can hear, which is the classic, “Send me an email when you’re on a cold call.” So there’s a few things you have to do here. One in order to have a chance at handling this objection, I think it’s important by this point in the call, you’ve already learned at least one struggle or priority that is important to the prospect. So doing some form of discovery. Two, be upfront and call out the elephant in the room. So, you know, sit, let’s say you’re the sales rep. You want to say, “Hey, Scott, happy to send you an email. However, I’ve got to be upfront with you. When most people tell me to send them an email, it usually means that they’re blowing me off. You mentioned that your team is struggling with X, correct?” And the prospect let’s say says, “yes.” Then you want to say, “Are you telling me that if we can help you with X by doing Y this isn’t worth 20 to 30 minutes of your time tomorrow.” And again, toning confidence is important here, but if you execute this well, he should be able to handle the objection,
Scott Ingram: Short and sweet! To connect with Florin on LinkedIn where he regularly posts really valuable insights like these and for a link to his episode on Sales Success Stories from when he was the top-performing SDR at Loopio himself, just click over to DailySales.Tips/817 and we’ll have those links for you there.
Once you’ve checked that out. Be sure to come back tomorrow for another great sales tip. Thanks for listening!