Podcast
Questions and Answers
What is the primary goal of the initial objections training?
What is the primary goal of the initial objections training?
- To effectively navigate objections and start productive conversations (correct)
- To ignore objections and continue with the sales pitch
- To end calls quickly when objections arise
- To avoid objections altogether
Initial objections from prospects are always genuine reasons for not wanting to talk.
Initial objections from prospects are always genuine reasons for not wanting to talk.
False (B)
What is a common initial objection mentioned in the training?
What is a common initial objection mentioned in the training?
I'm busy right now
According to the training, most initial objections are just natural and ______ responses.
According to the training, most initial objections are just natural and ______ responses.
Match the objection with a possible response to get past it:
Match the objection with a possible response to get past it:
What is the technique of 'pacing and leading' referring to?
What is the technique of 'pacing and leading' referring to?
According to the training, it's essential to maintain a high-pressure sales approach from the start of every call to ensure success.
According to the training, it's essential to maintain a high-pressure sales approach from the start of every call to ensure success.
What does the training suggest doing if a prospect is speaking very fast?
What does the training suggest doing if a prospect is speaking very fast?
Entering the call where the prospect is, refers to figuring out where they are in terms of their communication ______.
Entering the call where the prospect is, refers to figuring out where they are in terms of their communication ______.
Match the situation with the appropriate action suggested in the training:
Match the situation with the appropriate action suggested in the training:
Why is it important to slow down the conversation pace during a call?
Why is it important to slow down the conversation pace during a call?
The training suggests using a 'hype-y' approach to excite prospects in the current market.
The training suggests using a 'hype-y' approach to excite prospects in the current market.
What should you ask after acknowledging a prospect's initial objection?
What should you ask after acknowledging a prospect's initial objection?
Getting through initial objections can increase the number of ______ you have.
Getting through initial objections can increase the number of ______ you have.
Match the action with its intended outcome:
Match the action with its intended outcome:
According to the training, what is the definition of a 'combo'?
According to the training, what is the definition of a 'combo'?
It is always necessary to explicitly state 'two quick questions' when trying to get past an objection.
It is always necessary to explicitly state 'two quick questions' when trying to get past an objection.
What is the ultimate goal of getting through initial objections?
What is the ultimate goal of getting through initial objections?
According to the training, you are not a ______ salesperson.
According to the training, you are not a ______ salesperson.
Match the question with its purpose during an initial call:
Match the question with its purpose during an initial call:
What is a key sign that you are successfully entering a call with a prospect?
What is a key sign that you are successfully entering a call with a prospect?
It's important to always be the one that starts the call fast otherwise they will hang up the phone.
It's important to always be the one that starts the call fast otherwise they will hang up the phone.
The training is for which team at Exit?
The training is for which team at Exit?
The advisory team must know how to pick up the phone whether the leads are new, old, ______, or cold.
The advisory team must know how to pick up the phone whether the leads are new, old, ______, or cold.
Match the cadence of the call to the strategic descisions made by the lead.
Match the cadence of the call to the strategic descisions made by the lead.
What does Andrew suggest doing as an opening after 'ring ring'?
What does Andrew suggest doing as an opening after 'ring ring'?
The only way to get past the 'Can I call you back?' is to say 'Happy to'
The only way to get past the 'Can I call you back?' is to say 'Happy to'
What is the role of Xit mentioned by Ryan?
What is the role of Xit mentioned by Ryan?
If I get the third question out, then there's a ______ chance I'm going to get the fourth and the fifth.
If I get the third question out, then there's a ______ chance I'm going to get the fourth and the fifth.
Match the job to the business owner in the role play:
Match the job to the business owner in the role play:
Flashcards
Objections as Smokescreens
Objections as Smokescreens
Common initial reactions from prospects to end a call quickly.
Pacing and Leading
Pacing and Leading
A technique of mirroring the prospect's tone and pace to build rapport and encourage engagement.
Entering Their World
Entering Their World
Focus on understanding the prospect's current state and adapting your approach accordingly.
Breaking Through Objections
Breaking Through Objections
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What is a Combo?
What is a Combo?
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What's your business?
What's your business?
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Matching
Matching
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Pacing and Cadence
Pacing and Cadence
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Biggest Challenge Question
Biggest Challenge Question
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Study Notes
- The training focuses on handling initial objections during phone calls as an advisory team member at Exit.
- Overcoming common objections is essential for successful client engagement.
Common Initial Objections
- "I'm busy right now."
- "I'm just heading into a meeting."
- "I'm in a meeting."
- "I'm driving at the moment; can you call me back?"
- "Can I call you back?"
- "I'm not interested."
- These objections are often automatic responses or smokescreens.
- Persistence can lead to productive conversations.
Role-Playing Scenarios
- An example is provided to illustrate how to navigate past initial objections, like being too busy.
- After the caller says they are too busy ask, "What sort of business have you got?"
- Then after they answer, ask "What's the biggest challenge that you're facing at the moment?"
- This leads to identifying the prospect's challenges and entering into further conversation.
- Getting past objections leads to productive conversations and reveals the prospect's underlying issues.
Pacing and Leading
- Matching the prospect’s tone and pace facilitates better communication.
- Adjusting conversation speed to match the person you are speaking with is important
- Entering their world and adapting to their communication style is critical for engagement.
- Strategic decisions require slowing down the conversation to foster presence and engagement.
Handling Objections Effectively
- When someone says, "Can I call you back?" Respond with something like, "I literally only had a couple of minutes myself, what kind of business have you got?"
- Tailor your approach to the individual's communication style, avoiding hype or pressure.
- Being genuine and understanding yields better results.
- In Australia and New Zealand, a relaxed and understanding approach is most effective.
Maximizing Call Potential
- Directly ask: You opted in for the Temp Check training, is that right?
- If they respond yes, then ask: What made you opt in for the training?
- Acknowledging the prospect's reasons for interest helps to delve deeper into their needs.
- Focus on understanding their challenges to provide value.
- Slowing the conversation down helps the prospect get more engaged in the conversation.
- While not always necessary, stating "two quick questions" can set expectations.
- After asking the first question, there is an increased likelihood that they will answer the next questions as well
- Overcoming initial objections increases the chances of having meaningful conversations.
- Conversations lasting over two minutes are tracked as combos.
- More combos leads to more booked exit plans or blueprints, which ultimately drives revenue.
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