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 focus on longer conversations only.
- To avoid talking to prospects who are busy.
- To only call warm leads.
- To teach how to effectively handle initial objections and engage prospects. (correct)
What is often the nature of common initial objections like 'I'm busy'?
What is often the nature of common initial objections like 'I'm busy'?
- Direct insults.
- Always genuine and should be respected immediately.
- Natural and automatic responses or smokescreens. (correct)
- Requests to be removed from the call list.
What is a suggested response when a prospect says, 'Can you call me back, I'm driving'?
What is a suggested response when a prospect says, 'Can you call me back, I'm driving'?
- Say 'Okay, I'll buzz you back. Just quickly, what kind of business do you have?' (correct)
- Insist on continuing the conversation regardless.
- Immediately end the call and call back later.
- Politely decline and end the call.
What should you do if a prospect answers the 'biggest problem' question and starts talking about their issues?
What should you do if a prospect answers the 'biggest problem' question and starts talking about their issues?
Why is it important not to take initial objections personally?
Why is it important not to take initial objections personally?
What is pacing and leading in the context of a phone call?
What is pacing and leading in the context of a phone call?
According to the training, what is the danger of having a conversation at a very fast pace?
According to the training, what is the danger of having a conversation at a very fast pace?
In the Australian and New Zealand markets, what approach is recommended?
In the Australian and New Zealand markets, what approach is recommended?
What is the significance of getting past initial objections?
What is the significance of getting past initial objections?
What is the ultimate goal of navigating initial objections and having more 'combo' calls?
What is the ultimate goal of navigating initial objections and having more 'combo' calls?
What is the suggested action when a prospect says 'I'm busy right now'?
What is the suggested action when a prospect says 'I'm busy right now'?
In the training scenario, how many people are on Ryan's team?
In the training scenario, how many people are on Ryan's team?
What is the purpose of asking, 'What’s the biggest challenge you’re facing at the moment?'
What is the purpose of asking, 'What’s the biggest challenge you’re facing at the moment?'
What is meant by a 'smoke screen' in the context of handling objections?
What is meant by a 'smoke screen' in the context of handling objections?
When trying to overcome an initial objection, what should you avoid?
When trying to overcome an initial objection, what should you avoid?
After getting past initial objections, what should come next?
After getting past initial objections, what should come next?
What does 'Team Temp Check' refer to?
What does 'Team Temp Check' refer to?
When is it acceptable to maintain a slow pace during a call?
When is it acceptable to maintain a slow pace during a call?
What does Ryan say in the initial phone call?
What does Ryan say in the initial phone call?
What type of market is the training designed for?
What type of market is the training designed for?
What is the biggest challenge with Ryan's team?
What is the biggest challenge with Ryan's team?
Where are the people that need managing located?
Where are the people that need managing located?
What answer will most likely get you to questions 4 and 5?
What answer will most likely get you to questions 4 and 5?
What should Ryan ask the person?
What should Ryan ask the person?
Approximately how long does it take to slow down the pace on the phone?
Approximately how long does it take to slow down the pace on the phone?
What question should you ask to help the other person get value from the training?
What question should you ask to help the other person get value from the training?
How should the sales team not be positioned?
How should the sales team not be positioned?
What is an important thing to keep in mind?
What is an important thing to keep in mind?
What does this training help you realize?
What does this training help you realize?
What does pacing and leading allow you to do?
What does pacing and leading allow you to do?
Flashcards
Smokescreen Objections
Smokescreen Objections
Common initial responses from prospects to end a call.
Pacing and Leading
Pacing and Leading
A technique to connect with someone by matching their tone and pace.
Entering the Conversation
Entering the Conversation
The goal is to transition from initial resistance to a meaningful discussion.
Combo Call
Combo Call
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Exit Plan/Blueprint
Exit Plan/Blueprint
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Natural Responses
Natural Responses
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Biggest Problem Question
Biggest Problem Question
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Matching Cadence
Matching Cadence
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Study Notes
Overcoming Initial Objections in Calls
- It's crucial to be proficient at handling phone calls, regardless of the prospect's status (new, old, warm, cold).
- Expect to encounter common objections at the beginning of calls.
Common Objections
- I'm busy right now.
- I have to go 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 are often automatic responses or smokescreens.
Techniques to Get Past Objections
- Acknowledge their busyness, then quickly ask about their business and challenges.
- Getting them to answer the "biggest problem" question can lead into the conversation.
- Remember that initial objections are not personal.
- Getting past initial objections can lead to productive conversations.
Script Examples
- After the prospect says they are driving or in a meeting, respond with, "That's alright, mate. Happy to. Just while I've got you though quickly, what sort of business have you got?".
- After the prospect says they are busy and ask if you can call them back, say "Yeah, that's not a problem. Like, literally, I only had a couple of minutes here myself. Like, super quickly, John, what kind of business have you got?"
Pacing and Leading
- Match the prospect's tone and pace to build rapport.
- Mirroring the prospect's energy helps lead the conversation.
- Adjust your cadence based on the prospect's demeanor to enter their world.
- Slow down the conversation to facilitate strategic decision-making.
Navigating Objections
- Ask if there is a better time to call back if the prospect is hesitant.
- Ask permission to ask a couple of quick questions.
- Inquire about the team size and the challenges they are facing.
- Getting past the third question makes it more likely you will get to the fourth and fifth.
Measuring Success
- Conversations lasting over two minutes are considered a "combo".
- More initial objections cleared leads to more combos.
- The more combos leads to more exit plans or blueprints booked.
- More bookings translates to increased revenue.
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