#549 - The World's Weirdest Sales Trainer Does Cold Call Objection Roleplay | Giulio Segantini

Send me an email, dude. Just before I do that, is this just a polite way to tell me to go away? No, like send me an email and I'll take a look at it. So, would you say you want to see an email? Is that because your inbox just doesn't have enough emails already? Clock, you guys are way too expensive. When you say we're really expensive, does that mean the pricing is your first priority? Nine times a time they'll be like, well, no, it's about that. If they say yes, they can f*ck off. They're not rejecting Julia, they're rejecting a salesperson. The moment in which the salesperson becomes a human being, then what's going on folks? Today, you are literally going to get everything you need to handle objections. Whether that is six objection role plays, the exact step-by-step process you need to handle an objection. And you're going to get it from the world's weirdest, most hilarious sales trainer, Julio, Seguantini, Nick, watch people listen. We did a bunch of live objection role plays. We also break down step-by-step Julio's ace framework to overcome any objection, no matter what you get hit with. And so, if you want to be able to overcome objections, prevent them and book more meetings on your cold calls, this is a must listen. In three, two, one, let's role play. All right, Julio, we're starting this episode with a little bit of cold call objection role play. So, I'm sorry, I can't take this call. I'm in a meeting. Don't understand. Why don't I give you a call back tomorrow 9 AM? Would that work? Maybe? I don't know, I don't know, I can't learn it from me. Well, I'll tell you what, why don't I take 30 seconds off? It's not relevant. I don't even have to call you back. Is that fair? All right, yeah, fine, but make it quick. Julio, this is really nice, but just send me an email, dude. I'm happy to do that. Just before I do that, is it just a polite way to tell me to go away? I'm pretty busy right now, but no, send me an email and I'll take a look at it. Perfect, I'll do that. Why don't I take 30 seconds now? If it's not relevant, I don't even have to call your inbox further. Is that fair? I really would just rather look at some information. Here in the whole pitch right now, I'm not really looking to hear the whole pitch right now. Okay, fact, look, can I ask one last question before I go then? Sure. So when you say you want to see an email, is that because your inbox just doesn't have enough emails already? It's it's feeling a little bit lonely. Well, I'll take 30 seconds and then I promise if it's not relevant, you're never going to hear my tell an accent again. Fair? All right, fine, fine. Shoot your shot, dude. Look, man, thanks for the call, but like we're already working with somebody else on this, so I think we're good, but good luck with your calling though. Thank you, appreciate that. Look, I would be very surprised if you weren't already working with someone else. Do you mind if I ask you a direct question? Yeah, what's up? Does that mean you've decided to never look at another supplier? I mean, not never, but like, I don't know, we started working with these folks probably 18 months ago and I feel like, you know, I want to make sure we give them a good shot. I feel like it would be too much disruption to just like immediately rip something that we literally just implemented. Yeah, okay, that makes perfect sense, especially things are working really well. I guess, are you at the point that even if a better option were out there, you wouldn't even want to take a look? I'm never against learning more and getting better, but like, I think the chances of us like, you know, not renewing this contract in six months are probably pretty low. It's not, I mean, look, nothing's perfect, but like they're doing good work, they're good people over there. So yeah, I just I just want to be realistic about like, you know, you might might be better off fishing in a different pond. Look, I appreciate you being cautious with my time. So do you want to ask a bit of direct question about your supplier? Yeah, I mean, there's certain things I probably can't share, but ask away. Of course. So that you mentioned things can be better, they're really good. So what would make you great at the point that you'd be like, oh my god, that there's no way I would ever change even if impossible off the camera table. Oh gosh. I mean, they do a really good job with their like custom reporting and I have a really good sense into like our businesses cash flow, but like, I think there's an opportunity for, you know, one thing that that they don't do is help with like the other financial analysis. And so like, I feel like there's, you know, we have other software that we use. I ended up pushing a lot of stuff to like power BI. And so I would be great if there was an all in one. I just don't think there's something like that out there. Okay, I understood. So it's more on the financial side that especially financial report that you feel there's missing already all in one. Okay. Could you give me an example of how this is affecting your day-to-day work? Yeah. Nice. Today shows brought to you by Unify, which helps you prioritize the right accounts at the right time. Try this. Stack your tier one highest intent leads at the front of your morning dial block. So if someone signs up for a trial, visits your pricing page, dial them first before any other accounts, before you open your Slack, your email, before anything. Unify makes it stupidly simple to surface those tier one accounts automatically. We built a guide with Unify on how to get 100% of BDR's to quota in 2026. Go check it out in the show notes. This is great because I literally had to like channel my inner law firm finance director. And I know that's not a space that I don't think you have deep expertise there, but you were still able to like draw me out and open me up. So let's start to break down some of the things that you were doing that went into that objection handling. You in fact objected to our normal format of the show where we start with your top three action takeaways, but you did prepare some pop three actionable takeaways. So maybe you can talk through like a couple of the things around like acknowledging objections, getting consent, scripting your explorative questions that like make you a badass objection handler. Uh-huh. Of course. So look, I think the first thing is, you guys are I experienced with this right? You're going to sales organizations all the time. Like if you were to tell me what's the most standard objection response to an objection, what do you think that is? They try to pitch through it usually. Like if someone says I'm not interested, they try to like justify the ROI or something like that. Yeah. Yeah. So the best example I give to this is whenever I start a training is like, look guys, what are you going to revert to do in most of the time is yes, but. And then I follow up with saying like, if you ever tried it with your wife, how does that usually work? And then they go like, I sleep on the couch. So why are you trying to do that with prospects? And they're like, Oh, share. So that's the first thing is like it's the real acceptance. So I'm not just going to tell you yeah, yeah, I'm going to properly accept. You know, you told me that I've got supplies. I'll be surprised if you didn't. The person is dealt with calls before. So he's expecting me to argue with them. The moment in which I got you the way, it's a bit like the flating, right? It's like, Oh, okay, I didn't expect that. So a bit of the fight goes out of them. So the nervous system, it comes out just a tiny little bit. Right. Now the problem is that that butt will spike immediately again, which is why again, if you argue with your partner and you agree with her and then you go, but you very quickly find yourself in a worse position than before. And that's very similar to this. So you got to completely accept it, make them feel like it's accepted. Think about the first one you gave me about the, I mean, a meeting. I said, look, should I call back tomorrow now? Right. So I, it's like I believed you entirely, right? And you were like, and sometimes people would even say like, well, what is it about? And so I don't even have to handle it. And then if they, well, maybe I need to check out my counter, and then, okay, even better place for me to offer a better situation there. Right. So that's the acceptance. Get into relax, get into lower the god. And that's the first stage. I did Julia before we move on to the next step of objections. I want to practice this part with a couple of different objections. So what you want to do is you want to acknowledge the objection. Could I give you a few different objections? And you can tell me in return what it would sound like to acknowledge it. So let's start with one of the most common ones, which is just I'm not interested. Okay. Interesting. Sorry. I did something we would cover later. If it's a brush off, I typically I'm just going to challenge it immediately. When you tell me I'm no interested or like, or if it's the same in English immediately. So I know you're just trying to push me off. I'm not going to acknowledge it because I'm like, I don't, I don't recognize it. I'm like, I'm going to challenge the media. Right. So that's a very specific example. If you tell me I'm no interested, my immediate will be like, wow, is my voice that bad? Right. Or it's going to be like, oh, is that because you hate cold calls or just me specifically. I mean, immediately recut because they're not rejecting Julia. They're rejecting a salesperson. The moment in which the salesperson becomes a human being, then boom, which is why I don't like deal. Oh, that's why I called. I don't like that because I'm like, that's so true. It's a lie. It's a lie. Right. It's just complete, complete bullshit. So I understand like, I want to challenge that. So that's why with the email, I'll be like, oh, is that because you don't gain off emails. I could go to that directly. That's why like, I think maybe we went to do one example that I wouldn't acknowledge. I would instead challenge direct my question for you. It sounds like your approach is when you get hit with a brush off, your response is to do something that like deeply humanizes you and like pattern interrupts while also like challenging them a bit. You often use humor for that. My question for you is if I'm someone who's called calling, how do I know the difference between a brush off and a real objection? It's very, very simple to tell. It's actually speed. They haven't thought about it. If we wanted to look at thinking fastest loader, the psychology book, this is a system one response. I'm not interested. I know like you haven't at the time, but also I'm not interested in the beginning of a cold cold. It's so easy because you know like they don't know what it is. So they can't not be interested. You know, what if I'm calling to sell you like a cure for your wife's cancer? Right. You don't know. Right. So like it just this is our auto part of the brain. But this also applies post to pitch because if they hear typically like if they heard you and the listen to you, they will give you a bit more of a reason response. So if they go like look like you did before I look, we just got these guys because 80 months ago, we're happy with them. That's a elaborate. You've been thinking about that. If it's just a similar, I know we're good mate. I know that you just haven't registered enough. And that's one thing I will treat it way more like a brush off instead of just treating like an actual objection. That's a really interesting distinction because the way that I always used to think about brush offs were where they came in the call. I assumed that brush offs would just be early in the call. And even if they hit me with I'm not interested or all I'm all good mate later in the call while we've been on the call long enough that like they must have given it some thought. But if I actually think back to a lot of the cold calling I've done, I used to get a lot of brush offs right after my pitch where you like give this really thought out pitch and they immediately hit you and now I'm good. And they know okay, if I object there, I'm just going to get off the phone. And so I think what I'm learning from you is it's actually the speed which they give you the response tells you how much they actually considered what you were saying. And if this is just a reaction or a thought out response. And look, it's not foolproof. So meaning that sometimes there'll be very quick because they really got it. But most of the time what I find is like the quickness comes from the father day put me in a box. And this is one of the reasons why I hate using too much about me in the pitch because then if you say like I'm a sales trainer or we do lead gen, we do well marketing, all of a sudden all the thinking about is all the shitty sales calls, all the money they waste in a similar service. And there's a bunch of crop sales trainers out there. It doesn't mean I will be. There's a bunch of terrible lead generation companies that that doesn't mean I will be et cetera. So we the moment they put you in that box, you know, okay, this is my chance to challenge them and explore why is it that they think this way? So some of handling objections is actually preventing objections in the way that you pitch. If you give them too much in your feature jump, you're giving them more things to object to. So Julia, could you take us one step back from the objections? What does your pitch sound like? In other words, how do you make a cold call pitch that does not evoke objections? Okay, let's let's look at the best case scenario. Okay, so if I want to build a perfect idea is I'll start with a good list. And by good list, I mean like clay research, some research done, good targeting, good ICP. So that's the start. If you have a good list already, rejection goes, glumets immediately. Secondly, like the pitch is going for problems they face. Right. So can you guys give an example? One of your clients, like I'm just gonna, or one of your prospects, whatever, I'm just gonna build a pitch for them. Let's say that Gong is a big sponsor of 30 minutes to president's club. So let's say that you are cold calling. When are we trying to, about to go and get very dependent on my service? We're gonna talk about sales training here. So what the first thing, the first thing is gonna be like, I'm gonna make them feel like I understand them. So it's something I really liked. They're heard on a podcast once. It's like show them you know them, right? So we'll start some stuff like look, hey, let's say I'm talking to you, head of sales and implement at Gong, right? And I'd be like, look, I'd be speaking to a bunch of the others out of sales and ablments or sales and ablments leaders of other sales and ablment companies. And what they've been struggling with is, and then the next part is the show them you know them on steroids. And this is where you basically, I call it the coffee machine test. You want to phrase the problems like they would be when they're bitching with their colleagues at the coffee machine. So it needs to be their language. So I'm gonna say some of the, look, problem number one is that you've got some of the best tech on the planet and yet you're still finding that the overall framework and methodology they use for call calling is not uniform. So you're struggling for everyone to have the same approach. Problem number two is props. You've got some people that are making good calls, but then you're gonna buy some. You don't even want to pick up the phone. Either way, you'll find yourself with a bunch of great performers in the business that could be turned into gold performers. But hey, this is gonna be the part you're gonna say now to me. You know what? It's not a single person doesn't hit quarter in my team. I haven't said a thing about what I do. I just hint towards it. I'm talking about their problems and problems they face people, females, females, then face. And I also with a negative frame is like, but you're gonna tell me not least single person doesn't equal that it's just such a ridiculous statement that makes it easier for them to come and talk to me. That's so interesting because like I used always in my pictures with the like, okay, I would give like the problem pitch. And then I would say, and I guess I'm wondering if you might be open learning more when I'm not cold calling me out of the blue. I'd basically say something like that to anchor around trying to say, I'm trying to just get a meeting when I'm not cold calling you. You're ending with this like ridiculous statement that like no one is gonna be able to to push back on. I guess I'm wondering how do you craft that statement at the end? Maybe you could give some examples of stuff that you've built for other other clients because I hear the one for sales training. So look, I think the important part is that you want to hit something that you know they're gonna really struggle to agree with. And yep, just just want to start back, what do you guys think is the most scary word for a salesperson? For a salesperson to hear? Performance improving plan. Maybe, maybe, but on a sales call, let's say, hopefully the don't hear that on sales call. I would say no. Yes, exactly. So this is why this works so well because even I coach hundreds of people and it's one of the hardest parts to get them to do because they're scared of hearing the word no. They're scared. Oh, but if I say this, what if they just say, yeah, you're right. And that's the point again, I'm patting, interrupting one more time even in the pitch, right? So the three ways you can go with this is like really granular, but let's say I'm selling gong, right? And what's gong's number one? Is it a Lego? One of the biggest competitors? I think they probably compete against companies like Claree, Sales, Loft, Outreach, etc. Yeah, yeah, exactly. Okay, so let's say that but you're probably going to tell me that you never get frustrated about the father outreach as got this for example, right? When you know they're on outreach, right? So you go very specific. Let's say you're selling accounting, right? One of the ones that we had like, oh, but you're probably going to tell me now you there's never been a point that you thought, damn it. I probably should be paying less taxes. Easy, right? So you go to this very easy to relay statements, which are also meant to humanize your bit. They they'll typically chuck or they'll be like, no, I wish I could say that, come on, okay, what is the use selling then? So now they want to hear more. One that I really liked, I don't know if this reached you guys as well. Like, have you guys seen the real about nothing can be the jet too hot today? Yes, my wife has used that audio frequently when she was tick-tocking our honeymoon. Right, right. Perfect. So I've been using one now, but you're probably going to tell me now that your team is so good, they can even be the jet too all the day. And then you know they'll be like, they'll be like, okay, that's good. That's good. You know, like using stuff like this, right? But so humorous route, very specific or a bit more ridiculous. That's the ones you can go to. But this just makes again, it just makes the whole thing so human. The more human you are, the harder it becomes to reject you. So we've talked through the humanizing pitch, which could be ridiculous, humorous, super granular. Then we talked about acknowledging the objection. If it's a real objection, or challenging the objection with humor if it's a brush off. So once you either challenge the objection or acknowledge the objection, what's the next step? So okay, so let's say it's not a brush, it's a real objection. I've got a supplier. I'm happy we've got a God, whatever. Now at this point, like what more sales people will do. And by most, I mean 99%. They'll just go direct, which then the problem is that it just sounds like a yes, but because if I say, oh, I'm not surprised, you're telling me this. Oh, oh, I'm happy. You're happy. And then boom, you just go direct. It's just going to feel this in general. And this is why the pardon breaking is like, do you mind if I ask your question about that? And this part is like, I really struggle with Americans to teach them this because they just want to be so quick and cold calls. And then when they do the like, oh my god, it works so well. And this is just very basic. You know, you guys know the food in the door technique, like the psychological theory. This is a psychological theory from Chaldin's book Persuasion. And basically, what it says is like, if you want to get a yes about something, you start with something smaller. And anything works, which is why the sales reps in the 60s, 70s, they wouldn't try to sell it. I can I come in? Can I take a minute of your time? Even the permission based in the opener, that's your first permission. And now I'm having a second permission from their side. And that what this does psychologically makes them more likely to accept what's coming next. And then the ridiculous thing is that they almost never will say no, but at least you mean almost never. And you guys have seen this because you probably do the kind of squalas question. Right? That works like a dream. But now you also do this early. It's like, hey, can you just ask a question about that with this curious tone? And they'd be like, sure, go ahead. And now I built another little agreement from their side, which makes it a little bit easier for them to give me a bit more information coming with the next question. This is what you did when I was saying send me an email, I think, is I was giving you a lot of resistance, a ton of resistance. And I was basically giving you a brush off. And you even used permission to ask me a humorous question. I was like, I don't want to hear the pitch. And you're like, can I ask you one more question? And then you're like, is the reason you want a cold email because you don't have enough emails in your inbox right now? And not only is that kind of calling out the ridiculousness of my send me an email objection, it's revealing the human behind the phone. And so you're using both permission to one, get people to realize that your human have embrace for you to ask one more question. But then too, you're also using it to get more information about the objection so you can handle it more effectively. I think there's one more dynamic at play, which is you're almost slowing the conversation down a tad where part of the reason the other person is tempted to flee the call, which is what you were doing, Armand, by like giving so much resistance is like, you feel that sales pressure. And when you can take 12 seconds and bring the pace down and let them feel a tad more in control, I feel like you actually buy yourself an immense amount of time. I don't know if that's something you give me a thumbs up. So I'm assuming that dynamics apply. What I've noticed and actually does it some friends of mine, the guys that coach me actually there, the way of a meeting guys that can judge them if you guys, you guys probably know them. They they have a bank, they have a lead. Yeah, they're they're fantastic. So they have a lead general company. They have a ton of data and interestingly, they work UK, US specifically. And what they notice is that the call calls there are above six minutes of the highest likelihood of turning into deals. And instead, what we see, especially in North America is this idea that you need to be as quick as possible. And I think you guys probably have this from your clients, like they are desperate. Oh my god, like, um, South right is so shit. Yeah, because you're trying to book a meeting in two and a half minutes. Then someone says yes. And by the time the meeting comes, they don't remember what it is about. So they're going to just dodge that. Right. So I think this, the slowing down and trying to have a bit of a long conversation, it just further increased the chances of that meeting happening and that meeting being relevant. That's that's why I think it's so it wouldn't slow it down. So we have the pitch, which you called using the language of them bitching at the coffee machine. You have a coffee machine that's acknowledging acknowledging the objection. And then you have getting consent or getting permission. The last step that you wrote down was I think scripting all of your explorative questions. Is that the final step of handling objections? It's correct. And the way I built it just to make it a bit more memorable because we're lazy people is like accept consent explore. So ace ace your objections rights. Easy to remember this way. This is probably the part that most people get wrong is the reason why I can propose the role play is because there isn't an objection you're going to give me that I'm not going to have an answer for. Right. Because the the objections guys like just it's all of them right. It's like there's like 10 objections they come in slightly different dresses but it's all of them right. And so once you know out of two three four five responses then you're good. So the point is like what you want now is you typically want a question. This is important like I don't like open questions on cold calls and a bunch of old school sales train is going to be like oh my god like you're asking only close questions. What the hell is wrong with you? Are you crazy? And the reason is very simple is that an open question especially why questions for example are very high cognitive low. So if someone does that I'll go to supplier you know and you go like oh what do you like about your supplier? You know that implies a very long conversation which then the prospect is going to be like well can I be ours doing this? I don't want to do this right now. So instead of rather go with something that can buy me a bit more time. So with you I said like so you decided to never look at the low supplier again. So I'm first challenging like I'm just exploring a little bit like are you that married? I'm most likely you're not going to be and I'm typically asking a little bit cheeky like direct leading questions to open them up a little bit. And then I can follow up with more concrete questions later like the email is that a polite way to tell me to go away? I want to make sure is it? And if you tell me yes I'm going to be like okay so my pits really didn't miss the mark or you generally don't have these problems. So again I'm just trying to get the other prospect to commit a bit more without going crazy deep right? And so I you can map out this very easily. Once you know how to do the generic then you go into the real crazy stuff. So for me when someone tells me send me an email my easiest one is like is it a test? And they'll be like what do you mean? Well I'm a sales trainer are you testing me by asking by being in the suggestion? And then they go like well no maybe or you know I'll be like oh okay so would you be happy for your salesperson? One of your salespeople just send an email when they were asked to and they're probably not. So you see but I'm a sales trainer that's the tables to me right? And so like when for example you let's say you're accountant taxes. So they'll go like oh you know I think I'm good. Okay look that's very good about to hear that. Can I ask a question yeah when you say you're good does that mean that last year you you got your full 17 ground back from this tax submission? And they'll might go like what? Yeah you know like that no I didn't know oh your accountant didn't tell you and I mean right and the most specialized UI in your product the more you can craft this really tactical question and you'll get to the point you sell sales force you'll know exactly what to ask to a Habsport users to try and find a chin in the armor. And so once you do this then a part of the father you can reuse all of this into your discovery calls so you're building it like crazy I'm out of value that but also you just can map out any single object on the planet and you're not fiscated anymore. See this is the mistake that a lot of sellers make is they think that you need to treat a cold call like a discovery call which is a lot of people they'll give their pitch and then they'll end their pitch with a question like so how are you doing this thing today? And the problem is you haven't earned the right to ask big open-ended questions yet. With a closed-ended question your goal is not to expand their entire world in your words it's to pry one chin in the armor it is just to poke one hole in how they're doing things today and that will give you the right to ask a bigger question because you've exposed the fact that there might be a bigger problem. But if you just go into like Lala and Neverland of like big open-ended questions at the beginning the person's going to be like this person knows nothing about my business I don't even see this as a problem I don't even see this as a question worth answering in the first place. So the question all this has taken guess at the problem they have knowing that sometimes you will be wrong but that is just part of the game is if you are wrong sometimes that might mean you either have to buy yourself permission to ask for another problem or you might realize that that's not the prospect that has the problem that you're looking for and it might not be a good fit but you're better off in that situation than getting rejected for every open-ended question that you try to ask. Cole Colling is a game of percentage points right and and I just want to become as good as possible to have the highest percentage. I'm not saying that going with hello over you and whatever and you can still book meetings depending on your tone a bunch of things but if I need to have the scientifically psychologically best way then that's how I'm going to build it out. So we started this episode talking about objections. I want to give a couple more common objections to you. My first one is what do you do if someone hangs up on you? I mean look typically the easiest solution is you call them back like did it we disconnect but let's be honest a lot of the time don't pick up the phone again but I think it's 20% by the time they pick up again and so it's worth a try but yeah that's that's and the other thing I do then obviously I swear and I cry and all of that stuff but that's not very useful for self-straining purposes. Let's go with another common one. Someone might say like look you guys are way too expensive. Okay I'm I appreciate you giving this opinion and I'm not I'm not agreeing to it I can't really agree to that because it's a negative thing about me right. I appreciate you might think that way you know but you guys say it's not the first time I hear it and then I'm going to be like do you want to fast something really direct but I don't want to offend you. You see I'm really loaded it I'm really loaded right and you're going to be like yeah god oh you kind of offend me so when you say we're really expensive does that mean the pricing is your first priority right and what I've done now is like I have no one wants to be cheap right so 90% of the time they'll be like well no it's about value if they say yes they can fuck off because then the the buys for someone else is good cheaper right simple but if they they're not like well no it depends on the value and then it's going to be like okay so when you say and then I can go into exploration so when you're telling me value are you saying that you currently feel you get everything you have everything that's perfect for the price you pay and so I break you down further and they'll be like well I think it's pretty good okay pretty good what's gonna make it perfect you know and then I'm going from like will you say pretty good what is in our scale of one to 10 you can't say seven and then we're like eight okay eight one or six again go the other way well because they do this thing as well okay what we'll make it a 10 well this and this okay so if we make sure we could do could you do those two things for 10 so you're still saying that wouldn't be worth paying what for a hundred bucks more well it depends we need to look at a case study and but okay look it's other you know completely against this if the rhyme on is there would it be a terrible idea to and then you said I mean that's one another one very simple when's the last time that you bought something really cheap and you thought wow that was great and then they go oh but it's not really cheap or that well but you see the problem making you know like I typically I lean into it I'm like it's well you explain it's not a good thing but yeah so there's so many ways to to handle this and typically like I find it and if you guys have this a lot but there's something go wrong if you get the expensive during the cold because it's been it means you've been talking too much by yourself why have you got talking about pricing on the cold like I can't remember the last time I talked about pricing on the cold I will but if that's people's the price I'll be like oh are you asking me that now because that's the top priority oh no no I'm not saying that just one have an idea I was like and then you can go into the usually I'm happy to give you a ballpark but whatever but yeah I would I think that typically is a red flag if that's coming up too much let's do one more so this one's around like if they're they're like oh this is a busy time of year we you know we don't have any bandwidth so they might say something like well look I appreciate the call we just have so much going on right now we're planning for sales kickoff we've got a couple initiatives going but like you know maybe reach back out in the future when things aren't as crazy okay look I'm of course I'm happy to do that can I be a little bit challenging here I mean you already interrupted my day so keep the challenge going I guess so are you ever not busy you know we're a we're a hyper growth company there's a lot going on so yeah we do have a lot going on but I mean this is a particularly busy time of year for us Q1 if I were to say this is not problem at all that's fine so if you tell me this is completely not priority that's okay but otherwise is it likely you're gonna sit three months from now and think damn I wish I did something about that earlier right so I'm trying to loop it back to like and again here I can't really change their mind I just need to understand is this a priority or not actually a very simple way is like are you gonna kick yourself in three months wishing you acted sooner it's a very simple way of doing it and just trying to get them back in basically there's one really small thing that I've noticed throughout this interview that I actually think is one of the most powerful pieces of why you're so damn good at objection handling no matter what I say you follow it with this one two step punch step one is you take a beat you take a moment and I can see you think for a second and then you say hmm okay and I think you do that to show me as the recipient on the cold call I'm still here I didn't just go totally silent and I'm listening to what you're saying and that ends up getting you two beats to think through what you're gonna say next because even someone as experience as you oh we didn't pre-plan what these role players are gonna be you have to give yourself an inch of space to think and you do it with take a quick pause and you say hmm okay and it's a little thing but I bet if more folks listening to this would implement that they would be able to come up with witty snappy funny responses the problem is I think a lot of salespeople think they have to respond immediately or the call is gonna go away and you actually do that to buy yourself some time I think it's really subtle but very powerful absolutely I think the pause is what a lot of people mess out on is just trying to they have decided to if those speak very quickly they're gonna hang up I thought I looked at talking they gave you an objection they already had the hang up option they didn't take it so you're not you're not that so you should be as much as you can trying to he's still muscleing our julio the clock is ticking we're running out of time so we got to move to the final question the final question is this biggest objection handling mistake you see most salespeople make I mean it's actually super simple is it just not prepared like I you know you see sometimes people arguing linkedin scripting or not scripting I would never recommend anyone that's not masterful to not have a script and like I was actually having a session day with my academy I was like guys like if you're junior what you do is that you pick this week I'm gonna work on this objection and you just focus on that and then when when you respond the three full times you know you're good then you do the next you do the next in three months you've done 12 objections you're good right at that point you are very very powerful as a as a cold caller so yeah already folks it's time for a three step recap and one thing you can do all right three step recap it was the a c e method for handling objections so number one you need to accept or acknowledge the objection don't just barrel through it don't just pitch through it acknowledge that you've heard the objection and if it's a brush off you might even choose to challenge it up front with humor that's number one number two before you handle the objection you want to get consent that is the seat that usually means you ask permission to ask a direct question and lastly number three is you want to explore the objection you want to ask a closed ended question that is sometimes a little bit ridiculous the example that Julio gave when I said send me an email is he was like hey is the reason that you want an email because your inbox doesn't have enough of them inside of it already and that naturally got me to laugh but it also called out the ridiculousness of my objection so a c e accept consent explore objections already Nick what's one thing people can do Julio talked about this at the end the way that you become a masterful objection handler is you pick one objection every single week and you just focus on that over the course of a quarter you will master 12 objections and at that point you're pretty much good for whatever gets thrown at you if you want a starting point for objection handling best practices and scripts you can steal ours we put together a guide that is in today's show notes of the 18 most common objections that you'll encounter on a cold call and 30 NPC approved scripts to overcome each check it out on the show notes thanks for listening we'll see you next week on the show that's right folks if you like this video the number one way to tell us to 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