Phone Objections . . . A Different Way To Prepare

Actors and actresses have a really cool exercise in their toolkit that EVERY sales rep should borrow!

It’s called the “Yes, and . . .” exercise and they use it to develop their improv muscles.

These muscles help them to work with the words that are spoken to them versus being CHALLENGED by them;

And quite frankly, we all need this muscle group when we prospect!

Here’s how the “Yes, and . . .” exercise works;

Pair off into groups of two.

One person makes a statement. My suggestion would be to have a little fun with it some you associate the exercise (and eventually objection handling) with fun instead of stress.

Then the other person answers with “Yes, and (fill in the blank)

Example (and I’ve turned up the silly button on this one)

Participant #1: “I might have food poisoning”

Participant #2” “Yes, and it smells like you’ve been carpet bombing your cubicle”

Participant #1: “Yes, and the good news is the boss won’t come near me today.”

Participant #2: “Yes, and thank you for that. Now she has plenty of time to bust my balls.”

And you go as many rounds as you can.

Here’s why this works;

First of all, it conditions you to feed off of the other person’s lines. That’s something we need to do in sales.

Next, It forces you to get quicker at handling random statements which in turn, is more difficult that handling standard statements (and standard objections).

Because we’re being silly and having fun, it changes the associations many of us have formed towards objections.

Note: I’m going to be doing a podcast detailing how this exercise has helped me create “Pattern Interrupt” responses to objections like “Not interested”, “Too busy to meet” etc. Stay tuned.

A few ways to kick this exercise up a notch;

Have someone video the exercise so everyone can review.

Instead of doing the exercise “face to face” do it on the phone so you don’t have the luxury of visual cues, etc.

Tape the conversation so everyone can review.

Try the “That’s exactly why/Yes, but . . .” variation.

Pair off into groups of two.

The first person throws an actual phone objection at the other person and they have to use the objection as the reason why they should meet anyway.

Example:

Participant #1: “Sorry, too busy to meet with you right now”.

Participant #2: “That’s exactly why we SHOULD meet; I actually have a few ideas that could save you a ton of time!”

Participant #1: “Yes, but, we already have a vendor and we’re all set in that department.”

Participant #2: “That’s exactly why we SHOULD meet, never hurts to have a back up plan.”

Note: These aren’t necessarily the words and phrases you’d use during an actual call. It’s an exercise designed to build your reflexes while training you to USE WHAT WAS SAID instead of Being Challenged By What Was Said!

Make sense?

Here’s another prospecting resource;

It’s called 50 Ways To ROCK Your Cold Calls, Emails, and Sales Messaging, and;

Here’s what you’ll gain by downloading it;

How To Automate Your Pre Call Planning Research WITHOUT Clogging Your Inbox With Google Alerts.
A 4 Step Messaging Framework That Works With Emails, Cold Calls, Snail Mail, LinkedIn, Etc.
How To Capture Your Dream Client’s Attention In The First Sentence Of Your Emails, Calls, and Snail Mail.
The 3 Email Templates That Consistently Generate Appointments.
10 Subject Lines That Intrigue The Reader and Increase Your Open Rate.
How To Create A BETTER Phone Script WITHOUT Sounding Scripted. I’m Also Going To Send You The Template.
How To Use “Potato Chips” In Your Messaging To Make The Recipient Hungry For More. Alright, stop pressuring me, I’ll give you a template for this!
The 2 Types Of “Pattern Interrupts” You Absolutely MUST Use! Oh look what I found, a template to help you ROCK this tactic!
How To Use “The Little Bighorn” Tactic To Generate New Opportunities. I’ll Even Throw In An Easy To Use Template. Don’t pretend like you didn’t know I was going to give you the template. We’re both adults here!
1 Simple Tactic That Creates “Internal Chatter” With Your Target Companies.
12 Ways To Convey A More Credible Message.
3 Things You Can Do On LinkedIn To IMMEDIATELY Stand Out With Decision Makers. I’ll Even Throw In 10 Of The Email Templates I’m Using On LinkedIn.
How To Create A Very Different “Call To Action” Across Multiple Forms Of Messaging.
4 Voicemails (With Templates) That Will Help You Stand Out.
How To Create A Prospecting Cadence That Mixes Multiple Forms Of Outreach.

When? What’s Included? How Much?

When?

Download it instantly and review the training at your leisure.

You’ll Also Get These Extras;

(1) 90 Minute Training Session With 50 Actionable Tips

(1) Cold Call Template

(4) Voicemail Templates

(10) LinkedIn Templates

(30) Email Templates (No, that’s not a typo. You’re getting my file with 30 email templates. You’re welcome).

PDF With My 10 Best Subject Lines

Email Access To Help You Wih Any Webinar Related Questions

How Much?

$99

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