“BTSG how do I handle X objection?”

Round up your 3 most common objections and then bring it up in the beginning (after setting agenda during early stages of QA)

Here’s what you say:
“So, John, we’ve been solving this problem for years. Generally when speaking to executives like yourself, they’ll tell me their biggest concerns before moving forward with us. Usually sounds like this:

1) We don’t have X feature
2) More expensive
3) ~3 week implementation
Which if any of the following resonates most with you?”
This will flush out the objection and get it out of the way early in the process so you can spend the rest of the call figuring out how you’re going to work together

Which salesperson do you know who OPENLY BRINGS UP prospect concerns?

The one you trust.

The Chad Salesman.

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More from @BowTiedSalesGuy

9 Nov
I believe there’s generally 3 reasons why someone is a low performer in sales:

1) Low Competence
2) High neediness
3) They don’t want to be there

Here’s how I would address the 3 👇🏼
Low Competence

Competence is the most important part of the Chad Triangle

It’s your ability to help your prospects get what they want

Here are some ideas:

- Develop a nasty talent stack by learning as much as you can about related topics to sales (Game, Marketing, etc)
- Talk to your existing customers regularly to learn more about how they’re using your product

- Subscribe to industry reports, events, and stay on top of changes (use Google Alerts, Crunchbase, etc)

- Learn from the best (the only “shortcut” I know of)
Read 7 tweets
5 Nov
Here’s a framework for how to answer personal questions on interviews such as:

“Tell me more about yourself”
“What are your greatest strengths/weaknesses?”

etc

It goes like this 👇🏼
Step 1

say: I’m an X person.

Examples:

I’m a self aware person
I’m a competitive person
I’m a curious person

These are positive big picture descriptions that Frame what comes next & tells them what to think of. Also gives you room to fill in the details to support the idea.
Step 2

Use Moral Authority Frame

say: and I know nobody is perfect. We all have things we need to work on. The ones i’ve identified are..

This Frames you as a morally competent individual and reasonable. Makes you more trustworthy when you can talk about the “landscape”
Read 9 tweets
5 Nov
I used to work with a guy who refused to follow up with prospects.

Whenever you tell him he should follow up he would scoff and say “If they’re interested they’ll get back to me”

They never did.

I understand his thought process. He thinks he’s..
the one controlling the Frame by not chasing.

And it’s true, he is.

But that doesn’t mean it’s the most effective approach to getting results (closing deals)

You can do what you feel is right and still get poor results if it’s the wrong thing to do..
You have to learn the rules in order to “break” them

For example, Fortune is in the follow up. Prospects need multiple touch points in order to move forward with you.

And Humans need repetition (to see a message many times) before something sticks..
Read 6 tweets
26 Oct
If you’re trying to network with someone, find out if they’re lacking in any (or all!) of these 3 areas:

1) Health
2) Wealth
3) Relationships

Then add value in any of those areas.

These are the 3 core Life areas & most people don’t have all 3 figured out.

How to do it? 👇🏼
1) Health

Some ideas:

- Give them advice on being healthier

- Gift them a paid subscription to @BowTiedOx

- Learn as much as you can about a specific health topic and write about it

The takeaway is add value so they see you as someone competent and worth meeting
2) Wealth

- Help people make money. Teach them useful skills to learn investing for example or how to be financially literate (@BowTiedBull)

- Uncover & share new LEGIT money making opportunities

- Find ways to help them grow their business (they might even hire you)
Read 5 tweets
25 Oct
How to handle the “I don’t do X” objection

It’s quite simple, you can either agree and amplify or use the “will you” rebuttal

Example:

Prospect: We don’t buy after the first demo

Chad A: I understand, but we don’t follow up after giving a presentation. So what should we do?
Chad B: Really? How come?

Prospect: It’s a rule we’ve had for 10 years

Chad B: I see. So you don’t buy after the first demo, but will you in order to get access to our platform?
The magic behind why they work

Chad A uses more direct Frame control by leveling the playing field and matching the prospect. “Oh you don’t buy after first demo? well i don’t follow after first. We’re at a standstill now. Your move clown.”
Read 4 tweets
25 Oct
If you guys get a lot of objections on your sales calls, next time try to Front Load the objections.

The way it works is choose your top 3 objections/concerns and then..
At some point in the call when you sense some hesitancy you get ahead of it by saying:
“John, sometimes when I talk about what we do, and i’m not saying this is the case here, I’ll hear one of these 3 concerns.

1) ROI
2) Implementation time
3) Integrations

which, if any, resonates the most with you?”
Read 5 tweets

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