The SDR Objection Trick That Works Every Time.
Based on Chris Voss's "Never Split the Difference"
Chapter 1
Morning SDR Insider!
You are well into another week of SDRing so I thought I would share a quick trick you can try on the phone to help improve results quickly…
Inspired by a book that every SDR must read Never Split The Difference. It is my “Sales Bible” and this little snippet completely changed the way my team and I deal with objections and those hard curve balls.
Enter Tactical Empathy
One of the core principles from Voss's book is understanding your prospects' emotions and perspectives. Acknowledge their concerns and show genuine empathy. You may ask how do I do that? Well to start instead of babbling on about your product and how great it is or how it will change the world (Which we can all be guilty of when we panic) try incorporating these three phrases anytime you hear an objection;
“It seems like”
“It feels like”
"It looks like”
Here are some examples
Objection
“I have no time for you right now”
Tactical Empathy
“Hmm it seems like you have other priorities right now” and pause to let them talk
Objection
“This is not something we are looking for”
Tactical Empathy
“Ah it looks like you are all s
et with xxxx, how is that going for you?”
Objection
Is this a sales / cold call?
Tactical Empathy
“Yes, it is I feel like you may get a lot of these and you are very busy”
This simple shift at the beginning of every objection handle can create an instant connection and open a meaningful conversation.
Try it and let me know how it goes in the comments, oh and if you have any other golden nuggets please share them below
If you want to learn how to take this methodology one step further and never feel that horrible stuck feeling on the phone again subscribe below
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