GTM Launchpad Issue #17 - Beating the "No"s: Overcoming Common Sales Objections

Welcome to the GTM Launchpad newsletter! Each week, I will share with you a sales play to help you grow your business, level up your sales game, and find success in the trenches. My aim is to provide you with actionable insights. Stay tuned for practical tips on cold calling, lead gen, and closing deals!

Hey GTM Launchpad squad! 👋 You know how it is. We're all on this wild sales ride and every turn can bring an exciting surprise... or a tough challenge.

We've all had those moments haven't we? You’re on a roll the conversation is flowing and then WHAM! Out of nowhere you’re hit with an objection that throws you off balance.

Don't you wish there was a way to smooth those bumps out? Well guess what? There is! And it's not as daunting as you might think.

Now objections can feel like a tug-of-war. The seller trying to sell and the buyer resisting. But let's break that cycle today. Let’s adopt a new approach that respects the buyer's journey and their concerns.

This week we are going to talk about something I like to call "Response Management."

This approach is all about meeting the buyer where they are, understanding their needs, and guiding them rather than pushing them.

Don't Push, Guide!

In my SD Lab coaching sessions I teach this fundamental shift in perspective. We are not just sellers, we are guides. Our job is to help our prospects navigate the complex world of solutions, answering their questions and addressing their concerns with empathy.

The ARM2 Approach: Accept, Re-align, Move on

One tool that I find incredibly helpful is the ARM2 technique: Accept, Re-align, and Move on. This technique allows us to meet objections head-on but with understanding and a focus on the buyer’s journey.

Here's a practical example of ARM2 in action at The SD Lab:

Accept: A prospect expressed concerns about the cost. I accepted their concern saying, "I totally understand. Budget constraints are real and it's important to make sure every dollar you spend is worth it."

Re-align: Then I shifted the conversation back to their goal, “You’re trying to streamline your sales process and increase revenue correct?”

Move on: Lastly, I introduced a success story "I had a client in a similar situation who found that investing in my services actually increased their sales by 35% within 6 months providing a significant ROI."

This approach is not about overcoming or handling. It's about guiding and offering the right solution that aligns with their needs and goals.

Re-define Your Response

So let's redefine our responses. Instead of trying to convince your prospects validate their concerns, understand their objections, and gently guide them back towards a solution that addresses their needs. It’s not about winning a battle. It’s about helping your prospects to make the best decision for their business.

Remember to use effective value statements that resonate with your prospects. My value statement at The SD Lab is "We don’t just offer solutions, we partner with you to create them." See how that quickly communicates the core of my approach?

By changing our perspective on objections and focusing on empathy, understanding, and guidance, we can increase trust, build better relationships, and close more deals.

Questions? Objections? Let's Hear Them!

Remember this is an ongoing journey of improvement. So don’t be shy. Send me your most common objections and the ways you have been dealing with them. I'm here to help you work through them and together we can redefine how we manage responses in your process.

Lastly folks don't forget that the 2023 Phonathon is coming up on this Thursday, June 29th! 🎉 Join us for an exciting session filled with actionable insights and LIVE cold calling! And some fun prizes & giveaways!

Here are the details: https://www.thesdlab.com/phonathon.

Keep shining and selling! Let's tackle those objections and turn them into opportunities.

Remember we are not just overcoming obstacles. We are guiding our prospects to the best solution for them.

Keep those emails coming and until next week keep closing! ✌️

Tom

^{Thanks for reading, see you again next week at 8 am MST!}

^{- Tom Slocum ✌️}

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