Here’s an example of prospecting script we’ve
Posted: Mon Jan 27, 2025 6:16 am
We’ve been keeping track of the objections that Sales Gravy and many of our clients have been getting during this crisis. The data is clear: There are five common objections that you need to anticipate during this crisis.
If you’ve read Objections by Jeb Blount, you learned jordan telegram data two important truths about prospecting. First, prospecting objections can and must be anticipated. Second, leveraging the objection turnaround framework (LDA: Ledge, Disrupt, and Ask) is the way to deal with prospects’ RBOs (reflex responses, brush offs, and objections).
When you accept and combine these two fundamental truths, it means that you can and should be prepared with LDAs.
If you don’t, the chance of your amygdala (emotional brain) getting hijacked by fear is increased, and your logical brain is overrun by the need for fight, flight, or freeze.
In an already emotionally charged climate, it’s even more paramount that you are prepared; you owe it to yourself and to your prospect to harness emotional control.
Note:
Prepared means you’re not winging it; it means you’ve written your LDAs out, practiced, and perfected them.
Salespeople who are prepared are much better at picking up the phone because they’ve suppressed disruptive emotions through preparedness; they’re more confident and always more successful.
I need to contextualize objections. You’ve just called into a prospect, they’ve answered, you’ve run through your prospecting script, and then BAM – they throw out an RBO.
If you’ve read Objections by Jeb Blount, you learned jordan telegram data two important truths about prospecting. First, prospecting objections can and must be anticipated. Second, leveraging the objection turnaround framework (LDA: Ledge, Disrupt, and Ask) is the way to deal with prospects’ RBOs (reflex responses, brush offs, and objections).
When you accept and combine these two fundamental truths, it means that you can and should be prepared with LDAs.
If you don’t, the chance of your amygdala (emotional brain) getting hijacked by fear is increased, and your logical brain is overrun by the need for fight, flight, or freeze.
In an already emotionally charged climate, it’s even more paramount that you are prepared; you owe it to yourself and to your prospect to harness emotional control.
Note:
Prepared means you’re not winging it; it means you’ve written your LDAs out, practiced, and perfected them.
Salespeople who are prepared are much better at picking up the phone because they’ve suppressed disruptive emotions through preparedness; they’re more confident and always more successful.
I need to contextualize objections. You’ve just called into a prospect, they’ve answered, you’ve run through your prospecting script, and then BAM – they throw out an RBO.