How to Respond to Objections in Emails

1. How to Respond to Objections in Emails

2. Ultimate Goal: Close the sale Immediate Goal: Close on the next step in the sales process Focus on the Right Goal

3. INITIAL CONTACT PURCHASE

4. INITIAL CONTACT CONVERSATION EXPLANATION PURCHASE

5. Easier When on the Phone

6. I am not interested. We are not making any changes. We do not have budget right now. We already use someone right now. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE I understand. If I could ask you real quick: • How difficult is it to teach reps everything they need to say? • Do you need to decrease the time it takes to get sales reps ramped up and producing? • How much pressure is there to get reps performing better? • Is the training department getting the credit it deserves?

7. I understand. If I could ask you real quick: • Are you all using any type of sales scripts or sales playbook? • Do you use and teach any type of sales methodology? • Do you provide sales training to your sales staff? • Do you have a new hire onboarding training program? • How many sales reps do you have? • Are you doing any type of cold outreach? • When was the last time you considered other options in this area? • Are you the right person to discuss this area with? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE I am not interested. We are not making any changes. We do not have budget right now. We already use someone right now.

8. I understand. And I want you to know that I am not reaching out to you to try to sign you up or sell you anything. More so, we are just looking to open the dialogue between our two companies and have an initial conversation. We would like to learn a little more about you and possibly share some information about us. That way, when you begin your budget planning or when your are needing to make a change, you can know who we are and how we can help. Are you open to putting a brief conversation on the calendar? It does not have to be this week or next, we are not going anywhere. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT INTRO CLOSE I am not interested. We are not making any changes. We do not have budget right now. We already use someone right now.

9. Look at an Example

10. Cold Email Prospecting Workshop Video Series Video 1: Cold Email Messaging Strategy Video 2: Building a Cold Email Campaign Video 3: Using LinkedIn to Find Prospects Video 4: Following Up on Cold Emails

11. INITIAL CONTACT CONVERSATION EXPLANATION PURCHASE

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14. SMART Sales System S M A R T ales essaging nd esponse actics

15. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Questions Customer Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3

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