Handling Objections: Empathy, Discovery, Pivot

[armdrejoan]

Open-Ended Questions: Ask questions that encourage them to talk about their current challenges, priorities, and goals.
"Is [the common challenge you mentioned] something that resonates with your team right now?"
"How are you currently handling [the process your solution addresses]?"
"What are your top priorities for [next quarter/year] in terms of [relevant area]?"
Active Listening & Note-Taking: Listen for pain points, stated needs, and any cues that indicate a fit (or lack thereof). Jot down keywords.
Empathy & Validation: "That sounds australia phone number list challenging." "I can imagine how that impacts X."
5. The Pivot: Re-articulating Value (Connecting Their Need to Your Solution)
Once you understand their need, connect your solution directly.

Summarize Their Pain: "So, if I'm hearing you correctly, [summarize their challenge/goal in their words]."
Bridge to Your Solution: "That's exactly where [Your Company/Solution] comes in. We help businesses like yours [specifically how you solve their unique pain point], leading to [specific, tailored benefit]."
Offer a Relevant Next Step: "Given that, would it make sense for us to schedule a brief, 15-minute follow-up call where we could dive a bit deeper into how we've helped [specific examples]?"

Objections are opportunities for further dialogue. Use the A.E.D.A. framework:

Acknowledge: "I understand."
Empathize: "That's a fair point."
Discover: "Just so I can send you the most relevant info, what specifically are you hoping to learn?" (for "send me an email") or "What about your current provider are you most satisfied/dissatisfied with?" (for "we have a provider").
Answer/Pivot: Briefly address, then attempt to pivot back to a value-driven next step.
For "I'm not interested": "I completely understand, [Prospect Name]. Most leaders in [their role] aren't 'interested' in another call, but they are interested in [common benefit your product delivers]. For instance, we've helped companies like yours [specific result]. Is [common pain point] something you're currently tackling?"
The Call to Action (CTA): The Low-Commitment Next Step
Always end with a clear, concise, and easy-to-agree-to next step.

Specific, Low-Commitment:
"Would you be open to a 15-minute discovery call next [Day of week]?"
"Could I send you a short, personalized email with a relevant case study?"
"What does your calendar look like for a brief demo on [Product] next week?"
Offer Options: "Would Tuesday at 10 AM or Thursday at 2 PM work better?"
Compliance Integration (Seamlessly Woven In)
DNC Compliance: Ensure your list is scrubbed. If they ask to be removed, confirm immediately and politely that you will do so and add them to your internal DNC list.