Cold Call Objection Roleplay: 20 Objection Responses in 30 Minutes

0:00All righty, gents, we are ripping through as many cold call objections as we possibly can today. Let's start with I'm not interested. Armand, you're up first.

0:08Armand Farrokh: Nicholas, I totally get that. Just hope no one from my team calls you again. Is it because you guys aren't even focused on sales training? It's all about like product and industry. Is it that you're working with like command of the message or someone like that? Or is it that my co-founder needs to fire me because my pitch actually just sucked and it is It's okay if it's number three. So the key there is at this point, not interested is not a real objection. It's a SWAT. And so I need to split the objection into the three most common reasons Nick might be rejecting me. From there, he will give me the real objection, which is probably it's not a focus or they're working with a trainer.

0:45Armand Farrokh: Or he might just say your pitch sucked and laugh and then give me an actual shot. And then I can handle that objection. Julio, over to you. I'm not interested. Is that because my breath smells? What? No? Okay, so why don't you let me have 30 seconds and then you can decide whether you're interested or not. Is that fair? Fine. What are you doing there? Yeah, same as our man said, it's not a real objection. We need to hug the part of the brain, get them back online, and then we get the chance to repitch or rediscuss what is it that we want to talk about. All right, next one. Hey, give me a call in six months.

1:13I can't think about this right now.

1:15Armand Farrokh: No problem. I should have assumed that you guys were like swamped. It looks like you're growing the enablement team and doing a bunch of other things. I want to make sure that I don't sound like a complete buffoon when I reach back out to you. Is there something going on that I can jot down in six months? Or is it just like you guys are super busy and there's nothing you can focus on right now? No, I mean, this isn't a great time. I'm literally about to walk into a meeting, so I'm feeling kind of overwhelmed. Sorry, man. Yeah, it sounds like literally right this second is a bad time, right? Yeah, yeah.

1:46Maybe if you call me back later or send me an email or something.

1:49Armand Farrokh: Cool. So it's 1045 right now. I'm going to call you right around like 445 before your day ends. Is it cool if I send you a hold for then and get out of your way now? Yeah, that works. Thanks. There's a difference between I'm busy generally and I'm busy right this second. Some people will try to drag on the cold call at this point. I try not to, and I try to get permission to call back, but I don't just say I'm going to call back because they're going to block me. I try to send a micro 15-minute invite for the end of the day, and that's what will actually get you to like get someone to pick back up.

2:22Julio, over to you. Hey, look, thanks for the call, but give me a ring in like six months. Sure, of course I can. Do you mind if I ask a bit of a direct question before I do? Sure, go ahead. Is that just a polite way to tell me to go away? No, no. I mean, it's just we got a lot going on in our business right now and like I don't think I can think about this stuff right now. You don't think you can think about this stuff or you genuinely shouldn't prioritize this at all? You know, I guess I don't even really know you. And so it kind of just, I don't even know if I need to prioritize looking at new things.

2:54I got a lot on my plate. To be honest, I don't think I even know myself that well. So it sounds like this could be relevant. You just don't know whether I should be relevant to you. Why don't we speak a little bit longer? Then you can figure out whether it's worth hanging up and never talking again or genuinely sketching a follow-up. That's fine. I'll give you like a minute. What do you got for me? I mean, it's always, again, six months, it might be a genuine objection. This might not be a priority. You just want to qualify that as quickly as you can, and then you decide where to go from there.

3:26Armand Farrokh: What I love is Julio says some ridiculous shit as the first response every single time. And I don't know if you've memorized that ridiculous shit for all 20 objections. But, like, a lot of these objections, they're not real objections. They're just swats. And it gets someone to be like, oh, like, okay, like, now I'm actually paying attention to you. and then you can have a real conversation. Speaking of unhinged shit, let's move to the next one. All right, Arman, thanks for the call, but can you just send me some information and I'll take a look? Yeah, for sure. I'm gonna, I usually have a couple different types of things that I'll set over just so I don't literally get immediately sent to your mental spam.

4:04Armand Farrokh: Is there a specific question you had in mind or are you just looking for a general overview? Yeah, just a general overview of your goods and services, maybe a case study or two. you know send me something over can i give you a really direct compliment sure nick usually when this happens you're just way too nice to tell me to go away is is that what's happening here or do you actually want some information what do you guys do again so at that point one of two things will happen nick will either be like no no no actually send me something and then i'll try to make a trade where i'm like i'll send you something with a calendar invite accept it if you like it or Nick will be like, yeah, I kind of admit it.

4:42Armand Farrokh: I wasn't paying attention the whole time and now you have my attention. And the general information that he got is frankly what I will just tell him in form of a problem proposition next or a pitch. Awesome. Julio, over to you. Look, thanks for the call, but why don't you send me an email, send me over some information and I'll take a look when I have some time. Of course. Do you mind if I just double check if I got the right email here for you? Yeah, go ahead. So it's nick at 30mpc.com. Is that right? Yeah, yeah. And there's no K in there. It's N-I-C because I'm trying to be more stylish with my name.

5:15I completely understand that. So, and should I CC your spam folder or your trash can? Huh? Look, typically when I get asked for some info, it'll end up going to one or the other. So, why don't we say each other time and we just figure out whether this is relevant. Then we can figure out whether an email is even something that we should send on. I mean, yeah, but like I'm, I got like three minutes before my next meeting starts. Or at least I got to prepare for it. I don't have time. Like I kind of want to see what you guys do before I agree to putting time on the calendar. I completely understand.

5:50Look, you'd be surprised how fast I can talk. Why don't we take two minutes now and then we figure out whether it's worth having a follow up or not. All right, fine. Talk fast. On to the next one. Here we go. Hey, look, thanks for the call. But this actually, this lives with another department. So this isn't really something that I would oversee.

6:04Armand Farrokh: So this one is my bad because I got the wrong side of the round robin. Usually sales training is either going to live with the head of enablement or it's going to live with a sales director like yourself who's running the SDR team. It sounds like I was actually about to reach out to Jane who runs enablement. Is it her who's like more of this thing? Yeah, I think typically she's the one that would oversee new initiatives or whatever the heck you guys do. Yeah. Could I ask you for some advice, seller to seller? Yeah, fine. If you were me and you were cold calling Jane, you kind of know what we do at this point.

6:38Armand Farrokh: I shared it earlier. Like, was there anything that you think would most resonate with her? I just, I think that for her, she really cares about making sure that like there's reinforcement stuff. And like, so you need to make sure you're pitching like how this is going to take work off her plate. Because she doesn't want to get signed up for a bunch of just like nothing burger trainings where nothing happens after. So that's what I would say when you call her. Yeah. So for you, I mean, I imagine what that would look like is if we were working on cold calling stuff with your team, you would want us to be like running call reviews and scorecards and all that stuff so you know that this stuff actually sticks with your team.

7:12Right?

7:12Armand Farrokh: And same thing for her. Yeah, I think so. Can I make like a very unreasonable ask that you can totally say no to? Okay. I was going to send her a note and just like literally describe what you just mentioned to me. And I think it's going to get through. but honestly like I would be partnering with you as the end person normally would you be completely against it if I if I just sent that note to you and you could like bridge her into the thread and mention that we spoke I'm not asking for a recommendation but just sometimes like we don't even get a shot at the inbox unless it comes from someone internally and like I feel like you and I have had a pretty good conversation yeah I mean if you send me something I'll forward it along to her I can't promise that she'll be interested but yeah I mean go ahead I think I I mean, you found my phone number.

7:59You probably have my email.

8:00Armand Farrokh: So at this point, I determined that Nick was the wrong person, which in this case, I think he was. And then from there, I've got a couple different options. I can ask for a direct referral, which they're never going to do. Or I could reach out to the person directly, which kind of doesn't really let me use the benefit of this call other than saying I spoke with this person. Or I can do both that. So I'm still going to keep reaching out to Jane. And I'm going to make it as easy as possible for this person, Nick, to refer me to the person by sending an email to Jane, to Nick, that he can just add her to the thread on.

8:33Armand Farrokh: So I'm trying to like reduce as much friction as possible. Awesome. All right, Julio. Look, look, thanks for the call. But like, I don't oversee this kind of thing. You're going to have to call somebody else. Okay. So I'm a little confused. So you're telling me that then this problem does not affect you in any way, shape or form? Look, it does. But I don't, I don't make these kind of decisions that that's handled over in our um in our in our like ops department and so like i appreciate you calling but like i i'm not the right person to help you out with this even right okay i understand do you mind if i ask a bit of a direct question yeah go ahead so are you then saying that if there was an internal recommendation coming from you you would carry no weight whatsoever i mean i think i've got decent sway here so let me see if i got this right so you're saying that this problem somewhat affects you you would perhaps be able to influence the situation to some extent so why not talk a little bit more and see whether we can help each other out here i mean if you want to send me some information i'm happy to pass it along um but i just you know i don't really want to take a meeting no of course because no need to take a meeting i more to understand whether this is even a relevant call for somebody else so you mentioned earlier that this problem does affect you to some extent can you just give me some information on how that looks like day to day.

9:54Awesome. So at this point, you've turned it from I'm trying to get you off the phone to at least you have the right to ask a couple questions. Nice. Love it. That's a tough one, guys. Thank you both for role playing that one. Let's move to the next. This is a fun one. Armand, where did you get my number?

10:09Armand Farrokh: Nick, has anyone told you you may have been the next Nobel Prize nominee? Do you know why? What is this? No, no, I didn't ask to be called. No, no, no. Because you are the first person that I've ever called where I am the first cold call to get through. So congratulations to you, my friend. It is a service called Banana Leads. Do you want me to send you a screenshot of exactly where I found your number just so you can go tell them to take you off your list and all that stuff? Yeah, I mean this is a personal number. If it's going to be a business call, I would prefer that it go to my business phone.

10:47I don't know why this number is getting called, but yeah, I don't appreciate that.

10:52Armand Farrokh: Yeah, so what I'll do is after this, I'm going to take a screenshot of the exact entry where you can get it, and then you will be able to literally tell them to take your name off the list. I have to ask, it looks like you run the SDR team over at AcmeCo. You probably have your reps making calls like this, right? Yes, but I ask them to always check to make sure they're not calling somebody's personal cell. Okay. So will you give me a round two in spirit of being an SDR leader? And can I get 30 seconds to tell you exactly why I called you? And then you can totally tell me to F off, but first I'll send you the screenshot.

11:31Armand Farrokh: Is that okay? All right, fine. Go ahead. Nice. Cool. So basically it was just like when that happens, you need to match a ridiculous angry reaction with a like ridiculous response and give them a reason to stay on the phone, which is I'm going to tell you how to get off the list. and then I was using the fact that Nick runs an SDR team to be like, hey, will you give me a fair shot on goal? Because you would ask your refs to do the same thing. Nice. Over to you, Julio. Where did you get this number? I'm just really good at my job. Apparently not because this is a personal number and I do not appreciate being called on my cell phone.

12:02Oh, it's a personal number. Oh, my God. You are like the 17th person this happened to this week. I swear to God, I'm going to go over to the fucking marketing department. I'm going to fire them all. I'm really, really sorry about this. So what I'm going to do now, I'm going to make sure it's removed and I'm also going to send you an email to tell you which provider we got it from so that you can get it removed forever and never get a call like this. I appreciate that. This is, I mean, look, I know that people have jobs, they've got to drum up business and we have a sales team too. I can appreciate that this is part of the job, but I've got a lot of responsibility here and these are interruptions.

12:40So I appreciate you calling and thank you for helping me. delete this number off of the face of the dark web. Absolutely. So look, you're going to get an email shortly in your email, which is this. Once you click the link, it's going to be removed. You're not going to get called like this anymore. Now, because I've saved you probably like dozens of hours telling all the salespeople to go away, can I take 30 seconds to explain why I called? And if it's not relevant, you're never going to hear from me again. You know, honestly, you're the first person that didn't try to pitch me right away. And I appreciate your style.

13:12So So yeah, just go ahead. What do you got for me? Awesome. I like both of you guys. Solve the person's problem first. And I feel like there's so much objection advice of like, push, push, push, push, push. But what both of you did was you removed the pressure before going back in for the push for the pitch. Love it. Great. All right, let's move to the next one. Here's another angry one. Is this a cold call?

13:35Armand Farrokh: It is, and it's not going very well. And so we have one of two options, Dick. You can hang up on me again and I can make you angry again in 17 days, or you can give me 30 seconds now. I will tell you why I called and then you can tell me to F off forever. Just tell me what this is about and get on with it. Nice. Julio, over to you. Is this a cold call? If I say yes, are you going to hang up straight away? Yes, I am going to hang up. Then I won't say that.

14:06Or then you're going to, oh, let's call it a networking call then. Oh my gosh, that is freaking, that's so good. All right, let's move to the next one. Sorry, I thought you were somebody else calling me. My wife was going to call me in a couple minutes. That's the only reason that I answered.

14:19Armand Farrokh: Oh my God, do you want to bridge us in together? You know, she - I'm kidding. Yeah, no, but seriously, I need, I'm watching out because she's watching the kids today and I'm just coordinating pickup. So I don't know if I can talk right now. Yeah, so Nick, the last thing I would do is I would hate to interrupt you again. Could I get 30 seconds to tell you why I called? And I promise if your wife calls you, you can hang up on me on the spot. Is that okay? Yeah, go ahead. You got me. You got me. Cool. All right, Julio. Look, sorry. I actually, I'm waiting for an important work call. So I can't talk right now.

14:49I actually thought you were them. Yeah, that's me. No, no. I mean, like my CEO was supposed to call me. We're coordinating an onsite. Sorry. Yeah, yeah, yeah. Yeah, you know what? I called him early. He said you would love to buy $10 ,000 worth of software from me. That's why I was calling. I have no idea who the hell you are. What is this about? I'll take 30 seconds. If it's not right, I promise you can tell you see I'm in Deacon. Okay. Well, I'm leaning in that direction, but go ahead. You got 30. Nice. All right. I got an unconventional one for you. I want opener, Armand, and then I'm going to hang up after your opener, and I want to hear what you're going to do.

15:25So let's hear your cold call opener.

15:27Armand Farrokh: Hey, Nick. I'm not sure if you knew, but you actually have, like, a ton of 30 NPC fans on your sales team, like Josh and Jack, two-star AEs. It's Armand from 30 Minutes of Presence Club. Have you heard anything tossed around? Look, I can't talk right now. Sorry. Click. So I will be honest. At that point, I'm not going to call back on the spot. I am probably going to follow up over email because the reality is if I call back again, they're probably not going to pick up. I will delay the dial task and I'll probably call back a week later. And so when I do, that would sound something like this. Ring, ring.

16:00Armand Farrokh: Hello? Nick, you're going to hate me. Do you know why? Who is this? What is this about? Those two reps that I mentioned that are fans on your team, they were really sad when I told them I cold called you and you hung up on me. Are you going to make them sad again? All right, get on with it. What's your pitch? Awesome. And then I would probably do some pitch that is tailored to you're asking your reps to make these same calls, so I would be a fool if I didn't call you back. Nice. All right, Julio, over to you. Let's get opener, and then I'm going to hang up on you. Nick, would your Friday be completely ruined if I mention this is Excel school?

16:35Uh, yeah, I can't talk right now. Click! I mean, look, if you say nothing, I'm gonna call you back. Because who gives a shit? And then I can just say like, hey, hey, I think we got disconnected. Honestly, they very rarely pick up, but you can try. But I would very much go towards... Actually, I don't even... I think I'm just going to recycle and call in like one month and pretend from complete zero. So if I answer and I say nothing and I'm sort of like, I go, hello, and you give your opener and I hang up. When you call back, do you change what you say? Yeah. I think we just got disconnected. Or maybe I did ruin your name.

17:20Nice. And I'm like, the other one is really good for this. is like, you're going to throw your phone out the window. It's like, do you actually throw your phone out the window or you just hate my voice? I love it. All right, we got a couple more. Let's move to the next one. Armand, this one's to you. Look, I appreciate the call. I've heard of you guys before and like, you're just honestly way too expensive for us. So thanks, but you're better off fishing in other ponds.

17:44Armand Farrokh: Yeah, so I totally get that. Is it literally just the pure amount of price that we were quoting you that is like off the table? or is it that you felt like what we were talking about wasn't even worth the price that we were getting? I think Rep sent us a quote in the past, and it was like three times what we're paying right now for our current vendor. For another trainer. Yeah, I'm sure you got other options. I'm sure you got a whole pitch, you're better, whatever, but I just can't justify that kind of investment in these economic times. Yeah, I completely get that. And I'll be honest, like, usually we do come in at a premium, but, like, we're never completely out of whack.

18:27Armand Farrokh: And so, like, I'm not suggesting that we can go and literally cut this thing in half, but it sounds like the conversation didn't go horribly. It just sounds like we gave you sticker shock. Yeah, the kid we talked to, he was nice, but, like, you know, I just, I'm not trying to spend that kind of change. Yeah. So, like, I would hate to take up more of your time because it sounds like you're familiar with us. But, like, not now. I literally cold called you. like I can give you a sense of the different options like if you just give me like 15 minutes to walk through what your team looks like can I throw like a 15 minute hole on the counter later today and I can give you a sense of like what this could look like if we were just getting it down and then if it's interesting we can talk more but like it sounds like there might have been a there there why don't you send me some information and I'll take a look and and then I'll let you know if it's worth talking yeah okay so I can I can send you some information um can I can I give you a very direct compliment?

19:18Armand Farrokh: I mean, I get them all the time, but sure. Well, here we are again, Nick, because I got to say, you might be the nicest person in the world because you're a sales leader who doesn't want to tell me that you're not interested. No, I am. Is that what's happening? Look, we're getting to the end of the quarter and I don't have time to be hopping on sales calls left and right. I got to support my team. Great. So let's make a trade then. I know it's the end of the quarter. I'm going to send you the information just like the high level overview of the program and also look up what the last rep quoted you just like get a sense of what that is.

19:51Armand Farrokh: If we're in the ballpark, I'm also in parallel gonna send you a placeholder invite on your calendar. If you like what you see, can you either commit, can you just commit to like accepting or declining that invite so that I know you got it? That's fine, fair play. I wish my reps did this too. Thanks for the call. I'll look out for your email. See ya. And so that's the let's make a trade thing. Whereas whenever I send someone some information, that's fine. Sometimes you do have to send them some stuff. Obviously, you want to call it out. You want to make a joke. You want to get that out on the call live.

20:20Armand Farrokh: But then if you do send some stuff, I always like to do that in exchange for a trade. And then when you send the information, it's not just like some PDF. I'll literally like screen record their LinkedIn, explain this is what I see about your company. Here's what it would cost you. So that they kind of feel like a jerk if they just completely blow me off. It's not just if I come up lazy, then they're going to give me a lazy SWAT. If I put in a bunch of effort, then because we've spoken, they're more likely to accept the yes. Sweet. julio over to you look i appreciate the call but like you're you're way too expensive i think i've seen some pricing before so um i think you're better off calling other leads but i appreciate the call today thanks thank you for the feedback do you mind if i ask a question about that go ahead when you say too expensive what do you mean i mean i think you guys were something like $80 ,000 for a year engagement and the folks we're paying right now look they're of course nobody's perfect but they're like I think we're paying something like 30k and like how am I going to go to my CEO and say let's triple our spend so um I'm sure you guys do great work we're just we're probably not the right fit for you yeah I mean that sounds yeah 3x sounds like a very different pricing and just one of the questions so I'm guessing for the$30 ,000 that means you're perfectly happy with the performance increase you're getting.

21:40I mean, look, the team we're working with, they do a good job. They've got nice people. Are there things we'd like better? Yeah, but I think you would say that about any service provider. You don't sound very convinced about that. I mean, look, what's your angle here? What are you getting at? I mean, look, you're saying you're paying$30 ,000. You're lukewarm happy about it. So if you were to pay, let's say, not even$80 ,000, let's say you were to pay$4 ,000,$125 ,000, but you would get 4x the output. Would that be worth exploring? I mean, maybe. Why don't you do this? I'm sure you got a PDF for a one-pager you could send me.

22:14Send me something over and I'll take a look. Do you really think if I could get you to pay$50 ,000 extra with a PDF, I would be talking to you and I'd be a millionaire already on a yacht? Yeah, me too. But look, I don't have a lot of time right now, so you're going to have to just send me something. Let's do this. look, if you're generally happy, super happy with the guys you've got, then feel free. You keep paying them$30 ,000. Everyone's happy. If you think there's room for improvement and you want to see what else is out there, why don't we set some proper time to discuss? And then if it's not relevant, at least you've seen what else is on the market.

22:51I do want to stay top of class. So yeah, maybe if you have a video or something, maybe you could tell me, give me like the two minute overview here. How about that? How about the fact that you've been telling me for the last minute they were too expensive and I still kept you on the phone? I guess you're a pretty good cold caller. Maybe we'll look at your training.

23:10Armand Farrokh: Got him. This one's similar. So look, I appreciate the call Armand, but like we don't have any budget right now. So maybe try back later. Yeah. Literally like every single enablement team that I'm talking to is getting like super lean squeezed and asked to run multi-threading trainings, product trainings, and cure polio all at the same time. I want to make sure that no one comes to you asking you to cure polio from my team. And so could you tell me, I know it's September, is it just like for this year you've exhausted all of your budget and like that will be reevaluated for like SKO season and all that stuff next year?

23:45Armand Farrokh: Or is it that literally just like every single thing you want to buy requires like a seven dimension business case and you don't even want to like go through that process well as you know we're in trying economic times and i feel like going to mark you know going to our ceo right now and asking her for money is like you're gonna get slapped on the wrist so i'm i'm just not trying to rock the boat over here yeah and i assume that when it comes to like training your sales team it seems like you've only got like one or two people for your like 100 rep org is that something that like you're just having to do every single day?

24:19Armand Farrokh: Or are there like certain things that you're like having to take off the table because you have a pretty lean team? I mean, we've got a lean team. We use AI really well over here. You know, I feel like we're, you know, we make do with what we got going on, I'd say. So, you know, it sounds like you do great work, but I just, I don't know if we're the right fit. Yeah, for sure. I mean, if you can do everything and every training that you want to do without additional resourcing, then I'll be honest, we are probably not the right fit. Is that kind of what's happening? I mean, look, we're always looking for ways to invest in our sales force and invest in their development.

24:55And so, you know, if you've got something you'd want to propose, I'm open to hearing about it for a minute or two here.

25:01Armand Farrokh: I mean, look, I don't want to put you through like the whole meat grinder of like going to your CEO for budget. But the reality is like, I don't think I've talked to a single enablement team this entire year that's had a bunch of budget for like training L &D and all that stuff. But I have met every single team. that has wanted to do things but hasn't been able to do things. Could I get 20 minutes to walk you through an example program? And there are ways to make budget, but honestly, a lot of times when it comes to like RKO season, like the people who end up like getting budget are the ones who like know what's one, two, and three on their list.

25:33Armand Farrokh: So like if nothing else, could I give you a sense of what's out there so that if budget opens up, like you at least have something in hand that you can ask for? Yeah, fine. I'll take that. Julio, over to you. Here we go. Look, I appreciate the call. we don't have any budget right now. Yeah, that must suck trying to make everything work with our budget. If we set budget aside for a second, just could you give me an example of how this problem is affecting your world right now? I mean, look, I always want my reps getting better on the phones. And, you know, if that's something you help with, I, you know, we want to book more meetings, but, you know, we're kind of making do on our own.

26:09And so I just, I don't think we have any money to spend. Sorry, I'm a little confused. You said a couple of things there. You said that you want your reps to book more meetings, but also that you don't have any money to spend them. So what's the actual problem? I mean, we want our reps to get better. We haven't watched YouTube videos. I mean, it sounds like you do some training and stuff, but we send them YouTube. We send them podcasts. You know, some of them read books. They've got those things. You know, they ask AI to make their scripts. So I think our, you know, we're getting better at it.

26:40I'm leading some, you know, lunch and learns with our reps on a quarterly basis about cold calling. So I think we got to handle it. Okay. So it sounds like you're doing the best you can. And it sounds like you've got quite a lot of educational resources. So how come is the meeting output not the place where you'd like it to be? I mean, it's not like we're missing the goal that much. Not that much? What do you mean? You know, I'm not sure if I'm comfortable sharing internal company information with somebody that I just met. I don't even really know you. That's more than fair. That's actually why I cold called you, right?

27:13To get to know you better. But look, can I ask you a bit of a direct question? Go ahead. So let's say that gap is 20%, which would be a very reasonable gap, but you might want to try and fill that. So let's say we could show you how to fill that gap and we'll show you how we've done so with other companies. Would that be worth a conversation to figure out whether we can get some of the money to approve this? For the sake of time, I'll say yes.

27:37Armand Farrokh: Both of us actually, if you notice, basically stopped talking about budget at all because you can only barrel through a no budget objection if it's I want to do something but can't because of budget. This actually wasn't a no budget objection. This is a I don't really see the value. So, Julio and I both spent like a solid minute or two just trying to see if there was anything that they wanted to do but couldn't because of budget. And I don't know if either of us got very much out of it. So, then there's a point you just got to take your shot. Yes. Yeah, exactly. A lot of times no budget is a SWOT.

28:09Look, if you can find a way, if they need to spend a million dollars, but they're going to make$10 million back, that's a great investment. You will go find the million dollars. Someone on a cold call saying, I don't have any budget, is really saying, I'm not interested, just in different form. So, guys, we are at our time. I really restrained both of you from having to explain any of the why behind what you were doing, because I wanted to get as many talk tracks as possible. But for folks that want to stick around, Armand, I'm going to give you a moment to share some of your strategy, your methodology, your thinking behind what is informing a lot of your responses.

28:48And then, Julio, I will give you a minute or so to do the same.

28:50Armand Farrokh: Yeah. So if you were only to practice two things when you were handling an objection, it would be to agree with the objection and ideally get the person to laugh a little bit, kind of like Julio's doing with his ridiculous responses. and then ask one question to get them talking a little bit. The moment you get them talking, it stops feeling like a pitch fest and it starts feeling a little bit more like a conversation. And the longer you can stay in the conversation, the more the person psychologically starts to realize, oh, this was a person, a fly that I was just trying to swat versus now I've had three or four back and forth with this person.

29:26Armand Farrokh: Okay, I'm less likely to be like a complete asshole to this person. And so the more ridiculous the objection, Like if someone's like, is this a cold call? You have to come in with a more ridiculous agreement statement. Like, yes, and it's going absolutely horribly. You should put me to shame in the closet. Something like that to just dispel the tension and turn their brain on. And then from there, you want to ask them a question to buy yourself 30 or 60 more seconds so that you can have an actual conversation from there. I think that the main logic, it's very similar to what Amand is saying. You want to disarm the aggression right away or the pushback with something that's going to get them, okay, this is a human being.

30:09And then from then, my tactic is I want to speak as little as possible and ask them questions to get them thinking. More specifically, I call this inescapable questions. So whenever I ask you, like, hey, if I can show you how we can bridge that 20 % and we dance for other companies, it's going to be hard for them to go like, ah, no, fuck, I don't want to hear that. Or if I can, when I went like, hey, like, well, what about the fact that I kept you on the phone? There's nothing you can say at that point. You're like, shit, this guy has proven the point. So each service, each offer will have these questions that tie back to the problem, tie back to the offer.

30:46They can get the prospect to go like, oh, damn. And once you figure that out, you have one ready for each objection and then it becomes pretty straightforward. There were three big themes that I saw in both of your responses that I want to call out so folks can reverse engineer their own approach. Thing number one is neither of you sped up when I started to put pressure on you. You actually both, I could feel it. When I gave you the objection, you both took a pause before you responded. And I think a lot of cold callers, they feel like they need to have really snappy, quick responses. And even though you both are thinking on your feet, keyword here is you are thinking.

31:28And when you take that second, no one's going to hang up in that one second that you take to think through an intelligible response. But it allowed you both to have so much more command over what you were saying. So that was one thing that I noticed from both of you. The other thing that I noticed was you both frequently asked for permission. Do you mind if I, is it okay if I ask you a very direct question? Could I give you the world's strangest compliment? The way that you guys asked for permission, though, it wasn't like meek. Was it like, sir, could I please have 30 seconds? You asked from a place of like quiet or cheeky confidence.

32:07Armand, you were a bit more quiet in your confidence in asking permission. Julio, you were a bit more cheeky. But both of you frequently routed to permission to keep them on the call and get them listening to what was going to come next. And then the last thing was you both frequently broke the fourth wall of the cold call. Armand, the compliment line that you had. Julio, the when you call back, it's like, did you really throw your phone out the window? Is this going to ruin your day if I told you this was a cold call? You didn't hide from the fact that it was a cold call and that this was a weird interaction to be having.

32:40And all of those things made the cold call feel different from all of the other telemarketer crap that our prospects are getting bombarded with. And if I leave us with one more thing, Armand, you made the point of like, part of why you're trying to get that back and forth dialogue is you're trying to show that you are an actual human being on the other end of the phone, not some generic telemarketer. And I think when you guys do those things, the pause, the cheeky permission, the breaking for the fourth wall, it shows, look, I'm just a person trying to connect with you. And it might not work every time, but I think it gives you a much higher likelihood of winning the call.

33:15Jens, thank you for taking us through all of these lovely objections. Now, folks, if you like this one, please don't object. In this episode's show notes, one, we have a guide to the 18 most common cold call objections and literal scripts that you can use for every single one. Go check that out. Please subscribe to the 30MPC channel, and we will see you next week on the show.