The BEST Cold Call EMAIL Objection Handling Training on the Internet

0:00Zac Thompson:Mr Thompson, I want you to handle me like you handle your French. No, that's not the phrase, is it? Handle me like you handle a French baguette. Yes, yes.

0:13Jack Frimston:Okay, so you want me to take you home, put you in my bath, cover you in shower gel, light a candle, and invite a stray pack of cats.

0:29Zac Thompson:really good what's your favorite shower gel and why is it the tingly green one i think you know why all right anyway what are we talking about so today's going to be really quick going to be really punchy just gonna get straight into it i get a lot of messages and when i say i get a lot of messages i mean i'm using that as a hook to invite the viewer to give me status no i do get this message quite a lot it's how do you handle the email objection okay so we're going to give a couple of ways very short episode very bite-sized very easy i'm just going to teach you how to handle an email objection all right i'll give you the one that is the the number one the

1:09Jack Frimston:best one right so scenario is you're into the chat yeah you've got past the problems you're talking away for whatever reason you might have pushed a bit too hard but you've got this yeah i don't really want to have the meeting i don't really want to continue the conversation just Just send me an email. Yeah?

1:25Zac Thompson:Mm-hmm.

1:27Jack Frimston:So first step with all objections is acceptance.

1:30Zac Thompson:Yeah. Yeah?

1:31Jack Frimston:So that's going to sound like, yeah, of course, I'll fire you something over. And then I always recommend just to buy yourself even more time, even more space to say, what's the best email to capture? And I've got your number here, but for some reason, I don't have your email. So I'm getting even more space. There's a bit of acceptance built there. and then the technique here looping allows me to loop all the way back to the problem so just so um i'm not firing you over a load of generic info no one wants that out of problem a b or c which one are we focusing on the illusion of choice where people go wrong with this technique is they go what do you want to see in that email what's the response going

2:12Zac Thompson:to be to that jack i was gonna i was gonna say that that's the bit where people go wrong people go, oh, just whatever. Just send me some generic information. Send me some generic info, blah, blah,

2:20Jack Frimston:blah. No one's ever read that. So when I give them the illusion of choice, which is out of these three problems, when they pick one, I can then move back into qualifying. Give me an example, et cetera, et cetera. So that's looping. And it works really, really well because what we find is often once you're kind of two, three questions removed from that email objection, you kind of move on from anyway and bypass it completely so that's looping um let's quickly role play it jack

2:48Zac Thompson:all right yeah yeah uh do you want to just send me an email on that one mate mate yeah of course

2:55Jack Frimston:i can what's the best email to catch you on uh it's probably jack at jammy dodger.com jack at jammy dodger.com and and jack just so i'm not sending you over war and peace out of not enough meetings in the diary not meeting the right types of people or looking to break into a new area or sector where would you put yourselves uh a bit of the first two okay that's not i wasn't expecting you to say that you couldn't give me an example of where

3:23Zac Thompson:the first two come up could you um well deep thought wow you know you know what you did there brilliantly and i think a lot of people take the move sometimes and play the the you can you can hit all the right notes the song might not sound as beautiful but it's the actor oh oh wait a minute it's like a you've just invited me to sit down oh i'm so curious now go on give me tell me a bit more on that then before you know it the chimp is down you're having a conversation with the human and it feels like there's a bit more to it exactly exactly um other ways of handling

4:01Jack Frimston:email objections. I'll give you some rapid fire ones. Please. I'll actually give you a story here of where I booked a meeting. So a guy said to me once, look, I won't sit down with you until I've sent an email. And I said, oh, we've got this funny policy where we don't send out emails until we've actually met with someone. Otherwise, we'd be sending emails all day. Or I can do next Tuesday.

4:24Zac Thompson:Wow. I like that.

4:26Jack Frimston:Just from pushing around. Now, that was only when the conversation was quite well qualified. It was just one of those more analytical personality types are going to push back on i need to see something and write in first the the prospecting works really well when you both consider each other yeah and then the other one which actually i don't think comes up that much but i for some reason i see people do this all over the place is that one i can't remember the last time i heard anyone do this um that one of like have you ever had an email that wasn't as good as a phone call or whatever and i mean i I never heard people actually use it in our team because I think it's probably a sign of another problem.

5:02Zac Thompson:Yeah, yeah, yeah.

5:03Jack Frimston:What are your thoughts on the early email objections?

5:06Zac Thompson:Well, I think always, if you've got a tool, there's a reason that we did it first, looping. But I think out of the three that I mentioned, what one stood out to you the most? And people say, well, I don't really care. Just send me an email. I think that's where you can double down and you can be like, okay, can I be really honest with you? Typically, when I'm this far into the conversation and no one's acknowledged one of the things I mentioned and they asked for an email, it's a very polite way of saying they're not interested. Is that the case here? I'm a salesperson. I won't be offended if you're trying to reject me.

5:39Zac Thompson:Okay. And then what do I do next? I'll come back to you. Okay. And if I go away and I use all my best GCSE English, that's one of yours favorites, what are the chances that I'll ever hear back from you? Well, if it's of interest, I think a lot of people go really, really wrong with the email objection. Because they're just like, okay, cool. Now I've got this email that I'm going to send. I'm just going to leave it. I'm just going to leave it and see what happens.

6:02Jack Frimston:It's like no next steps.

6:04Zac Thompson:You're the salesperson. It is your job to drive the control. Okay, well, I guess I'm a salesperson. I'm a sucker for a next step. What would be fair for me to do next? Well, send me that email and then give me a call. Okay, brilliant. And you can put a placeholder in. I think your job is to work out if they are genuinely interested or if they're not. Leaving the call with a no is fine. But taking an email that's a maybe, but there's not genuine interest. You start to pick up on it anyway, but I think there's so much. I mean, we don't charge for these episodes. It's all free, but I definitely think we can charge at least£4 for that one.

6:40Jack Frimston:Yeah, definitely. So the task this week, if we get 10 comments that all say, these guys are absolutely incredible, we will give each of the 10 people who comment 500 pounds all right you gave the last guy grand yeah but i've got to split it amongst all right okay so actually it's more money isn't it

7:06Zac Thompson:yeah man you're bankrolling your way through life aren't you i'm bankrupt as well see you later guys