Cold Calling and Objections with Leslie Venetz

In this curated episode of the Revenue Builders Podcast, John
McMahon and John Kaplan engage in a dynamic conversation with
Leslie Venetz, an expert in outbound sales strategies. Leslie
delves into the art of cold calling and objection handling,
drawing from her extensive experience. She shares invaluable
insights into common objections, the psychology behind them, and
practical strategies for navigating them effectively. Discover
how curiosity, conversation, and conclusion form the pillars of
successful cold calls, and learn actionable techniques to empower
your sales team.


KEY TAKEAWAYS


[00:00:30]Common Objections: Leslie identifies 13 common
objections encountered in sales cycles, emphasizing that
objections are inevitable and must be anticipated. 
[00:03:09] Rooted in Fear: Many objections stem from a lack of
trust and fear of making the wrong decision, especially in
uncertain economic climates.
[00:04:48] The 3 C's Framework: Leslie introduces the 3 C's
approach—Curiosity, Conversation, and Conclusion—as a paradigm
shift from simply overcoming objections to fostering genuine
dialogue and understanding with prospects.
[00:06:38] Curiosity is Key: Rather than immediately trying to
counter objections, sales professionals should prioritize
curiosity and seek to understand the underlying reasons behind
objections.
[00:07:54] Personal Detachment: Separating oneself from the
product or solution helps salespeople handle objections
objectively and maintain genuine curiosity about the prospect's
perspective.


HIGHLIGHT QUOTES


[00:02:23] "If you're getting on a cold call with somebody,
you're going to hear at least one objection. Full stop."
[00:06:15] "The number one most important thing that you can do
when you hear an objection is just try to keep the conversation
going."
[00:07:07] "Some of the best salespeople...are so curious as to
why the customer has that opinion...they start to ask why and
they don't understand, and it's very genuine because they really
don't understand and they really are curious."


Listen to the full episode with Leslie Venetz
through this link: 
https://revenue-builders.simplecast.com/episodes/the-art-of-cold-calling-with-leslie-venetz/


Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4


Check out Force Management’s Ascender platform
here: 
https://my.ascender.co/Ascender/