Ever wondered what makes great go-to-market leaders grow, even when the going gets tough? We have, too. And we’re on a mission to uncover the magic that makes that growth happen. This is Go-to-Market Magic, the show where we talk to go-to-market leaders and visionaries about the “aha!” moments they experience and the pivotal decisions they’ve made, all in the name of growth. And we’re not just talking about revenue growth that goes up and to the right — we’ll also discuss how they improve th ...
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Content provided by Mike Simmons. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Mike Simmons or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
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Handling Objections - 207
Manage episode 267139021 series 1272423
Content provided by Mike Simmons. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Mike Simmons or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
Handling Objections
In this episode, Mike and Jody discuss a listener tip regarding objection handling. We bounce around a bit on this one, but ultimately bring it home with some practical thoughts on objection handling.
TLDR - ask questions, gain context, don't react.
Questions Answered:
- Do objection handling documents work?
- Can you build out questions on an objection handling sheet?
Key Takeaways:
- Objection handling documents can work if you are not just reading off of a script.
- These documents can help with alignment within an organization.
- When dealing with a pricing objection, ask “from what perspective?”
- Don’t interrogate customers, but work to gather a bit more information.
- If you guess, you only have one chance of guessing right.
- Rather than answer the objection immediately, take a pause and ask one question.
- Account plans are a useful tool - You can listen to our account planning podcast here
Show Links:
Submit Listener Questions To:
- podcast@catalystsale.com
- DM us on Twitter
Work With Catalyst Sale:
- Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com
- Invest in a Catalyst Sale course - self directed. Find our courses here
- Hire us as a consultant/advisor within your team or organization
Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.
This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.
370 episodes
Share
Manage episode 267139021 series 1272423
Content provided by Mike Simmons. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Mike Simmons or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
Handling Objections
In this episode, Mike and Jody discuss a listener tip regarding objection handling. We bounce around a bit on this one, but ultimately bring it home with some practical thoughts on objection handling.
TLDR - ask questions, gain context, don't react.
Questions Answered:
- Do objection handling documents work?
- Can you build out questions on an objection handling sheet?
Key Takeaways:
- Objection handling documents can work if you are not just reading off of a script.
- These documents can help with alignment within an organization.
- When dealing with a pricing objection, ask “from what perspective?”
- Don’t interrogate customers, but work to gather a bit more information.
- If you guess, you only have one chance of guessing right.
- Rather than answer the objection immediately, take a pause and ask one question.
- Account plans are a useful tool - You can listen to our account planning podcast here
Show Links:
Submit Listener Questions To:
- podcast@catalystsale.com
- DM us on Twitter
Work With Catalyst Sale:
- Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com
- Invest in a Catalyst Sale course - self directed. Find our courses here
- Hire us as a consultant/advisor within your team or organization
Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.
This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.
370 episodes
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Similar to Catalyst Sale Podcast
Ever wondered what makes great go-to-market leaders grow, even when the going gets tough? We have, too. And we’re on a mission to uncover the magic that makes that growth happen. This is Go-to-Market Magic, the show where we talk to go-to-market leaders and visionaries about the “aha!” moments they experience and the pivotal decisions they’ve made, all in the name of growth. And we’re not just talking about revenue growth that goes up and to the right — we’ll also discuss how they improve th ...
…
continue reading
The Partnership Economy explores the power of partnerships through candid conversations and stories with industry leaders. Our hosts, David A. Yovanno, CEO and Todd Crawford, Co-founder, of impact.com, unpack the future of partnerships as a lever for scale and an opportunity to put the consumer first.
…
continue reading
Custom Manufacturing Industry podcast is an entrepreneurship and motivational podcast on all platforms, hosted by Aaron Clippinger. Being CEO of multiple companies including the signage industry and the software industry, Aaron has over 20 years of consulting and business management. His software has grown internationally and with over a billion dollars annually going through the software. Using his Accounting degree, Aaron will be talking about his organizational ways to get things done. Hi ...
…
continue reading
Welcome to the What’s Next! Podcast. I’ve met so many brilliant people as I traveled the globe and have had some fascinating conversations that I’ve wished had been recorded so I could share them with you - this podcast was a way for me to recreate those moments and let you in on some fantastic insights. My current conversations center around one objective: what's next for companies and individuals as they look to innovate and grow. I hope these conversations inspire you as much as they have ...
…
continue reading
A unicorn is a magical creature shrouded in mystery known for its ability to make the impossible possible. In modern times, the word “unicorn” has come to mean something intrinsically valuable and difficult to obtain, whether that be a business with a $1 billion dollar valuation, or the love of a special someone. On Zero to Unicorn, we’ll hear directly from the Kaeding family as they recount their history of founding and operating Norhart, a unicorn-level business in the construction industr ...
…
continue reading
We interview hard to reach entrepreneurs. (Mark Cuban, Tim Ferriss, Sophia Amoruso, Tony Robbins, Barbara Corcoran, Gary Vaynerchuk, & many more). Unlike most podcast interview series Nathan Chan literally started from knowing nothing. He was just an average guy working in a 9-5 job he utterly hated. He knew nothing about entrepreneurship, nothing about startups, nothing about marketing, and nothing about online or how to build a business. So from launching Foundr Magazine he's gone out and ...
…
continue reading
Discover the secrets to success and a fulfilling life with The Knowledge Project Podcast. Join Shane Parrish as he sits down with the world's top performers to uncover their hard-earned insights and actionable strategies. Through candid conversations and insightful questions, guests share the practical strategies and mindsets that have fueled their success. Listeners gain new perspectives and actionable insights they can use in daily life. Tune in to accelerate your personal growth and achie ...
…
continue reading
Kipp Bodnar (HubSpot’s CMO) and Kieran Flanagan (Zapier’s CMO), lead you down the rabbit hole of marketing trends, growth tactics and innovation. On the way you’ll pick up undiscovered strategies to give you that slight edge for success. These are not your typical twitter thread regurgitated marketing tactics that everyone is doing. These are new methods, with unfiltered examination of successful fresh ideas.
…
continue reading
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…
continue reading
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continue reading
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