S3 Ep4: Scalable Tips in Objection Handling with Eddie Cortez

On this episode of The Call Guys Podcast, we feature Eddie Cortez, the Sales Development Manager at Limble CMMS. We hit the phones and Eddie demonstrates pro moves in turning objections into compliments. 

He also shows how to lean into a conversation until the very end and uses a simple and scalable 1 to 10 question on how satisfied the prospect is with their current solution to remain top of mind when the business challenge arises. 

HIGHLIGHT QUOTES

Ask 1 to 10 questions on how happy the prospect is with their solution

Eddie: "I have a couple of variations like another one could be 'hey, like, would you say there's room for improvement with your system or is it exceeding your expectations? Most people aren't going to say it's exceeding their expectations, or they're going to say, 'oh, there's always room for improvement.' So a simple 1 to 10 question is typically going to be a bit more scalable for SDRs because it's a real easy question."

Handling calls that don't have a business challenge you can solve

Kevin: "We know we're going to talk to people who that we can't help 3 out of 10 times, what you did there was absolutely textbook to say, look, I don't even recommend we take any next steps right now. You got a 10 out of 10 system, I'm not in the business of making 11s, I'm in the business of turning 6s into 9s, I'm in the business of turning 4s into 10s. So without a business challenge, they're not going to have any need to change."

Get in touch with Eddie:

LinkedIn | TikTok

Connect with The Call Guys:

Kevin Hopp | Ronen Pessar

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