How Mike Gallardo handles objections

Mike outlines his strategy for handling cold call objections. He emphasizes leading with empathy and using a low-friction question to maintain the conversation.

1. Acknowledge with "I hear what you're saying"

Start by acknowledging the objection to show empathy.

2. Ask a low-friction question

Follow up with a question that keeps the dialogue open.

Examples of handling objections

Objection: "Send me an email"

Response: "I hear what you're saying. Usually, we help [persona] by [business outcome 1] and [business outcome 2]. Are either of those a priority for you?"

Objection: "We’re already using [competitor]"

Response: "I hear what you're saying. They're a great company and I've heard good things. How about this... would you like to hear how we helped [company] achieve [business outcome] after switching? That way you know what's out there in case you're ready someday."

Objection: "We don’t have budget"

Response: "I hear what you're saying. These are definitely challenging times. How about I quickly share how we can help, that way you know what's out there once you're ready?"

Objection: "I’m not the right person"

Response: "I hear what you're saying. Usually [persona] are interested for [business outcome 1] or [business outcome 2]. Have an idea of who the right person would be for this?"

Objection: "It's not the right time"

Response: "I hear what you're saying. It's definitely a busy time of the year. Would you be open to hearing how we helped [customer] achieve [business outcome]? That way, you'll have a clear understanding of what's available when the time is right for you."

Objection: "I’m not the decision maker"

Response: "I hear what you're saying. Usually, a handful of people are involved in a decision like this. Would [business outcome 1] or [business outcome 2] help you or your team?"

Seeking clarity

Belal offers a straightforward approach to handling objections in sales, especially when prospects are satisfied with their current provider.

He emphasizes being direct to gain clarity:

Be blunt and direct

When prospects say they're happy with their current provider, ask if they're "happy like married or it's getting the job done good enough?"

Congratulate and inquire

If they are truly satisfied, congratulate them and ask what makes their solution so good for your own learning.

Explore further if they're not committed

If they aren't fully committed, ask:

• "Are you opposed to looking at other options towards renewal time?"

• "Is good enough the bar because your time is spread thin?"

• "Good usually comes with some bad too. What's good and bad about it in your view?"

Tyler Gruca's objection handling tips

Tyler shares his approach to handling objections during cold calls.

1. Use "I'd imagine"

Start with a statement like "I'd imagine" to show understanding.

2. Ask to make a suggestion

Politely ask, "Can I make a suggestion?" to engage the listener.

3. Push forward politely

Continue the conversation with a respectful suggestion.

Common objections and responses

Objection: "I'm not interested"

Response: "I'd imagine you already have a process. Can I make a suggestion... what if we give you a preview of how we can help with XYZ and you tell us if it's even worth following up in the future?"

Objection: "We don't have budget"

Response: "I'd imagine you're like many of the VPs I talk to and won't be bringing on new tools 'til 2025 (chuckle). Can I make a suggestion... what if I give you a quick preview so you know if this should be on your radar for next year?"

Objection: "Is this a cold call?"

Response: "I'd imagine you weren't expecting my call. Can I make a suggestion... what if I take 30 seconds to explain why I'm calling and you can tell me if it's even worth continuing to follow-up?"