"Send me an Email” - Cold Call Objections and How To Overcome Them

Summary

This video script offers sales professionals three strategic responses to the common 'send me an email' objection during cold calls. It emphasizes the importance of not conceding the call and instead using the objection to set a meeting. The speaker shares insights into buyer psychology, explaining why prospects might issue such requests and the importance of empathy. Additionally, the script recommends the book 'The Almanack of Naval Ravikant' for further reading, highlighting the sections on wealth and judgment.

Takeaways

• 📞 The 'send me an email' objection is the most crucial to handle during cold calls because it often leads to the end of the conversation without a meeting set.
• 🔍 The speaker has made 70,000 cold calls and found three effective responses to overcome the email objection and secure meetings.
• 💡 The first response involves agreeing to send an email, confirming the prospect's email address, and asking what specifically caught their interest to tailor the email accordingly.
• 🤔 The second response acknowledges the prospect's request but expresses a desire not to waste time on an email that won't be read, suggesting an introductory meeting after the email is reviewed.
• 📅 The third response offers to send a tentative meeting invite with the understanding that the prospect can decline if the email doesn't convince them of the meeting's value.
• 🧐 Understanding buyer psychology is key; often, asking for an email is a polite way to end the conversation without directly rejecting the salesperson.
• 🤝 Empathy is crucial; salespeople should consider the prospect's situation and pressures, which might make them hesitant to commit to a meeting on the spot.
• 📈 The video suggests that most objections can be turned to an advantage by doubling down on the value proposition and using the objection as a stepping stone to a meeting.
• 📚 The speaker recommends the book 'The Almanack of Naval Ravikant' for further insights, particularly on topics of wealth and judgment.
• 👍 The video encourages viewers to like and share the content if they find it valuable, and to comment on books they are currently reading for community engagement.
• 🔄 The script emphasizes the importance of persistence and continuous improvement in sales techniques to increase the chances of successful meetings.

Q & A

What is the most common objection salespeople face during cold calls?

The most common objection salespeople face during cold calls is the request to 'send me an email' from the prospect.

Why is the 'send me an email' objection considered important to handle properly?

The 'send me an email' objection is important to handle properly because it often leads to the end of the phone conversation without setting up a meeting, which can waste the salesperson's time and effort.

What is the significance of confirming the prospect's email address during the call?

Confirming the prospect's email address ensures that the salesperson is sending the follow-up email to the correct address, reducing the chance of the email being overlooked or ignored.

What is the first word-for-word response suggested to handle the 'send me an email' objection?

The first suggested response is to agree to send an email, confirm the prospect's email address, and then ask what specifically caught their interest to tailor the email accordingly.

How does the second response differ from the first in handling the 'send me an email' objection?

The second response also agrees to send an email and confirms the email address, but it goes further by expressing concern about not wasting time and proposes an introductory meeting after the prospect reviews the email.

What is the third response's approach to turning the 'send me an email' objection into a meeting opportunity?

The third response involves agreeing to send the email and then immediately sending a tentative calendar invite for a meeting, allowing the prospect to decline if the email doesn't interest them.

What is the psychological reason behind prospects using the 'send me an email' objection?

The psychological reason is that prospects often use the 'send me an email' objection as a polite brush-off to avoid direct confrontation or discomfort of saying no over the phone.

What advice is given for salespeople regarding the prospect's perspective when they ask to 'send me an email'?

Salespeople are advised to show empathy and consider the prospect's situation, understanding that they may have many other priorities and may not be ready to commit to a meeting at that moment.

What book is the speaker currently reading and recommending in the script?

The speaker is currently reading and recommending 'The Almanack of Naval Ravikant'.

What is the main takeaway regarding the prospect's objection to 'send me an email'?

The main takeaway is to approach the objection with empathy, understanding that the prospect may not be disinterested but rather not interested at the moment, and to use the objection as an opportunity to potentially set up a meeting.