Agree Hard
When a prospect says "not interested," this is the first move — and you should do it "really hard" to wake them up.
Answer: Agree with them
This type of question — giving 2 or 3 options — is used throughout the method to find the real objection.
Answer: multiple-choice question
The test drive handle removes the pressure of this, replacing it with a low-stakes look at the product.
Answer: the purchase / buying
This is the cardinal rule when a prospect mentions a competitor by name — never do this.
Answer: badmouth them
When asked "where'd you get my number," you name the database and even offer to send them this.
Answer: a screenshot of their entry
After "call me in 6 months," you say: "Totally makes sense. I guess if you were ready now, you would've ___.
Answer: reached out to us
When told "send me some information," you use this to figure out if they're genuinely interested or brushing you off.
Answer: "was there a specific question you had in mind or just a general overview?
When told "we need to hire a CMO first," the test drive frames a demo as a way to do this for the new boss.
Answer: look good / show options to the new boss
A question designed to expose a gap in the competitor's product that the prospect is unknowingly missing.
Answer: trap question
The "I'm in a meeting" objection is called the most BS of them all because nobody does this during a real meeting.
Answer: answers their phone
When a prospect says "Is this a cold call!?" you respond: "Yes, and it's going ___.
Answer: so, so badly
When a prospect says no budget, you use multiple-choice to find out if it's a timing issue or this type of issue.
Answer: value issue
For the "no bandwidth" objection, you reference these kinds of customers who benefit most from your product.
Answer: lean teams
In the "competitor known" handle, you say "honestly, it rarely makes sense to ___" before running the trap question.
Answer: switch
For the "hang up" objection, you note three things: the call date, the call time, and this.
Answer: the exact words they said
When a prospect says "I thought you were someone else," the recommended approach is to lean into it and do this.
Answer: crack a joke / use humor
When a prospect says "we're using a vendor" but won't say who, you name your top 3 competitors to get them to reveal this.
Answer: which competitor they're using)
This phrase, used as a mini push-away before the test drive ask, sounds like backing off but keeps the door open.
Answer: "you're probably not gonna buy this now")
After running the trap question on the "too expensive" objection, you say you can "skinny this down or beef it up" to hint at this.
Answer: pricing flexibility
When a prospect says "I'm in a meeting," you give two options — calendar hold or this.
Answer: briefly tell them why you called now
After a prospect hangs up, instead of calling back immediately, you wait this long before trying again.
Answer: one week
Before asking a brutally honest question, you ask for this first.
Answer: permission
For "stuck in a contract," the test drive is framed around this future event rather than switching now.
Answer: when their contract is up
When handling "it's not made for us," rather than making the case yourself, you offer to connect them with these people.
Answer: other customers / references)
For the pre-pitch "I'm in a meeting" objection, the absurd suggestion is to have the prospect do this to the group
Answer: put you on speakerphone to publicly apologize)