Salespeople tend to assume that any question a customer asks has the potential to be an objection. But it may simply be a request for clarification or a concern. That being said, Bob Apollo believes that there are four significant categories of objections. The customer doesn’t need what you’re trying to promote They might need what you’re trying to promote but there’s no urgency to move quickly They’d like to move forward but they can’t afford the cost They haven’t built a relationship of trust with you and aren’t sure they’ll get the outcome they’re looking for Some level of questions and concerns are natural. If they don’t challenge you, you have to wonder how seriously they’re evaluating it. When objections do arise, how do you handle them? Bob shares his strategy in this episode of Sales Reinvented. Outline of This Episode [0:46] The most common types of objections [2:36] The biggest mistakes people make with objection handling [3:36] Bob’s strategy for responding to objections [5:15] The role of empathy in handling objections [7:06] How to handle objections with confidence [10:22] Bob’s top 3 objection handling dos and don’ts [12:21] Turning a challenging objection into a successful sale Connect with Bob Apollo Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
In this episode of Sales Reinvented, Brian Ahearn breaks down how to effectively handle objections, with price being the most common. He explains that salespeople must guide comparisons to demonstrate value, making price less of a hurdle. Preparation is key—knowing objections in advance and addressing them early builds trust and credibility. Brian shares his “Feel, Felt, Found” technique to handle objections empathetically, using social proof and cognitive triggers to ease resistance. Finally, he recommends a “speed dating” style of role-playing objections to build confidence and sharpen skills through repetition. Outline of This Episode [0:46] The most common types of objections [2:35] The biggest mistake (and how to avoid it) [4:10] How Brian responds to objections [5:43] The role of empathy in objection-handling [8:54] How to handle objections with confidence [11:54] Top 3 objection-handling dos and don’ts [13:05] Turning an objection into a successful sale Resources & People Mentioned Brian’s TEDx talk about his wife Connect with Brian Ahearn Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
We’ve all heard the usual objections—“The price is too high” or “You’re not a good fit for us.” But what about the objections no one talks about? Many deals fall through because prospects perceive real or imagined risk. Others are paralyzed by decision fatigue, overwhelmed by the options in front of them. In this episode of Sales Reinvented, you’ll learn how to uncover these hidden barriers, shift objections into conversations, and build trust that leads to yes. Dive into the key insights below, then listen to the full episode to sharpen your sales game! Outline of This Episode [1:12] The most common types of objections [3:05] How to overcome prospect overwhelm [4:22] The biggest mistakes people make [7:45] How Lisa responds to objections [9:04] The role of empathy in objection-handling [11:09] How to handle objections with confidence [14:10] Top 3 objection-handling dos and don’ts [17:00] Turning an objection into a successful sale Resources & People Mentioned B2B Sales Strategy: Avoid Prospect Stalls and Stops Connect with Lisa Magnuson Follow on X Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
Because so many competitors are hiding behind digital tools, far fewer are calling prospects. That’s why cold-calling is amazingly relevant. But you have to practice your craft. Wendy Weiss has been training salespeople for 24 years. When most people learn a simple scripted system, know it inside and out, and practice it consistently, picking up the phone is easy. She shares why she believes scripting is so important in this episode of Sales Reinvented. Outline of This Episode [1:01] What is cold-calling? Is it still relevant? [2:42] Is cold-calling an art and a science? [3:32] How Wendy prepares for cold-calling [5:59] Wendy’s effective opening lines and techniques [7:01] To script or not to script? [8:46] Tools, technology, and metrics Wendy uses [11:58] Wendy’s top cold-calling dos and don’ts [15:01] How Wendy handles objections and rejections Resources & People Mentioned Contact Science Get Wendy’s FREE Sales Prospecting Toolkit Connect with Wendy Weiss Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
Cold-calling is the art of creating a new possibility. When someone makes a cold call, they’re often focused on “I have to get this meeting. I can’t blow this. I need this deal.” They’re so focused on themselves and their own agenda that they can’t create possibilities. You have to understand the prospect's greatest pain and how you can align their pain with the value that you can deliver. The only way any salesperson can do that is by discovering where the prospect is today and where they want to be tomorrow. Keith Rosen shares how to do that in this episode of Sales Reinvented. Outline of This Episode [1:00] What is cold-calling? Is it still relevant? [5:00] Is there a science to cold-calling? [16:24] Keith’s top cold-calling dos and don’ts Connect with Keith Rosen Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
When you’re calling someone out of the blue, you have to gain their attention. To do so, you need to be direct, honest, and strong. But whatever you do, you have to meet the prospect as who they are. You need to know their personality to know the best way to pique their interest. Jordan covers the rules he follows to conquer cold calls and book meetings in this episode of Sales Reinvented. Outline of This Episode [0:45] What is cold-calling? Is it still relevant? [1:34] Is cold-calling an art and a science? [2:09] Pattern interruptions [3:04] How Jordon prepares for cold-calling [4:21] Jordon’s effective opening lines and techniques [5:22] To script or not to script? [6:19] Tools, technology, and metrics Jordon uses [7:48] Jordon’s top cold-calling dos and don’ts [10:16] How Jordon handles objections and rejections Connect with Jordon Rowse Orum Koncert Kixie HubSpot Salesforce Crystal Knows Humantic.ai Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
The Art of Cold-Calling with Chris Cicconi, Ep #423 Early in his career, Chris Cicconi believed cold-calling was a science. He came prepared with a script, knew everything about who he was talking to, and knew when to execute. But as his career has evolved, the process has become more of an art. Now he gathers a general idea of his persona, where they work, and what their industry is like but he doesn’t rely on the structure like he did in the past. He shares how his process helps him book more meetings in this episode of Sales Reinvented. Outline of This Episode [0:46] What is cold-calling? Is it still relevant? [2:08] Is cold-calling an art and a science? [3:23] How Chris prepares for cold-calling [5:05] Chris’s effective opening lines and techniques [7:11] How to keep a cold call engaging [9:06] Indispensable tools, technology, and metrics [10:26] Chris’s top cold-calling dos and don’ts [15:57] How Chris handles objections and rejections Resources & People Mentioned Trellus Power Dialer Connect with Chris Cicconi Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
There’s still nothing like picking up the phone and having a person-to-person conversation. But the key to a great conversation is being positive, passionate, and prepared. You have to gather data-driven insights and use them to refine your approach. You have to believe in and be passionate about your product or solution. You must be positive. Stuart shares how to combine the three keys to book more meetings in this episode of Sales Reinvented. Outline of This Episode [0:42] What is cold-calling? Is it still relevant? [1:42] Is cold-calling an art and a science? [2:51] You must be positive, passionate, and prepared [4:05] Stuart’s effective opening lines and techniques [5:41] How to keep a cold call engaging [7:07] Indispensable tools, technology, and metrics [9:03] Stuart’s top cold-calling dos and don’ts [11:38] How Stuart handles objections and rejections Resources & People Mentioned ChatGPT LinkedIn Sales Navigator Crystal Knows Connect with Stuart Foster Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
Cold-calling is valuable because it’s the fastest and most efficient way to connect with a prospective client—and it’s becoming one of the least common prospecting channels. Too many people are intimidated by phone calls and avoid it entirely. If you’re one of the few salespeople still willing to pick up the phone, you have an advantage. Learn how to leverage that advantage in this episode of Sales Reinvented. Outline of This Episode [1:07] What is cold-calling? Is it still relevant? [2:53] Is cold-calling an art and a science? [3:48] Block cold-calling time in your calendar [5:23] Jamie’s effective opening lines and techniques [7:42] How to keep a cold call engaging [9:34] Tools, technology, and metrics [12:26] Jamie’s top cold-calling dos and don’ts [16:16] How Jamie handles objections and rejections Resources & People Mentioned ChatGPT Cognism Connect with Jamie Wood jamie(at)boostmedia.com.au Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
Cold-calling is an opportunity to plant seeds that you can nurture. It allows you to build meaningful new business relationships. Simone Laraway believes that as long as it’s part of a wider campaign, it’s still incredibly relevant. But how do you approach cold-calling? What makes it more effective? Simone shares her strategies in this episode of Sales Reinvented. Outline of This Episode [0:52] What is cold-calling? Is it still relevant? [1:46] Is cold-calling an art and a science? [2:55] How Simone prepares for cold-calling [5:16] Simone’s opening lines and techniques [6:14] How to keep a cold call engaging [7:42] Tools, technology, and metrics [10:22] Simone’s top cold-calling dos and don’ts [12:58] How Simone handles objections and rejections Resources & People Mentioned LinkedIn Sales Navigator MailChimp Connect with Simone Laraway Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
Cold-calling success hinges on your ability to listen and ask great questions. The more good questions you ask, the more likely you are to get your prospect to say “yes” to a meeting. It can be too easy to interrupt and be combative when you know they don’t understand what you’re saying. Ashleigh’s process will help you move beyond baseless objections to that elusive “yes.” She details her strategy in this episode of Sales Reinvented. Outline of This Episode [0:58] What is cold-calling? Is it still relevant? [2:26] Is cold-calling an art and a science? [3:32] Get into the performance mindset [5:06] Ashleigh’s opening lines and techniques [6:30] How to keep a cold call engaging [8:05] Tools, technology, and metrics [10:50] Ashleigh’s top cold-calling dos and don’ts [12:56] How Ashleigh handles objections and rejections Connect with Ashleigh Early Connect on LinkedIn Follow on X Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
Cold-calling isn’t easy. You face constant rejection. But it’s all part of the process. The only thing you can control is doing your research so you know your prospects. You consistently make the calls and speak to the prospect’s pain points. What happens after your call is out of your control. Once you accept and embrace this fact, the pressure subsides. So how do you measure the process? Scott Cowley shares his strategy in this episode of Sales Reinvented. Outline of This Episode [0:42] What is cold-calling? Is it still relevant? [1:45] Is cold-calling an art and a science? [2:41] How Scott prepares for cold-calling [4:41] Scott’s opening lines and techniques [6:14] Keeping a cold call engaging [8:29] Tools, technology, and metrics [10:58] Scott’s top cold-calling dos and don’ts [14:19] How Scott handles objections and rejections Connect with Scott Cowley Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
Tyler Hickey is a science guy. He tried to make cold-calling a science. Eventually, he realized there’s an art to it as well—and you have to master both. If you start by mastering your scripts, learning frameworks, and digging deeper into objections, you’ll be well on your way. Tyler shares his trade secrets in this episode of @SalesReinvented. Outline of This Episode [0:45] What is cold-calling? Is it still relevant? [2:31] Is cold-calling an art and a science? [4:11] How Tyler prepares for cold-calling [5:15] Opening lines and techniques [6:07] How Tyler keeps cold-calling engaging [7:57] Indispensable tools and technology [10:03] Tyler’s top cold-calling dos and don’ts [12:49] How Tyler handles objections/rejections Resources & People Mentioned Outreach Lead IQ Phone Ready Leads Connect with Tyler Hickey Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
According to Rex Biberston, as long as people still pick up their phones, there will be value in cold-calling. Obviously, it’s truer for someone where using the phone is a normal part of their workday. If they’re talking to customers daily, they’re likely still answering unanticipated phone calls. That being said, there is a procedure and methodology to cold-calling that can make you more effective. The reality is that most of it can be learned and improved upon. Rex shares some of his expert tips in this episode of Sales Reinvented. Outline of This Episode [0:52] What is cold-calling? Is it still relevant? [2:07] Is cold-calling an art and a science? [2:59] How Rex prepares for cold-calling [4:30] Rex’s opening lines and techniques [6:15] How to keep cold calls engaging [8:50] Tools and technology to leverage [10:53] How Rex measures effectiveness [12:39] The risks of using a parallel dialer [14:22] Rex’s top cold-calling dos and don’ts [17:10] How Rex faces objections/rejections Resources & People Mentioned Nooks Connect with Rex Biberston Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
Dillon emphasizes that you have to be articulate and understand that everyone you talk to is different. You have to learn the art of people. You’re a random person—it should be expected that you’ll get hung up on. To avoid the probability of that, you have to understand their business, ask the right questions, and say the right things. You need to learn more about the prospects than ever before. Knowing their title isn’t enough. You need to be able to offer them something of value. It all starts and ends with research. Learn Dillon’s research-backed cold-calling process in episode #415 of Sales Reinvented. Outline of This Episode [0:51] What is cold-calling? Is it still relevant today? [1:33] Is cold calling an art and a science? [3:05] How Dillon prepares for cold calling [4:56] The opening lines Dillon uses [6:08] How to keep a cold call engaging [7:23] Tools, technology, and metrics [8:52] Dillon’s top cold-calling dos and don’ts [11:42] How Dillon handles objections Resources & People Mentioned Outreach.io Salesloft Apollo Connect with Dillon Tucker Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
Cold-calling currently remains the only personal approach to interacting with a prospect that can’t be replicated by AI. That’s why the conversation you have is incredibly important. Valentyn Kokoshko believes that if you follow some simple rules on your calls. Valentyn lays out his efficient and effective process in this episode of Sales Reinvented. Outline of This Episode [0:52] What is cold-calling? Is it still relevant? [2:05] Is cold-calling an art and a science? [3:00] How Valentyn prepares for cold-calling [6:06] How Valentyn uses permission-based openers [8:07] How to keep a cold call engaging [20:05] Tools, technology, and metrics [11:53] Valentyn’s top cold-calling dos and don’ts [13:35] How Valentyn handles objections Connect with Valentyn Kokoshko Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
Joe Pici is direct. He believes you need to have great skills and an overall strategy with everything you’re doing related to cold-calling. In fact, Joe won’t put anyone on a phone until they’ve had 4–7 hours of in-depth strategy, skills, and scripting training. His three-day sales bootcamp is ranked #1 in the world. The first day, they only focus on communication styles (and how to adapt). On day two, they focus on value proposition, target market, and scripting. On day three, they make two hours of cold calls. They average a 77% conversion to appointments. They get 50–60 return phone calls the same day. So what does Joe do differently? Learn more in this episode of Sales Reinvented. Outline of This Episode [1:01] What is cold calling? Is it still relevant? [1:30] The strategy and skill of cold calling [2:34] How Joe prepares for cold-calling [4:18] Joe’s most effective opening line [5:43] Why Joe scripts cold calls [7:23] Joe’s favorite tool: a Focus Board [12:11] Joe’s top cold-calling dos and don’ts [13:08] How Joe handles objections/rejections [16:00] Get a free cup of coffee Resources & People Mentioned Get access to Joe’s FREE webinar Connect with Joe Pici Connect on LinkedIn Follow on Twitter Call Joe at (407) 947-2590 Pici & Pici Inc. Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
You can give two sellers the same script. One seller sounds like they’re reading the script in a monotone voice. The other achieves amazing results because they modulate their voice. You can also control tonality. You can vary the pitch of your voice. You can increase the flow of your breath to change how you sound. If you drill down and really strive to understand these things, they move from the realm of art and become a science. That’s why Arlo believes that your voice is your #1 cold-calling tool. When used properly, your voice can propel you toward the results you desire. Arlo shares the methods and techniques he uses to master cold-calling in this episode of Sales Reinvented. Outline of This Episode [1:08] What is cold-calling? Is it still relevant? [2:07] The art and science of cold-calling [3:18] How Arlo prepares for a cold-calling session [6:49] Effective opening lines and techniques [9:47] Scripting or not scripting? [10:38] Tools, technology, and metrics [11:23] Arlo’s top cold-calling dos and don’ts [13:38] How Arlo handles objections Resources & People Mentioned The Announcer’s Test Ronen Pessar Belal Batrawy Josh Braun Connect with Arlo Hill Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
Cold-calling may not be the cornerstone of sales like it used to be but it’s still relevant, according to Giulio Segantini. But we must adapt it to today’s world. He believes that it comes down to science. There is psychological evidence to backup the best way to cold-call. It’s obvious what you should and shouldn’t do. You have to listen and ask the right questions and let the person sell to themselves. So how does Giulio do it? He shares his cold-calling techniques in this episode of Sales Reinvented. Outline of This Episode [0:45] What is cold-calling? Is it relevant today? [1:19] The science of cold-calling [2:25] How Giulio prepares for cold-calling [3:34] Giulio’s effective opening techniques [4:32] How to keep a cold call engaging [6:55] The ideal length of a cold-call [7:55] Tools and technology to leverage [10:26] Giulio’s top cold-calling dos and don’ts [12:45] How Giulio handles objections/rejections Resources & People Mentioned Trellus Connect with Giulio Segantini Connect on LinkedIn Follow on Twitter Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com
Cold-calling is the fastest way to build rapport and get answers—if you know what you’re doing. If you’re still struggling with cold-calling and feeling ineffective, Tom Bertrand has some great strategies you can quickly learn to transform your results. Sometimes, it takes doing the unexpected to get the results you’re looking for. Listen to learn more. Outline of This Episode [1:02] What is cold-calling? Is it still relevant? [1:16] The art and science of cold-calling [2:01] How Tom prepares for a cold-calling session [3:30] What are hooks and triggers? [4:31] Effective opening lines and techniques [5:34] How to keep the conversation engaging [7:30] Tools, technology, and metrics [9:27] Tom’s top cold-calling dos and don’ts [12:01] How Tom handles objections/rejections Resources & People Mentioned Art Sobczak Chris Voss ZoomInfo Apollo Cognism Salesloft Connect with Tom Bertrand Connect on LinkedIn Connect With Paul Watts LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com