JB Sales

Mastering Objection Handling: A 6-Step Guide Encountering objections after productive client discussions is common. Here's a structured approach to navigate them effectively: Step 1: Pause Resist the urge to respond immediately. A brief pause prevents defensiveness and allows thoughtful consideration. Step 2: Clarify Ask questions to fully understand the objection. Encouraging the client to elaborate provides clarity and helps you stay composed. Step 3: Validate Reflect their concerns back to them to ensure accurate understanding. This demonstrates active listening and respect for their perspective. Step 4: Isolate Confirm that this is the sole objection. Addressing one concern at a time streamlines the resolution process. Step 5: Seek Permission Before offering solutions, ask if you can share some ideas. This collaborative approach fosters openness to your suggestions. Step 6: Unbiased Resolution Inquire about any remaining issues before proceeding. This ensures all concerns are addressed, paving the way for progress. Implementing this process can enhance your objection-handling skills and keep your deals on track. #SalesTips #ObjectionHandling #SalesSkills #ClientEngagement #SalesStrategy

How to Handle Objections Like a Pro (Even Without Context) Let’s face it—cold calling is hard, especially when you don’t have the context of who you're talking to. So, how do you handle objections in that situation? Here are a few techniques I use (and recommend you try out): 1. The “Feel, Felt, Found” Technique – Instead of directly using those words, just empathize: “I get it, many people have had the same concern. Here’s what they found…” 2. Clarification Approach – Don’t be afraid to ask, “Tell me more about that” or “What do you mean by that?” You need to know what’s really behind their objection. 3. Justification Approach – “The reason I’m calling is because…” This adds context and shows the purpose behind your call. 4. Preemptive Strike – If they didn’t expect your call, “I’ll be brief, I know you weren’t expecting me.” Be respectful of their time. Here’s the deal: pick 2 approaches that resonate with you. The next 10 objections you get, handle them with these techniques and see which one works better for you. Let me know which one works best for you! #Sales #ColdCalling #ObjectionHandling #SalesTips #SalesTraining #SalesSuccess

How Important Is It to Have a Reason to Bypass Gatekeepers? In my opinion, it's crucial. Without a solid reason for your call, you’re just another cold caller wasting time. But when you bring something relevant to the table—something tied to the company's recent news or changes—that’s when you make an impact. Before you pick up the phone, take a moment to research the company. Find a trigger: maybe they launched a new product, hired a key team member, or made an announcement. Having a reason isn’t just a tactic—it’s the key to getting through more often than not. #SalesTips #ColdCalling #Gatekeeper #SalesStrategy #Prospecting

Sales Pros, Stop 'Touching Base' – Here's What You Should Be Saying Instead Are you guilty of 'just checking in' or 'touching base' on cold calls? It’s time to stop. These phrases scream 'no reason to talk.' Here's a better approach: 🔑 Start with a reason. Finish this sentence: The reason for my call is… If you can’t, don’t make the call. A strong reason demonstrates relevance and respect for their time. Whether it’s research on their business or targeting their priorities, make it about THEM. Check out my full breakdown on how to craft meaningful, impactful sales conversations that convert. Let’s change the game. 👊 #JBSales #SalesTips #ColdCalling #SalesExcellence #B2BSales #MakeItHappen

Sales Tip: Master Your Game with AB Testing Here’s what I mean. Let’s say you’re prospecting. Instead of just winging it, come up with two approaches for a specific persona. Test each one with, say, 20 calls. Which one gets better results? Lean into that one. Same thing with objection handling—take an objection that’s giving you trouble, research the best ways to handle it, and try two different methods over your next 20 conversations. See what sticks. By AB testing, you’re not just grinding through activities; you’re gaining insights and building momentum. It keeps you motivated because every action has a purpose, and every outcome is a lesson. This process isn’t rocket science—it’s just about being intentional. Stop doing what doesn’t work, double down on what does, and watch yourself grow faster than you ever thought possible. Make it happen. #SalesTips #MakeItHappen #ABTesting #SalesStrategy #Prospecting #SalesGrowth

Struggling to Build Rapport in a Virtual World? Be honest—how often do those blank Zoom walls or virtual backgrounds leave you with nothing to connect on? No more “Hey, you play golf?” moments, right? Here’s how to fix it: Crystal Knows.. This tool gives you a DISC profile right on LinkedIn, so you know exactly how to communicate with your prospect. ✓ Email tips? Covered. ✓ Meeting strategies? Done. ✓ Call approach? Nailed. For example, I’m a High D (Driver). You wanna connect with me? Get to the point. This tool helps you figure that out for your prospects, fast. And the best part? You can start for free with 10 profiles. In sales, speed wins. Try it and let me know what you think. #SalesTips #VirtualSelling #CrystalKnows #MakeItHappen