Handling Objections with Joe Marcoux, the Sales Sensei
This is episode 658. Read the complete transcript on the Sales Game Changers Podcast website. Purchase Fred Diamond’s best-sellers Love, Hope, Lyme: What Family Members, Partners, and Friends Who Love a Chronic Lyme Survivor Need to Know and Insights for Sales Game Changers now! Register for the IES Women in Sales Leadership Development programs here. Today’s show featured an interview with Joe Marcoux, the Sales Sensei. Find his “Overcoming Objection Mastery” guide here. Contact Joe on LinkedIn to get your copy. JOE’S ADVICE: “Step one is, we acknowledge what we’ve heard from the person so that they understand that they’re heard. Then we ask a question. It’s so simple. Simplicity is elegance. Acknowledge and ask a question. If I’m a sales leader, I want to be able to audit calls, and then I want to be able to practice. You have to train. Even if it was just an hour a week, the difference is massive. A lot of people, especially at enterprise levels, the belief is, “Hey, I’m here to talk to you about your numbers. Your numbers are off. Listen, if you’re supporting them and providing them the support they need and be able to do course corrections with them, that’s where their numbers are going to grow.”