“I don’t think prospects lie. I think prospects have been conditioned to hold things back because they feel the pressure that they’re gonna be forced to move faster than they want to.”

Prospects are people. And just like normal people, putting undue pressure on them won’t get an honest interaction. In fact, it’ll do the opposite.

Josh Braun came on the Think Outside the Script virtual tour to jam together on objections.

He believes that, instead of handling objections, we should diffuse them.

And that prospects don’t lie. But we as salespeople make it hard for them to be honest.

I couldn’t agree more.

Catch the full replay for his [email protected] framework on how to diffuse objections, be more human, and feel good about interacting with prospects who say “no.”

Catch the replay with Josh Braun here.


PS – We have Larry Levine – Selling From The Heart live tomorrow jamming on Prospecting from the Heart. And Rajiv ‘RajNATION’ Nathan on how not to suck at storytelling when you’re prospecting.

Sign up for Rajiv and Larry’s talks here.


Join the conversation on LinkedIn here.


Join me and 42 of the top sales speakers and quota-carrying reps on the Think Outside the Script summer tour.
Here are three ways we can help you with your prospecting:
  • Reply Method GuideA proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
  • Think Outside the Script. A membership to help B2B sales professionals with modern strategies and tactics to land more meetings with your ideal clients.
  • Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let’s talk about training and coaching.