Ever hit the panic button when the prospect immediately gives you an objection?

Your heart is racing and you’re super anxious.

And all you can think about is how flustered you are and what to do next.

It’s hard, but what you need to do at this moment is pause.

And don’t make it about you, make it about them.

Don’t focus on how you’re feeling. And don’t scramble for a rebuttal.

Instead, focus on the prospect. Talk to what you think is on their mind.


Prospect: “I’m busy.”

You: “Got it, sounds like I caught you in the middle of something. If that’s the case, I can totally see why now wouldn’t be the best time to take a call.”

Most of the time, this will disarm the prospect. Then you can go in for your offer.

“I was reaching out because we’ve helped a few other companies like ABC Company handle XYZ problem. Would it be a bad idea if we took 1-2 minutes and I can ask you a few questions to see if this would even be relevant for you?”

This is a part of a framework I call E.V.O. (empathize, validate, offer). 

I’m running a webinar with Sales Hacker tomorrow on how to handle your toughest cold calling objections.



I’d love to see you there.

Sign up here.


Join the conversation on LinkedIn here.


Here are three ways we can help you with your prospecting:
  • LinkedInConnect with me for #DailyProspectingTips.
  • Reply Method GuideA proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
  • Prospecting Boot Camps. A 6-week program to help you or your team land more meetings with your ideal clients.