📋Objections Coach

Use the Objections Coach feature to get talk tracks for overcoming any objection using Josh Braun’s Defuse, Discover, Discuss framework.

Introduction

The Objections Coach feature helps salespeople handle objections in real time by offering recommended talk tracks based on Josh Braun’s Defuse, Discover, Discuss framework. By providing the prospect’s objection and any relevant context about the account, you’ll receive a clear and structured approach to overcoming the concern and guiding the conversation in a positive direction.

Use Cases

A prospect expresses doubt about whether your solution can deliver the promised results. You use Objections Coach to get a response that defuses their hesitation, uncovers their concerns, and reassures them with relevant examples.

During a sales call, a prospect objects to the price of your product. You provide this objection to the Objections Coach, and it offers a response that addresses their concern while highlighting the value of your solution.

You’re working with a prospect who is hesitant about switching from their current provider. Objections Coach helps you navigate the conversation by addressing their fear of change, identifying the underlying reasons for their hesitation, and positioning your product as a better fit.

Getting Started

1. Access Objections Coach: Log in to your GTM.bot dashboard and select Objections Coach from the feature list.

2. Prepare Information: Have the objection from the prospect ready, along with any relevant context about the prospect or account (e.g., their current provider, previous experiences, specific pain points).

Using the Feature

1. Click on Submit Objection.

2. Enter the Objection and Context: Provide the objection as stated by the prospect, along with any helpful context.

3. Submit the Form: After entering the details, click Submit to generate the response.

Reviewing Your Response

• In less than 60 seconds, you’ll receive a talk track recommendation based on Josh Braun’s Defuse, Discover, Discuss technique.

• The response will include:

  • Verbal Response: A suggested talk track to address the objection.

  • Delivery Tips: Guidelines on how to communicate the response with the right tone and body language.

  • Rationale: An explanation of why this approach works, helping you understand how to overcome the objection effectively.

💡 Coaching Tips

• Defuse: Begin by acknowledging the objection with empathy. This shows that you’re listening and creates a collaborative tone.

• Discover: Follow up by asking questions to uncover the deeper concerns behind the objection. The more you know, the better you can address their needs.

• Discuss: After gathering the necessary information, propose a solution that ties back to the prospect's specific challenges, making sure your product aligns with their goals.

FAQs

What information do I need to use the Objections Coach feature?

You need to provide the objection raised by the prospect and any additional context about the account (e.g., their role, past experiences, pain points).

How quickly will I receive the response?

The recommended talk track is typically generated within 60 seconds after submitting the objection and context.

Can I use this feature for any type of objection?

Yes, the Objections Coach can handle a wide variety of objections, from pricing concerns to doubts about product effectiveness, using the Defuse, Discover, Discuss framework.

What happens if I don’t have much context for the objection?

While providing context helps generate a more tailored response, the system will still offer a generic response based solely on the objection if context is limited.