►
From YouTube: TT252: Objection Handling
Description
Date: 12/9/2022
In this video, Christopher Wang connects with Alex and discusses objection handling with GitLab.
A
Foreign
yeah,
so
really
what
I
wanted
to
talk
with
you
today?
Alex
is
a
little
bit
just
a
primer
and
objection
handling.
So
some
of
the
things
to
go
over
is
just
the
fact
that,
as
a
SDR
bdr
here
when
we're
cold,
calling
we're
gonna
have
you
are
going.
This
is
like
one
of
the
most
important
skills
to
learn,
and
so
I
want
to
give
you
some
tools
and
then
we'll
just
briefly
go
into
them.
Sounds
good.
Sounds
good,
okay,
awesome!
A
So
there's
one
principle
that
I
want
to
talk
about
so
in
reaching
out
to
people.
You
have
different
options.
You
can
reach
out
by
email
by
LinkedIn
by
phone
by
video
advertisement.
So
if
you've
ever
got
one
of
those
emails
that,
like
someone
actually
has
embedded
a
video
into
it,
that's
the
fourth
option,
but
some
people,
I'm
gonna,
be
fully
transparent
with
you
like
calling
on
the
phone
can
be
exhausting,
sometimes
for
many
people
and
the
reason.
A
A
In
Q3
of
this
year,
we
connected
with
32
000
people,
and
we
created
two
Outreach
sequences.
So
this
one
over
here
we
connected
with
28
000
people,
it's
all
email,
no
phone,
and
this
second
one
over
here
this
next
row.
It
is
literally
the
exact
same
sequence,
except
it
starts
out
with
a
cold
call.
So
you
can
see
over
here.
This
is
the
3.5
percent
meeting
set
rate
for
the
pure
email
and
then
the
exact
same
email
messaging,
starting
out
with
the
call,
is
over
double
the
conversion
rate
as
just
using
email.
A
A
It's
also
hiring
people
from
State
schools
right
many
different
ethnicities,
backgrounds,
different
degrees
and
they
analyzed
actually
who
was
most
successful
because
they
were
collecting
all
this
data
of
hiring
people
year
after
year
after
year.
So
what
do
you
think
was
one
of
the
number
one
indicators
of
future
success
for
these
Junior
salespeople.
A
A
Yeah,
if
so,
that
was
definitely
in
the
list.
The
number
one
reason
for
people
being
successful
in
sales
over
the
longtime
Horizon
versus
who
wasn't
it
wasn't
where
they
went
to
school.
It
wasn't
what
they
studied.
It
wasn't
their
involvement
in
Student
Activities.
It
literally
was
their
ability
to
handle
rejection,
so
the
people
who
could
handle
rejection
well,
they
were
the
ones
that
were
more
successful.
The
people
who
didn't
they
would
quit
in
a
year,
okay,
wow.
A
So
like
the
way
that
I
sort
of
think
about
it
is
when
I
started
out
in
sales,
it
was
kind
of
intimidating,
but
I
just
changed
my
mentality,
which
is
just
sort
of
like
one.
It
was
very
important
for
me
to
believe
really
believe
in
the
product
that
it
could
help
people
so
from
a
place
of
authenticity.
I
could
go
out
and
try
to
like
just
really
believe
in
the
product.
A
The
second
thing
is
having
this
mentality
of
just
like
being
very
persistent,
so
some
I
used
to
teach
in
public
schools,
some
kids
used
to
you
know
they
just
ask
and
they
ask,
and
then
some
kids
get
whatever
they
want.
You
know
what
I
mean
right,
but
some
kids
like
a
really
like
you
know
they
ask
they,
they
don't
get
it
and
then
they
get
mad,
and
then
you
don't
want
to
give
it
to
them
even
more.
A
Competitive,
we
already
have
one
of
these
other
providers
and
it's
usually
GitHub
and
Azure
devops,
so
number
one
competitive
number
two
is
indifference,
so
like
just
to
understand
where
they're
at
imagine.
If
you're
super
super
busy
and
you
have
a
full
plate
migrating
from
one
tool
to
another,
like
you
ever
like
move
from
one
apartment
to
another
and
it's
like
stressful
and
you
have
to
figure
out
all
the
logistics
and
it
takes
a
long
time
and
you
have
to
get
your
friends,
you
know
what
I
mean.
Oh
yeah,
so.
A
We
have
to
understand
that
migrating
from
one
tool
to
another.
It
actually
takes
a
lot
of
work
and
just
like
how
moving
from
one
apartment
to
the
next
is
like.
It
honestly
takes
you
like
six
weeks
to
feel
normal
again.
It's
sort
of
the
same
thing
for
migrating
from
tools
and
a
lot
of
people.
They'll
say:
hey,
you
know
what
right
now,
it's
not
the
right
time.
You're
super
busy
we're
happy
as
we
are,
so
they
don't
really
want
to
change.
A
That's
that's
probably
another
really
common
objection
that
we
have
third
objection
that
we
have
is
cost,
so
some
people
object
to
us
because
they're
either
using
the
free
tier
and
they
don't
want
to
upgrade.
Sometimes
they
think
that
our
tears
are
too
expensive,
but
it's
mainly
competitive
indifference
or
cost.
Okay.
A
Cool
so
I
like
to
take
a
teacher's
mentality.
What's
the
answer
for
some
of
these
different
objections,
if
it's
competitive,
some
things
that
I
can
do
to
probe
is
like
hey.
You'd,
never
have
a
perfect
solution.
So
if
you
could
change
one
thing
about
your
current
solution,
what
would
you
do?
What
are
some
of
the
things
that,
like
you,
wish
you
had
right?
A
Another
way
that,
like
I,
can
break
over
the
conversation
is
talking
about
security
testing.
This
is
something
that
people
care
a
lot
about
right
now,
so
it
can
hook
people's
interest
and
then,
in
terms
of
indifference.
These
are
the
people.
That's
like
hey,
I,
don't
really
like
my
apartment
very
much,
but
I
really
just
don't
want
to
move
right
now
right,
that's
actually
a
lot
of
people.
Some
questions
that
I
ask
is
like
okay.
Well,
what's
what's
the
cost
of
you
not
moving
right?
A
So
how
much
time
do
you
spend
maintaining
your
software
tooling?
Are
you
happy
with
how
your
tooling
supports
your
development
right?
So
it
doesn't
fit
your
needs.
So,
like
hey
I
understand
you
don't
want
to
go
move
apartments
right
now,
but
are
you?
Are
you
happy
with,
like
you
know
that
your
quality
of
life
in
your
apartment,
like
how's,
the
noise
right
like
what
challenges
do
you
have
with
your
current
apartment?
A
A
To
talk
about
four
techniques,
these
are
for
it's
just
sort
of
like
like
in
basketball.
You
can
have
a
jump
shot,
but
you
also
need
to
get
a
layup.
You
also
want
to
have
a
floater
you
can,
if
you
have
like
a
drop
step
type
of
like
you,
just
want
different
ways
because
you're
one-dimensional,
if
you
only
have
like
one
way
right
right,
so
it's
really
important
that
we
have
all
four,
oh,
so
the
reason.
A
A
A
You
know
like
the
fact
of
the
matter
is:
if,
if
you
know
many
businesses
have
GitHub
today
and
the
cost
of
migration
actually
is
large,
like
you
said,
but
what
I've
found,
however,
is
that
if
people
stick
with
a
platform
like
GitHub,
they
don't
actually
have
all
of
the
functionality
built
into
a
single
platform,
which
means
that
they're
actually
going
to
have
to
buy
additional
software
tools
and
maintain
multiple
tools.
So
what
we've
actually
found
is
by
consolidating
to
a
single
application
with
something
like
gitlab.
A
C
Extend
off
a
lot
of
the
traditional
cells,
does
it
sound,
sound,
okay,
yeah,
there's
one
or
two
techniques
that
I
like
that?
I
keep
on
my
on
my
tool
belt
and
today
I
want
to
share
one
of
those
with
you,
and
that
is
the
threef
methods.
So
let
me
give
you
a
little
bit
of
context.
Let's
say
you're
talking
to
Prospect
and
you
are
getting
resistance
right,
they're,
giving
you
objections,
just
like
almost
like,
like
martial
art,
they're,
throwing
a
lot
of
punches
at
you.
No,
no!
No!
No!
No!
C
Why
they're
not
taking
action
today
right
and
they're,
giving
you
a
lot
of
objections
so,
instead
of
fighting
force
with
Force
right
instead,
they
give
you
resistance
and
you're
fighting
with
force.
All
you
want
to
do
is
kind
of
do
a
little
bit
of
redirection
and
the
way
you
do
that
is
through
what
I
call
a
three
F
method
and
there's
few
felt
found
be
you
felt
found
now
very,
very
simple.
So
what
you
want
to
do
is,
first
of
all,
whenever
you
get
consistently,
they
give
you
an
objection.
C
First,
you
need
to
have
empathy,
don't
fight!
Don't
argue
say
you
know
what
I
understand,
how
you
feel
right,
I
understand
how
you
feel
felt
others
felt
the
same
way,
explain
and
then
here's
what
I
found
you
fell
down
now.
What
you
don't
want
to
do,
is
you
don't
want
to
do
it
like
a
like
a
robot
right
when
you
can
get
an
objection?
Oh
yeah
I
know
exactly
how
you
feel
and
others
customers
felt
the
same
way
and
what
I
found
is.
This
is
simply
not
true.
That's
not
what
I'm
talking
about.
C
C
If
I
win
issues,
I
would
have
similar
concern
as
well
or
you
might
say
something
like
I
could
see
where
you're
coming
from
I
understand
you
see,
so
you
don't
necessarily
have
to
use
the
feel
word
right,
but
it's
a
step
step.
One
empathy
step
two
felt
now
it
could
be.
You
felt
the
same
way
or
other
customers
share
the
same
concern
and
here's
the
conclusion
what
they
found
or
what
I
found
is
this.
So
let
me
quickly
demonstrate
Let's.
C
Do
an
example
where,
let's
say
I'm
talking
to
a
friend
right,
I'm
trying
to
persuade
them
and
I
would
say
something
like
let's
say:
I
want
to
convince
them
of
taking
vitamins
very
simple
idea
and
I
would
say
it's
like.
No,
you
know
I
never
take
vitamins.
I,
never
believed
in
these
things
amen.
You
know
what
I
understand
I
totally
get
it
right,
I
used
to
believe
in
the
same
thing:
I,
don't
I,
don't
take
vitamins
I,
don't
need
vitamins.
I
I
get
enough
nutrition
just
from
the
day-to-day
food
and
what
I
realize
is.
C
There
are
actually
many
different
types
of
vitamins
and
when
you
take
the
right
vitamin
such
as
this
brand
right
when
I
take
it.
What
I
found
is
every
morning
when
I
take
it
I
actually
have
more
energy.
Throughout
the
day
right
then
I'm
more
focused
that
I
could
I'm
more
productive
than
my
mind
is
more
clear
and
I
get
sick
less.
Just
by
taking
these
couple
might
have
vitamins,
you
see
how
that
works
feel
felt
found.
Let
me
give
you
an
example.
C
Let's
say
you
offer
digital
marketing
services
to
let's
say
traditional
business
owner
that
they
don't
know
much
about
digital
marketing
or
social
media,
they're
still
doing
very
old-school
type
marketing.
Let's
say
you
want
to
close
them
on
your
digital
marketing
services
and
they
say
to
you,
no
I,
don't
believe
in
this
social
media
Facebook
things
and
all
these
things
that
I
don't
like
I,
don't
understand
how
it
works.
Dude,
I,
don't
know,
I,
don't
think
it
would
even
work
right.
I,
don't
think
they
work.
Hey
Mr
business
owner
I
know
exactly
where
you're
coming
from.
C
If
I
was
in
your
shoes,
I
would
watch
every
single
dollar
that
I
spend
on
marketing,
because
in
a
small
business,
every
single
dollar
counts
right.
What
I
found
from
other
business
owners
is
at
first
they
didn't
quite
understand
how
this
whole
thing
works.
But
haven't
you
had
an
experience
where
sometimes
people
find
you
on
the
internet
and
then
they
come
into
your
store
and
they
visit
your
business
and
you
ask
them?
How
did
you
find
it's
like?
C
Oh,
it's
through
the
internet
that
if
you
are
already
getting
customers
by
accident,
imagine
what
you
could
do
if
he
actually
intentionally
come
up
with
a
plan
and
more
strategically
have
your
website
optimized
right
being
able
to
run
certain
ads
on
Facebook
or
on
Google
to
bring
you
more
customers
so
that
every
single
customer
that
comes
in
if
not
and
expands
for
you,
it
is
an
investment.
So
you
spend
a
dollar
you
get
three
dollars
back.
Does
that
make
sense
feel
felt
found?
A
A
So
if
you
can
do
that,
your
conversion
rate
is
going
to
be
instantly.
50
higher
is
to
really
like
listen
to
people,
okay
right
right,
so
one
example
of
this
is
I
totally
understand.
You
have
GitHub
I,
also
know
what
it's
like
to
work
in
an
environment
where
you're
really
aggressive
targets
you're
using
GitHub.
You
don't
really
want
to
change
right
now.
A
A
You
can
have
an
advantage,
because
your
total
engineering
time
is
going
to
be
shortened
because
of
our
security
scanning
capabilities,
all
right,
right,
cool
all
right,
so
that's
feel
felt
bound
next,
one
that
I
want
to
talk
about
is
lace,
so
lace
is
basically
it
starts
out
similar.
So
you
listen
to
them,
you
accept
it,
but
instead
of
what
I
found
is
xXx,
you
say
something
like
you
know
what
I
totally
understand
that
gitlab
premium
is
more
expensive
than
our
free,
tier
and
you're
on
a
limited
budget
right.
But
how
about
this?
A
If
I
can
demonstrate
to
you
that
investment
in
the
gitlab
premium
actually
saves
you
money
over
a
long
one
year
time,
Horizon,
then
how
about
would
you
be
willing
to
take
a
meeting
so
that
I
can
go
discuss
that
with
you
all
right?
So
that's
the
difference.
Number
one!
Is
you
listen
to
it?
You
accept
objection,
and
then
you
actually
propose
something
you
propose
like.
You
propose
basically
like
hey
I'd
love,
to
show
you
something
and
in
response
right,
so
that
that's
not
a
really
great
explanation,
but
long
story
short
the
difference.
A
A
Great
are
there
features
that
you
wish
you
had
in
your
development
process
like
continuous
security
scanning,
you
know
what
we
we
have
some,
but
not
very
much
okay.
Well,
how
about
this?
If
I
can
show
you
a
few
examples
of
how
this
is
something
that
we
have
and
about
how
our
security
scanning
saves.
You
money
overall
in
the
long
run
and
actually
reduces
your
development
speed.
Would
you
be
interested
in
hearing
more
about
that
right?
So
that's
an
example
of
a
lace
technique.
A
So
the
difference
is
you
still
listen,
you
emphasize,
and
you
say
like
hey.
If
I
could
show
you
about
how
gitlab
actually
saves
you
money
in
the
long
run,
then
would
you
be
interested
in
hearing
more
about
it?
So
it's
like
I'm
I
propose
something
to
you
is
the
difference?
Okay,
all
right,
the
last
one
that
we're
going
to
talk
about
is
pushback.
A
A
Does
it
kicking
the
can
down?
The
road
just
mean
that,
like
you're,
never
gonna
resolve
any
of
these
problems
and
you're
always
going
to
deal
with
problem
x,
y
and
z
right.
So
it's
like
respectfully
saying
another
way
that
I
do
it
and
calls
is
like
hey,
look
I
just
like
to
respectfully
challenge
that
you
know
like
a
really
outdated
way
of
thinking
about.
Some
of
these
things
is
a
b
and
c,
but
what
a
lot
of
new
people
are
doing
is
x,
y
z
right.
A
So
so,
just
let's
just
review
real
quick
fuel
felt
found.
Hey
I
really
feel
I
I
really
understand
where
you're
coming
from,
if
R
in
your
position
as
a
small
business
owner,
I
would
also
really
make
sure
that,
like
my
budget
was
super
streamlined
well
I
have
found,
however,
is
that
gitlab
actually
saves
people
money
in
the
long
run,
and
it
helps
them
to
achieve
their
strategic
Executives
from
an
engineering
perspective
right.
A
Would
you
be
interested
in
hearing
more
about
that
and
then
the
last
one
pushed
back
like
as
I
I'd
like
to
respectfully
challenge
that
you
know,
that's
actually
something
that
we've
seen
a
lot
of
people
businesses
doing
three
to
five
years
ago,
but
really
what
we've
seen
in
the
last
six
to
nine
months
is
that
security
is
now
Forefront
and
that's
something
that
we
can't,
which
is
sort
of
like
has
a
second-class
citizen.
Now,
okay,
so
anyway,
anyway,
how
did
that
feel.
B
Well,
I
I
feel
what
you're
trying
to
teach
me
these
objections
and
what
I've
found
is
they're
highly
highly
resourceful
and
other
people
have
found
them
useful
as
well.
So
no
sounds
really
great.
Yeah
I
mean
I.
Think
having
these
in
your
tool
belt.
Really,
you
know
build
a
lot
of
dead
air
when
you
inevitably
get
hinted
in
an
objection,
so
great
tools
to
use.