From the course: Cold Calling: Overcoming Sales Objections
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Wrap-up
- Now a few final thoughts on overcoming this objection. Make sure you know your place in the marketplace. You should be able to tell people why they should give you the time of day, and you should be able to say that in your sleep. And the second one, and the most important one, is always ask why. Understanding why they think you're the same as everybody else will give you a chance to overcome it and correct them. And it helps for your own research that you know what's to come next time you're making a call. And just so you know, this was an Effort Objection. So they don't want to go through the effort of learning a USP and doing their own research themselves. You need to tell them and make it incredibly clear. What's your value, and then use case studies and references to back that up. Now let's jump onto the next objection because it's a pretty tricky one.
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