Welcome to the notarised quick reference guide for episode eighteen of the Racing Mentor Sponsorship Podcast. This week: How to handle objections in the pitch process. Jess and Toby discuss this dark art with aplomb; sharing their tips and tricks for maintaining confidence in your pitching, the right (and wrong) ways to manage the different kinds of ‘no’, all the while aiming to take you full circle, back to the handshake and a deal. With the right balance of confidence, genuine interest, and preparation, your partnerships can continue to flourish whatever the climate.
Listen at the links below, or search on your favourite platforms.
This week’s episode is 31 minutes – Toby and Jess take the awkwardness out of objection handling, with plenty of sound advice for whatever verbal obstacles come your way.
Here are the highlights:
01:40 – Need a replay of the Instagram webinars?
03:32 – Toby’s take on handling objections
04:18 – Jess talks about some very 2020 objections
05:00 – The classics (aka the objections we all know and love)
05:55 – Finding the root of the objection
07:15 – Toby tells all – objection is not rejection
07:44 – Why the relationship is the rock in any storm
08:58 – Jess explains why preparation is key
09:44 – Jess clarifies perfectly, a response to budget objections
10:50 – A reminder that scaling down is still a win
11:38 – Reconnect to the relationship, to overcome that weird objection vibe
12:43 – Really listen, do they understand your value?
13:08 – Confidence in what you do makes everything easier
14:45 – Are you genuinely interested in their business (either way, it shows)
16:05 – What are you doing to prepare?
16:50 – Let’s play objection bingo with Toby Trice!
17:10 – featuring ‘we can’t afford it’
17:45 – We can’t see where the ROI is?
20:39 – and …Call us in 6 months’ time.
21:46 – Jess helpfully explains what kind of pause this last one really is
23:10 – Should you keep the relationship?
23:55 – Check out this blogpost on sponsorship rejection
25:18 – Handling 2020-specific objections
26:30 – Be willing to build with them, if the relationship has value
27:32 – Driver of the week: Pippa Mann
- Blogpost on the sponsor’s point of view
- Get up to speed with sponsorship and ROI
- 1:1 coaching with Jess
- Six Weeks to Success
- Buy the Get Paid To Race book