Tactic: Triage Call and Objection Handling
🎯 Strategic Intent
To qualify prospects in 15-30 minutes and disarm common objections using emotional intelligence and tactical empathy, ensuring high-value conversion with minimal wasted effort.
🧠 The LLEQP Negotiation Method
When faced with resistance or negative feedback, follow this sequence:
- Label: Verbally acknowledge their emotion (“It sounds like you’re skeptical about the ROI…”).
- Listen: Allow them to speak without interruption.
- Empathize: Validate their perspective (“I can see how past bad consulting experiences would make you cautious.”).
- Question: Ask clarifying questions (“What specifically felt like a waste of time in that last engagement?”).
- Propose: Offer a collaborative path forward (“Let’s start with a 30-day De-risk phase to prove value first.”).
🛠️ The 15-Minute Triage Script
- Rapport (2m): Brief human connection.
- Motivation (3m): “Why did you reach out?” and “Why now?”
- Vision (5m): “What are your technology and business goals for the next 2 years?”
- Reflection (3m): Paraphrase their situation using their exact words.
- Decision (2m): Go/No-Go. Schedule the deep-dive if it’s a fit.
📍 Common Objection Deflections
- “We have an IT team”: “That’s great. My role isn’t to replace them, but to provide the strategic roadmap so they can focus on execution without being stuck in constant fire-fighting.”
- “We can’t afford it”: “I understand. Most of my clients see this as an investment to unlock $X in enterprise value. If we can’t find a 3x ROI path, we shouldn’t do it.”
Source: Convert - Simple Sell - Triage Call-Summary, Convert - Simple Sell - Disarming Sales Objections-Summary, Convert - Simple Sell - Navigating Negativity in Negotiations-Summary