How to overcome any objection.

How to overcome any objection:

What to say word for word.

This cost me $10,912 to learn and over 2 years to master.

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This is best LinkedIn you’d read on handling objections

Before we begin..

Let’s make some good assumptions.

a. You’ve done your marketing right.

b. You have a product that solves the prospects problem and they WANT IT.

c. You have a great offer

Now with that said.. let’s dive in.

Some basic understanding

1. You can’t close every prospect.?

2. “No” is the job.

You should prepare and anticipate for No.

3. Your goal is to help them decide…NOT to sell.

Because if they could make the decision on their own.. they wouldn’t be talking to you.?

Now..

When it comes to selling anything you’d face these 4 major categories of objections.

1. Money.

2. Time.

3. Fit

4. I need to think about it..

There are two simple steps to handling any objection.

So when someone says…

“That’s a lot of money”.

Step 1. Always agree with the prospect. It’s not a fight

Step 2. Always.. Always frame your statements as a question.

So Don’t say: it’s not expensive.. there are other expensive ones out there..

Say: John.. I agree It may seem like that.. I mean..

We aren’t talking Macdonald here.

But let’s put the money aside for a moment..

If we were able to help you start making $100k/yr in 60 - 90 days time would you regret that you paid this $5k?

(you’ve changed their perspective from the cost to the benefit)

Easy peasy

Next

“I want to do this but right now I don’t have the time”

(Pause here for a minute)

Hear me. At the core of every sales call is to ascertain if they’re in enough pain or want this result bad enough...

If there’s no pain.. there’s no pitch.

The pain is the pitch

Now..

That objection is a matter of priority.. at the core it’s an indication of a lack of pain

Because if your hand is going to be amputated and there was a way to fix it.. you’d have the time..

So you say:

“John I understand.. but before I ask you this question.. let me clarify..

Do you believe with this program we can get you to $100k/yr? Yes

So are you saying you’d continue doing every other unproductive thing you’re doing that hasn’t gotten you to $100k/yr

Or you’d allow me show you how you can find time?”

Them: show me how to find time

You:

“Write down 5 things from very important to least important…that you’re doing to get to $100k/yr

Now cross out the last one

Great…Now how does that look to you?

Or another way to handle this..

“I’m too busy right now.. I’m not sure how to handle this”

Say: I agree John…this could seem like a lot to handle..

But let me ask.. do you want this result to be for the long term?

Good!

So do you think you’d be more or less busier later?

Great! So don’t you think..

If you mastered it now.. when it’s busy for you…

when it’s the hardest..

Don’t you think you’d be able to get lasting success because you’ve done it under the harshest of conditions?”

It’s important you frame every statement as a question because they’ll believe..

What they say 10x more than whatever you say..

So your questions must act as a guide to help them overcome those decisions.

Getting a hang of this?

Good.

Next objection

“I don’t know if this will work for me”

The answer to this objection is in that question.. “I don’t know”

So it’s an issue of certainty.. guarantee etc.

Here’s where a good offer helps.. but if you don’t have one..

Say this:

“Oh.. that’s interesting John..

Why do you think this program would not work for you?”

Or if they say

“I don’t know if it’s exactly what I need”

Say: oh okay.. just curious.. what would a perfect program look like to you?

So on a scale of 1-10.

What number is this particular program on?

So you’re saying if we add this and this and this.. you’d be able to do it for this amount?

Okay.

Now the last and major objection when selling expensive stuff is..

“I need to think about it?”

You say: Great! I like to think about really important decisions too..

But can I just ask.. what would you like to think about? So I at least can know what our next conversation can be about?

Let’s face it..

Nobody goes and sits down on a rocking chair and thinks.. “hmmm should I do this or no”

Nope.. they unconsciously know if they’ll say yes.. or No.

So confront that objection by knowing what they want to think about.

Andddddd... There you have it!