Sneaky ways to overcome sales objections

It would be great if our prospective affluent clients didn’t have concerns, objections, or downright skepticism about your services, right mark?

Buuut, they do.

That’s a fact of life.

So we have a couple of options. ??

We can stick our head in the proverbial sand and hope that the issues won’t come up (Good luck with that.)

Or…

We can address them head on. ??

Personally, I’d opt for the latter.

?? ?? If we do this right, when it’s time for the two of you to actually talk, the concerns will have largely gone away.

Which makes for a far more pleasant conversation.

So, what type of objections do you need to be prepared to address?

I’m glad you asked. ??

This list isn’t 100% comprehensive, but at a minimum, here are the big ones.

?? Is this guy knowledgable and competent?

?? Does he have a “one go/all go” solution, or is it customized to my unique needs?

?? Can I count on him doing what he says he’s going to do?

?? Do I understand precisely what his solution entails?

?? Is this the best choice for me compared to my other options?

?? Is the price fair?

?? It’s a safe bet that even if they never articulate these objections out loud, they’re swirling around somewhere in their minds. ??

Which leads us to killing 2 proverbial birds with one stone.

As a member of my community, you know I am a very strong believer that you need to be in consistent and frequent contact with your own community.

The reason for that is frequency and familiarity accelerates trust building.

There is absolutely no point in trying to sell something to the wealthy, until after you have established trust.

And one of the cornerstones of your trust building strategy, is to be highly visible though frequent communication.

Which then raises the question…”OK, that’s all well and good, but what am I going to talk about?”

Which leads us back to addressing objections.

Now, I wouldn’t send out a steady diet of “overcoming objections” messages, but if you sprinkle these among your other communications, the net result is that concerns are alleviated well in advance of you talking about your solutions.

So…how specifically do we do this?

Let’s drill down on the first “objection” and discuss how to address it.

?? Is this guy knowledgable and competent?

Over the years,??I’ve found the best way to handle concerns is to simply grab the proverbial bull by the proverbial horns.

Such as…

“If you’re similar to many of my most successful clients, I’m sure you’re asking yourself…”

and then simply insert the concern.

So, how do your address the “knowledge and competence” issue?

Here’s what I suggest you focus on:

*Years in business

*Success of other clients. This is where testimonials play a big role.

* Special education or certifications you hold.

* Articles you’ve written or books you’ve published. (Although we are a society of viewers, not readers, we give outsized credibility to the person who has written a book about a topic.)

I’ll also say, “If you’re on the fence about whether I can do what I claim-and that’s reasonable concern- I encourage you to read some of my articles, watch some of my videos or check out my newsletter.?

If my approach resonates with you, we should probably take this to the next step. If not, no worries, I’m sure you’ll find a resource that is better aligned with your needs.?

Regardless, I wish you nothing but great success.”

Again, I’d integrate these types of emails into your stay-in-touch sequence.

Want to know how to address the other concerns?

It’s one of the many topics I discuss in great detail in my Whales Not Minnows Video Newsletter. If you’re not already, I encourage you to become a subscriber.

You can do that HERE

Thanks

Mark