PART 1: Selling Using A Proven Script
How great would it be to be able to handle any and every objection that comes your way. Even to the point where you’re able to close even high ticket premium sales with ease.
The main problem people have when it comes to handling objections is they just don’t know what an objection is. Then after that they don’t have a system that works and converts those fence sitters to people that want to by your products and services.
Well in this blog and free training I will break down the exact system we use to close not only small and mid ticket sales, but this process and system enables us to close high ticket sales without coming across pushy and sleazy to our prospects. If you’d like to take it deeper I’ve put together a comprehensive workbook “The Objection Smashing formula” you can download here.
“If you can’t close, you can’t sell!!” – John Kanary
Fancy skipping the reading and want to watch the video instead? [Click Here]
When I first heard my mentor say this it resonated with me to the point I became obsessed with not only learning from him but studying all the top sales professionals on the et and breaking down each of there sales strategies to bring it into my own business.
So what you’re getting in this blog and training is not something I have just created and dreamt up, but you are getting the best of the bests ideas and strategies rolled into one so you can go out and finally get past any objection that comes your way.
What is an objection…?
Most people do not even know what an objection is, most receive objections and either start to argue with the prospects due to running out of intelligent things to say or even worse, they let the prospect off the hook and allow them to leave the sale without attempting to handle them.
An objection is usually a knee jerk reaction from prospects. They give them when they haven’t been given enough value in order for them to move forward and act on the suggestions we make.
In my PDF “The Objection smashing formula” I break down this in more detail and even share the 5 main categories of objections… YES you heard me there’s only five categories!! You can download that here if you really want to take this deeper.
When we understand though that all the objection means is that we haven’t given enough value, we can then take the opportunity to fix that issue and take responsibility and help the prospect get past any limiting beliefs that are keeping them from stepping up and out to where we know they should be.
You see if you don’t attempt to handle an objection and you truly believe in your product, service or opportunity. You’re doing a massive disservice not handling the objection!! But the last thing you want to d
o is upset the prospect and do it in a pushy way that breaks all the rapport you’ve built up to this point.
So here’s the simple system to handling objections that 95% of professionals in your industry do not know…
1. Always here the prospect out.
As the saying goes,we were born with two ears and one mouth for a reason.
We should listen to what the prospect is saying. It may have clues as to why they are giving that objection. Within the objection smashing formula one of the categories of objections are known as “REAL” objections. Not every objection we get is the prospect lying and trying to get away from the sale.
Just listening will enable us to know exactly where to go from there but as I said it’s a system. All we need to do is follow the steps.
>>>Optional>>> Use a reflective Question.
This is a very powerful strategy and if used correctly can uncover the “REAL” objections prospects may have.
It’s as simple as repeating back what the prospect has said to you but frame it as a question. Just by doing this the prospect will Ella rotate on exactly what they mean for example…
Prospect: “That’s a lot of money”
You: “That’s a lot of money?”
Prospect: “Yes money is tight now but I’ll be able to purchase at the end of the month”
See, just reflecting back what the prospect has said to you can uncover what the prospects actually means rather than assuming. This is just one example, I share more in “The Objection Smashing Formula”.
2. Agree with and Acknowledge the objection.
Now I know what you’re thinking. Why would I agree with the prospect if I’m trying to handle the objection?
Well we are not agreeing with the objection to leave it there. We are agreeing to keep the rapport with the prospect. One of the biggest mistakes people make is tensing up and disagreeing with the prospect.
We must acknowledge the prospects perspective of the situation. You see everyone sees the world through there own eyes and when we acknowledge the prospects perspective we deepen our relationship with them.
At this point we now must question the objection. This is powerful as we must get the prospect to question there perspective or see if there’s still a level of agreement with the presentation.
Prospect: “times are tough right now, I don’t know if I can commit.”
You: “Hey, I understand. After speaking to you and hearing what you’ve been through I can see why you feel it must be hard. Can I ask you though… Does this idea make sense? Can you see how it can help?”
Prospects: “Yes it does.”
You: “Exactly!! I know times are hard and things can seem really difficult to overcome right now however…..
That example above is an example of how this should pan out. Never argue or disagree with the prospects reality. That would be suicide when you’ve worked so hard to get the sale to this point.
This is where you pack on even more value as to why the prospect should reconsider there objection and make a decision to accept your proposal now.
You’ve handled and answered any questions, maintained rapport and now it’s about re-establishing the need to take you up on your suggestion but the main goal here is to confidently ask for the order.
After you’ve represented your offer it is crucial you use a trial close to see where the prospects is at. Something a simple as “how does that sound?” Or “sound fair enough?” Can be the difference between closing a sale and continuing to go round in circles with a prospect.
Most people are so afraid to just ask for the order, we must understand where there is no close nobody wins. Not you, not the prospect because if you truly believed your product and service could help change someone’s situation then you must be willing to close people. The trial close enables you to do this by checking if the prospect is in agreement with you and is ready to proceed forward.
You: Believe me, if you even get half the results most people get when they join our program. You’ll be very very impressed. Sound fair enough?”
What’s next for you….?
Well if it was as easy as you reading a blog and becoming a hard core closer then that would be great wouldn’t it… but becoming great at sales is about drilling and consuming as much information about this essential skill as possible.
If you want to become a master closer make sure you watch the video that accompanies this article on this page but most of all download and start studying the free resource I’ve put together for you “The Objection Smashing Formula” this is a concise guide that I know will help you close more sales and smash through any objection in your business.
The best thing about this is we asked our audience, People like you what their toughest objections were and we’ve collated them and I did an interview with a word for word breakdown of how I would go around handling them. This is available with the objection smashing formula so feel free to swipe that and use and abuse those techniques.
PART 2: Handling Objections Like A Pro
Rob will really complement and show exactly how you can use this formula with nine different techniques. We’ve only got time to go into three today, off here, but below, you can get a copy of these nine powerful closing techniques, which you absolutely need. It’ll help them close any high-ticket sale, whether that be a hundred dollars, all the way up to ten thousand dollars, very easily and smoothly. Make sure you get this, it’s a very valuable piece of content.
What we’re going to do, we’re going to take three of them today, and really dissect the psychology and why this formula is so powerful for you to stay in the sale. What do you reckon, Rob?
Yeah, I think it’s going to be awesome. I mean, with myself, I’ve got a long history of being in the sales industry. I first started out in life insurance industry way back when, I don’t want to even give away my age, in the eighties, the late eighties.These principles and strategies that Phil is going to talk about have been timeless. They haven’t really changed. If you master this art of handling an objection, and knowing how to really close firmly and professionally, then you’re going to write your own wage ticket.You’re going to write your own sales ticket. It’s going to be better than the lottery, because you know what? The lottery’s a one million to fourteen chance. When you know how to close properly, it’s near enough a one in one, once you’ve obviously established the right kind of leads.
You’ll close anybody that is closeable, straight up. This is why we’ve put this free resource together, to give you an idea of how to get over these nine common objections. Also, alongside that, you’ll get the Objection Smashing Formula, which breaks down the five major categories of objections, it really goes into these and it will really break it down.
What we’re going to do right now, we’re going to go into three of these objections, and we’re going to break it down, exactly how you can use this strategy and get through. Where are we starting, Rob? What we got here first?
All right. This is a very common one, from when you’re either selling cars, photocopiers, anything else. People always go up to you and say, “Rob, this is too expensive.” In your case, “Hey, Phil, that’s too expensive.”
Guys, first and foremost, remember, you’ve presented. You’ve established the need. They was agreeing with you every step of the way, but the knee-jerk reaction, because most people live in that poverty consciousness.
That didn’t come from Rob’s conscious mind, that come from deep within. It’s just a knee-jerk reaction, “It’s too expensive.” I know I haven’t provided enough value to Rob right now. Haven’t provided enough value, so again, we’re going to follow it. I’m going to hear him out. I’m not going to go, “What do you mean?” I’m not going to do that. I’m not going to start arguing with him. Again, on this free resource, we break it down word for word for you.
Again, optional. Ask “It’s too expensive?” I can use that. Rob might elaborate on that, but in this instance, let’s say that Rob doesn’t elaborate. It’s just knee-jerk reaction, “It’s too expensive.” Agree and acknowledge.
I totally respect that. I’ve been in the situation where I’ve seen the price and my head has totally exploded. Yeah, I’m acknowledging, I’m agreeing. I’m seeing it from Rob’s perspective, from the prospect’s perspective. It’s water and water. I’m doing that, as you can see, Rob is nodding with me. I’m there, not going, What do you mean, it’s expensive?”, and breaking rapport. I’m agreeing and acknowledging.
Then I’m going to move on to my presentation. I’m going to go back, re-present, and go in for the close again. What I need to acknowledge is, and what I need to look at now is, when you’re seeing things that are too expensive, is that because of a belief that we have about money? I’ve got a question for you. How long has it been, have you been in this situation when you haven’t been able to purchase something because of the price? Is that the way that you want to live? If it is, that’s totally okay, and that means that you’re going to be exactly where you are, held back in that situation. If that’s not okay, then you’ll have to move forward.
I’ve got to ask you a question. If we could find a way to get around this, so that you can start to see the price of things, so you can move forward through them, without seeing them as an objection. Is that a reality that you’d want to be in, Rob?
For sure. Definitely.
Got him to agree. I’ll just ask for the order now, guys. I’ll just go, “Okay, cool. Let’s do this. Let’s break through your budget, and let’s get you the call, because you agreed that you wanted it.” I’ll ask for the order. I’ll stay in the sale. A lot of people will see this, go, “I can’t do that,” but you have to do this, because it’s the belief in your product, in your service, to get them to see that their unconscious decision is holding them back. What do you think, Rob?
No, absolutely. You know, there could be a couple of things with the whole price issue, depending on what you’re going to sell them. Obviously, if it was a car … if I was buying a car and price was an issue, Phil probably could have closed on the price in a different way. He may have been able to offer some optional terms where they may be no money down, and you’ve got three months of reprieve or six months before you have to make that initial down payment, so it really just depends on the type of close.
That scenario there, I think the way that we were discussing that kind of scenario and the flow of that would be, like if I was in a coaching arena, and I was thinking about maybe joining a coaching program that you’re doing, that would be an ideal.
You know, perfect way of knocking out my objection, getting through those barriers, and getting me to commit to the next part of the sale.
Hundred percent. Because remember, when you’re selling something that can get them to the next level, you have to show them that where they’re at right now is the reason why they’re where they’re at right now. After showing that, if that’s okay, if you want to stay where you’re at, stay there, but if we could find a way to get past that and get through that, is that a reality that you would like to live in?
That is the tied end of the close, there. There’s just that subtle, where it’s back to me to take responsibility. If I could offer you a solution, if I could find you a way, if there was another option, would that be presented?
There we go.
That key word of “if” is that little transition. Very subtle. Doesn’t have to be in your face and personal. “If I could,” with a smile.
The price is a big thing. You’ve got that below, you can get that. That’s one of the nine. What else have we got right now, Rob?
Okay, which is very common, when you get to that point of closing. “I want to think about it.” People always say, “I want to think about it,” but the truth is, they already thought about it, or they wouldn’t be in the presentation.
Exactly. Again, guys, you’re going to follow the exact process. You’re going to hear them out, you may even use the reflective question, but just to show you exactly what’s in this that you can get below. Again, I totally agree. A lot of people have to go away and really consider their options. I’m agreeing, I’m acknowledging, I’m letting him know that that’s totally okay. Here’s the trick, guys. Here’s when I’m going back into the re-presentation and answering and dispelling any objections he has.
Here’s the thing. For this instant, like when I say, “black cat,” there’s not a black cat around that I can see, but instantly you think of a black cat, so to say you have to think about it shows to me that I haven’t provided you enough value. What are the reasons why you’re here, and you feel like you need to think about it? Is it me? Is it the price? Is it the company? Please let me know. Because if we can establish that right now, I’m sure that we can find a reason why you have to make this decision today. How does that sound?
Sounds very good. That, again, is key. Basically, what you’re going through is like a checklist of every possible thing that I may be thinking about, and knocking them out, because then I have to say, “No, it’s not. No, it’s not.” What you’re doing, then, is you’re taking each objection out.
Is it the price? No. Well, I’ve sensed that it might be the price, because the killer thing with objections is, normally there’s always a silent objection. You’ve got to uncover that, and that’s what Phil demonstrated perfectly there by saying “Is it?” It’s what I call the “Is it?” routine, so you’re going through the possible thoughts and taking them out one by one by one until you get down to that final thing that might be bugging me, or preventing me from making that purchase.
Will the real objection please stand up?
I’m not going to say that to Rob, but through my tonal patterns, through the way I re-present, I’m basically ticking it off and making sure that he gives me a real reason, so I can handle that, re-present, and get a decision right now. Most of the time, when people go away and think about it, they don’t think about it, and you just lose the sale. It fizzles out. We need to get the decision-making process done right now. What else have we got, Rob?
Okay. This is a real good one. What if it doesn’t work for me? I don’t know, I could be thinking of joining a network marketing kind of organization, somebody’s done a presentation, I think, it’s not going to work for me, I’ll go back to my day job. That’s my thinking. Maybe I’m in a conference, [inaudible [00:28:07]. I don’t think it’s going to work for me, Phil.
Yeah. Again, guys, we’re going back to the formula. We’re going to make sure we hear them out. It’s their reality that is real right now, and you have to agree with their perspective. Again, I totally hear that, Rob, I really do hear that. I think sometimes, the knee-jerk response is, what if it doesn’t work? Most people are conditioned to think about the negative before they think about the positive.
Here, I’ve got this. I’ve been there many times before, where I’ve thought, what if this doesn’t work for me? What if I can’t get there? What I’m going to say, Rob, is what if it does work? What differences would your life have if this did happen for you? What if you had me next to you, and we knew that this strategy worked? Let me know how that felt for you.
See, what Phil’s done there is, it’s almost future-facing, because he’s turned it on its head. What if it didn’t work for you? Because the reality is, I don’t know if it is going to work for me, but the potential is, he’s going to have a testimonial, probably even brought in a testimonial or two, or a few case studies that back up his system works perfectly, it works for anybody that puts the work in. The real routine one, for this, I think, does it work for me, is that they may have some real deep-seated … their own fears. It’s not like the company doesn’t work. The company’s got a track record, the product’s got a track record. It’s really that person, I believe, when you’re having that, what if it doesn’t work for me? It’s you.
The powerful thing is, and what I ask in that question, what if it does work for you? He’s going to be like … well, life will be great, life will be this. I need to get him thinking about what is the possibility, and at that point, I’m going to be like, “Exactly, and believe me, if this program even work half as well –”
“–as it does for most of the people that we work with, Rob, you’ll be very, very impressed.” Sound fair enough?
Sounds very fair enough to me, Phil.
Right. If you just sign right here … It’s as simple as that, guys. I think that’s all we’ve got right now. We’ve got them three core ones. But we’ve got nine. Nine on here, guys, that we’ve put together for you. Just below, you want to get this document. Nine different closing strategies from the most common objections that a lot of people in your situation are dealing with. Also, alongside with that, you’ll get the PDF with the Objection Smashing Formula —
Which goes through this in much more detail, and the five major categories of objections. How to deal with them, word for word, so you can take that into your profession and make it happen. What difference would that make for them, Rob?
It’s going to make a humongous difference, because I don’t know what your commission checks are, or what you earn, but just think about it. Once you can overcome these nine objections and some of these other five common denominators of objections, where these families are born out of, once you can master that, as I said, you’re going to be able to write your own ticket. If you’re on thirty grand this year, you might be able to double that, triple that, be the top producer in your organization, in your company, because all it is, is a learning thing. How quickly do you want to learn these strategies to make a difference in your life?
I very much appreciate you reading this article. It would be great to get your feedback and questions in the comments below.
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