PROVEN CLOSER

Handling Objections
Learn the exact script parts. Slow down the pace. Lower the tone of my voice.
We can eliminate many objections before they occur with our Discovery questions.
Almost always the same ones, like all prospects went to the same objection school. It not personal, my only job is to find the truth:

1. put the objection back on them in as few as words as possible to
2. have them immediately justify what they just said (as they are the only one who can justify it).

Never engage in questions early – When prospect asks question early put it back on them with “Great question, we will get to that. Now bring it back to what you said about x, tell me why….

Pov : by the time you’re presenting the offer, they’ve already decided
you’re just confirming what they knew 10 minutes ago

Objections means you messed up the first 5 minutes. Here are the most common objections and how to handle them:

 

• I need to speak to wife/partner
• It’s not the right time
• It’s a lot of money – too expensive
• What if it doesn’t work for me
• Can I talk to your clients
• Send me a proposal -email
• I’m Nervous-scared
• I need time to think about it

 

HANDLING OBJECTIONS

 

If you want to do something you don’t need to think about it.

 

Don’t be afraid to call them out if the situation requires it

To be blunt NAME, when someone on these kinds of calls tells me they need to think about it it’s usually one of three things:

1. there not interested and they want to save my feelings
2. there’s an issue with the service
3. there’s an issue with the investment

Are any of these things true for you?

 

Cost: Compared to what?

I don’t understand how the service works:

Find the real problem and show them the solution.

 

 

I will think about it: use The 3 Part

 

“I just wanted to get more information” – what was it you saw that made you think we could help?

_________________________________

 

I need to think about it

Typically, when people say they need to think about it, it’s 1 of 3 things They don’t want to hurt my feelings by saying no; There’s a problem with the investment, or There’s a problem with the program itself.   Are any of these the case here?

_________________________________

 

I need to speak to my wife/business partner (Ideally you want to handle this objection earlier by asking questions like who else is on this journey with you etc) Alright, no problem. Just to make sure – you’re 100%? So, there’s nothing about the program or the investment that would keep you from moving forward if your wife was with us right now and gave you the green light?

 

I understand you need to talk to your wife, what if she says no?

If he says he would do it anyway you can say:

Well let’s go ahead and do this, you did say earlier she would be on board  If he says he wouldn’t do it you can say You did say earlier your Wife wanted this for you, do you really think she would oppose you making these changes

 

Wife: Do you think your wife would say no to trying to better your situation?

_________________________________

 

It’s not the right time 

You say it’s not the right time, could you tell me more about that?  [Let them respond]  Typically with programs like this, and in anything you do, there never really is a right time. And if you put this off (use fear of missing out) what do you think will be the turning point that makes you comfortable?

_________________________________

 

It’s a lot of money / it’s too expensive 

You said it’s expensive… expensive compared to what?

Get them to justify what they just said

You should never justify to them

 

Are finances an issue here? Tell me Name, are you saying the investment is too much for you or, are you saying the investment isn’t worth it?

 

_________________________________

 

What if it doesn’t work for me?

Okay, I appreciate the concern… So what you’re saying is despite our X case studies and testimonials from happy clients, and our Y% client success rate, you’re worried you’d be the unlucky one it doesn’t work for?

_________________________________

 

Can I talk to one of your clients?

Hmm, is there a specific reason why you ask that?

Next inform them that you are on X amount of calls a day, and for them to imagine in 6 months once they have X result getting 8 calls a day from you and how annoying that is

_________________________________

 

Can you send me a proposal/Email?

Typically, when people say they would like a proposal/email, it’s one of three things.  They don’t want to hurt my feelings by saying no There’s a problem with the investment Or there is a problem with the program itself?

_________________________________

 

I’m too nervous/scared

Okay, so you know this is the right thing for you, it’s just nerves holding you back right now? I’d honestly be a bit concerned if you weren’t at least a bit nervous. It means you know this matters and will make a difference in your life.

_________________________________

 

I need time to think about it.

Well, it doesn’t take time to make a decision it takes information. The problem is we think the longer we wait the more information we’ll have. But I’m the only source of information you have. So, in order to make your decision I’m right here with you, right now. And I can help you. What are main concerns?

 

Is it just nerves?

Earlier you seems certain this was for you. Is that not true now?

 

To be blunt NAME, when someone on these kinds of calls tells me they need to think about it it’s usually one of three things:

1. there not interested and they want to save my feelings
2. there’s an issue with the service
3. there’s an issue with the investment

Are any of these true for you right now?

 

It is ok to say you’re not interested.

 

I’m looking to work with people who are looking for a really good opportunity?

And in not getting that from you right now NAME, do you see what I’m saying?

So, it is ok to say you’re not interested.

_________________________________