Handling Objections Flashcards
Sales Training
Objection Rule #1: Learn to play with resistance
Prospect: Can you prove that it will work for me?
Me: I don’t know.
Prospect: What do you mean you don’t know!
Me: Can you prove that you will follow up the leads I give you?
Me: Another example: Can you prove to me that you will listen, do the lead follow ups and be coachable?
OR
Me: Just by you asking that questions it tells me you are probably not ready for this program.
Objection Rule #1: Learn to play with resistance
Prospect: Cannot sign contract in car on freeway…
Me: Is there any reason I cannot get that contract back today.
Prospect: I get it to you today.
Me: So before I leave the office today I will see the agreement signed in my email box?
Prospect: Yes
Me: It is a short 1 page agreement, I am going to read it to you now to give you a change to ask me any questions while we are on the phone. So all you have to do is sign it once you get back to your office.
** You must get a commitment 2-3 times ****
Me: So we are going to talk on the phone tomorrow at 2pm correct?
Prospect: That is correct.
Me: You are not going to email or call me before our meeting and say you changed your decision, are you?
Me: Nope
You: Because if you are let’s just talk about that right now.
Me: No, I will not.
Me: Okay so we are 100% confirmed for 2pm.
** At the end of conversation you get this response **
Prospect: Let me think about it…
Prospect: let me think about it..
Me: What do you mean think about it?
Prospect: I need to think about it I am not so sure.
Me: mmm… So John why did we get on the call today if you were just going to think about it?
Prospect: Well I did not know it was going to cost this much.
Me: mmm… how much did you think it was going to cost.
Prospect: A thousand.
Me: Really why would you think that?
Prospect: I don’t know that is how much I was willing to spend.
Me: Let’s say that I give you some time to think about it. Now at the start of this call I told you one of 3 things was going to happen today: 1. We were going to do business. 2. We were not gong to do business. Or 3. Which I asked you not to, was tell me you needed to think about it. Now you are not doing that now are you?
Prospect: No I am not.. it’s just too much more for me.
Me: Well, maybe we should just hang up the phone right now if you were not planning on doing this.
Prospect: Do you have a payment plan?
Me: What do you mean by a payment plan?
Prospect: Make it cheaper if I can pay over time.
Me: Okay so let’s just say we have a payment plan. How much are you willing to put down?
Prospect: one thousand..
Me: mmmmm… okay so let’s say I am willing to take your upfront what are you willing to do next?
Prospect: I can pay the rest in 30 days.
Me: I am sorry what did you say? (verbal handshake)
Prospect: I can pay 1k now then rest in 30 days.
Me: mmmmm… you know we are not a credit card company. So how do I know you are going to make those payments.
Prospect: I am committed I do it.
Me: Does not sound like your committed tell me more about that.
OR
Prospects: I need to think about it.
Me: You know Rick anytime I hear someone say that it really means no is that the case here?
Prospect: no no no I really need to think about it.
Me: let me ask you this.. it’s not the money is it?
Prospect: yes yes it is the money..
Me: Tell me what can I do to help.
Prospect: I need to speak with my spouse/ partner
Prospect: I need to speak to my spouse/partner
You: How long have you been married?
Prospect: 3 years.
You: What do you think Marry is going to say when you get off the phone and tell her that you want to invest 3k into this program.
Prospect: She is going to be mad.
You: Yeah she is going to think you are nuts.
Prospect: Exactly.
You: So we know what she is going to say once we get off the phone. Do you think it would be helpful if the 3 of us could get on the phone and talk about it?
Prospect: Yes it could help.
Prospect: It sounds too good to be true. This sounds like a scam.
Prospect: It sounds too good to be true. This sounds like a scam.
You: It really is to good to be true, I am willing to take the time and resources to coach you. Here is the reality, if you listen, have patience and empty that cup of yours and let us fill it up it will not be too good to be true. Then you will be living the life you want… now, that is too good to be true isn’t it?
Prospect: Can you guarantee I will get the results you claim?
Prospect: Can you guarantee I will get the results you claim?
You: What sort of guarantee are you looking for?
Prospect: I want a guarantee that I can get the results you promise.
You: Let’s pretend I did give you a guarantee… what would happened next?
Prospect: I would want to get started today. OR I cannot afford it. (the truth comes out)
Prospect: I don’t have the money.
You: Isn’t that why you should be doing this? I mean how much longer can you go on always not having the money.
You: It’s okay to say no to me. (why is this so powerful? because psychologically when you tell them its okay to say no they do not want to say no.) (You can use this multiple times in a call, for example, If you are not comfortable with the price it’s okay to say no to me)
