Objection handling Flashcards
What could have been said to address skepticism about lead generation models?
I completely understand your hesitation. A lot of lead generation models fail because of unreliable partners and poor execution. What we do differently is provide access to the top media buyers who already generate high-quality calls at scale for companies like Progressive and Geico. It’s about structuring deals with trusted partners, not hoping a marketing campaign works.
What could have been said to provide clearer proof of success?
Here’s an example: Last month, one of our partners generated $90,000 in profit following this model. I’d love to walk you through how that worked so you can see if this aligns with your goals.
How to handle the ‘I’ve Been Burned Before’ objection more effectively?
I get it—most marketing models don’t deliver. But here’s the difference: you’re not running the ads or trying to sell to businesses yourself. You’re leveraging established connections between proven traffic sources and major buyers. The model only works if both sides are happy.
What could have been said to turn past failures into a selling point?
You’ve already been in marketing and seen what doesn’t work. That actually puts you in a better position than most people starting out. You know the pitfalls, and with the right approach, you can finally make it work without the frustration of doing it all yourself.
What is the Brian Tracy approach for handling objections directly?
Paul, I completely respect that you’ve had bad experiences with lead generation. But let me ask—if you had a way to connect businesses with high-quality calls without having to run ads yourself, would you at least be open to learning more?
What is the Zig Ziglar approach for building rapport and storytelling?
I had a friend who was in your exact position—he’d tried multiple marketing models and was completely burned out. He gave this a shot, and within three months, he had a steady six-figure income. It all comes down to having the right partnerships. Would you be open to learning how that worked for him?
What is the Tom Hopkins approach for trial close and creating urgency?
Paul, if I could show you a way to make this work without running ads yourself, without cold calling, and without the risks you’ve experienced before, would you be open to a quick 15-minute breakdown of the process?
What was lacking in the sales rep’s approach?
The rep lacked strong urgency tactics in explaining the business model.
A specific success story could have made it more compelling.
How can urgency be effectively communicated in sales?
Using a statement like, ‘The longer you wait, the more opportunities you leave on the table. The students who take fast action see results much sooner—some are profitable within 6-12 weeks. Why not take the next step today?’
Example from Brian Tracy’s sales approach.
What was the issue with the cost discussion?
The cost discussion was delayed and vague, mentioning $50K for training and $10-15K for working capital.
A clearer positioning could improve understanding.
How can investment be framed as a no-brainer?
Position it as, ‘This is less than what a single bad investment mistake costs in the financial world. What we offer is a direct path to a proven model that’s already producing seven-figure results for others. Isn’t that a smarter bet than trial and error?’
Inspired by Tom Hopkins.
What objection did Gil have regarding workload?
Gil was unsure if this would be a full-time grind.
A better response could clarify the role.
How should the workload objection be addressed?
Respond with, ‘Think of this like a hedge fund—your role is to orchestrate the deals, not run every aspect. With the right structure, you’ll be spending time on high-value negotiations, not daily operations.’
Inspired by Zig Ziglar.
What is a stronger closing statement than ‘Let’s book a call’?
A more assertive close would be, ‘You’re clearly a smart guy who understands leverage. You’ve already said your consulting business is under-monetized. Why not take a calculated step forward? Let’s confirm your call time now so you can get your specific questions answered by Brandon himself.’
What should Speaker 2 have done to close the next step more firmly?
Speaker 2 should have locked in the follow-up call immediately instead of just sending over materials.
Tom Hopkins approach: “John, if this makes sense and you like what you see in the deck, let’s set that call now so we don’t have to chase each other down.”
How could Speaker 2 create a stronger emotional tie to John’s future goals?
Speaker 2 could have tapped into John’s desire for more free time and less workload instead of only selling money-making potential.
Brian Tracy approach: “John, imagine in 12 months having a system where leads are flowing and you’re not chasing deals all day. What would that mean for you?”
What approach could be used to overcome the high-ticket price objection?
A strong cost-benefit framing could reinforce the value of the $50K price tag.
Zig Ziglar approach: “John, you already invest in leads. What if I told you that within six months, you could be making what you invest in leads back 10x?”
What should be addressed more proactively regarding startup costs?
A direct response outlining expected startup costs ($60K-$65K recommended) would build trust.
Instead of letting him assume the financial burden, emphasizing alternative funding strategies or partnerships might have been helpful.
How can AI be positioned as a competitive advantage?
Highlighting how AI improves efficiency, compliance, and scaling could have made a stronger case.
Example: “One of the biggest game-changers in this industry is AI-powered compliance and call tracking. Instead of hiring large teams, technology like CallComply automates quality assurance and ensures your operation runs smoothly with minimal overhead.”
How can a prospect’s strengths be leveraged in discussions?
Aligning the offer with the prospect’s background could increase engagement.
Example: “Sam, given your background in financial services, you’re already ahead of the curve. Many of our top performers come from similar backgrounds because they understand market cycles and risk management. We can help you translate that expertise into a high-growth client arbitrage business.”
What is a stronger call to action for securing next steps?
A stronger close would include specific follow-up dates or outlining a launch plan.
Example: “Would you be available on [specific date] for a follow-up call with Brandon to discuss your next steps?” or “If you’re serious about this, I’d love to help you outline a step-by-step launch plan today.”
Addressing Concerns More Proactively
Sam had concerns about capital requirements beyond the course fee. A more direct response outlining expected startup costs ($60K-$65K recommended) would build trust.
Instead of letting him assume the financial burden, emphasizing alternative funding strategies or partnerships might have been helpful.
Script Example (Brian Tracy’s approach - Overcoming Objections)
“Sam, I completely understand that startup capital is an important consideration. Many of our most successful members started lean and reinvested as they scaled. Have you explored leveraging existing business relationships or investors to offset initial costs?”
Emphasizing AI’s Role in Scaling
AI was briefly mentioned but not positioned as a competitive advantage.
Highlighting how AI improves efficiency, compliance, and scaling could have made a stronger case.
Script Example (Tom Hopkins - Selling on Benefits)
“One of the biggest game-changers in this industry is AI-powered compliance and call tracking. Instead of hiring large teams, technology like CallComply automates quality assurance and ensures your operation runs smoothly with minimal overhead.”
Leveraging Prospect’s Strengths
Sam has significant experience in financial services. Aligning the offer with his background could have increased engagement.
Script Example (Zig Ziglar - Personalization)
“Sam, given your background in financial services, you’re already ahead of the curve. Many of our top performers come from similar backgrounds because they understand market cycles and risk management. We can help you translate that expertise into a high-growth client arbitrage business.”
