Objections

Question 1

What are the 4 reasons we get objections?

Answer 1

1) Logistics (moving $ around, partner, timing)

2) Breakdown in sales process (which of the 9 parts sales process did you miss)

3) Conditioned buyers response (Resistance due to prospects being constantly sold over a lifetime)

4) Unclosable (prospects current condition)

Question 2

What are the “big three’ objections that usually come up?

Answer 2

1) Uncertainty - i.e they are less than 100% certain that a) this is the right thing and b) now is the right time
e.g. think about it, need to do more research, due diligence, sleep / pray on it, it’s too risky, no guarantee, I need to delay by XY time because …

2) Financial - i.e. “financial logistics” where they want to do it, but you (!) need to help them with the logistics (payment plans, credit etc.)
“conditions” where they have not enough credit nor enough cash on hand
e.g.
3) support (Spouse / partner) - need to differentiate btw a) they need to let them know as a courtesy / respect and b) need permission and/or brainstorm with partner if it’s the right decision to make

Question 3

What are the four objection handling fundamentals that need to be respected at all times?

Answer 3

1) always handle “uncertainty-based” objections first

2) Pace-pace-lead (avoiding rebuttal) - do this by clarifying what they “really” mean before handling the objection –> will maintain trust

3) Tonality is key ==> must remain calm, neutral and grounded

4) Reference what they told you earlier on the call (hence the importance of note-taking); use their (!) language to hold them accountable to their HIGHEST self (identity and purpose are powerful behaviour drivers)

Question 4

Pacing 1st objection & tie down certainty

Answer 4

No problem.

For a second, let’s just pretend that money is out of the equation. How do you feel about the process specifically?
Do you feel like ultimately, this process is what you need to get to WI and/or WE?

Question 5

How vs should

Answer 5

So just to be clear… you’re not in a “SHOULD-I-do-this-place” where you are going back & forth on if this is the best next step for you, it sounds like your more in a “HOW-can-I-do-this-place” where you’re 100% certain that this is the shortest and most effective route to WI / WE, it’s just a matter of making it work financially, correct?

Question 6

Isolation

Answer 6

So just to be clear, (OBJECTION) aside, there is nothing that’s keeping you from being less than 100% certain that this is what you need to get to WI and / or WE?

Question 7

3 choices

Answer 7

No problem - can I ask you an honest question?

Any time people feel less than 100% certain that this is the right thing and now is the right time, it’s typically 1 of 3 things.

1) You are not 100% sure the process will work for you?

2) You don’t trust me or us as a company?

3) You know this will work & trust me - it’s just a matter of making it work financially.

Which do you feel like you are at?

Question 8

How to answer if the prospect asks you for payment plans?

Answer 8

So finances and everything aside, there isn’t anything else that’s keeping you from being less than 100% certain that this is what you want to do?

[Prospect response]

So in other words… you’re not in a “Should-I-do-this-place”, it’s more of a “how-can-I-make-it-work” financially?

[Prospect response]

Ok, well look - MOST of my clients do take care of the investment upfront.
…but for certain clients I don’t feel like that’s the best thing for them based on their financial situation. So I allow them to break it up. That being said, since it’s your goal to do this, do you want to explore ways we could potentially break it up to make this work for you?

[Prospect response]

Great - so I don’t actually have any set payment plans… it really is all customized depending on what’s best for the client.

That said, are you comfortable with having an open and honest conversation about exactly where you are at financially right now? And based on that we can figure out if it might be possible for us to make something work now or at the very worst we can create a game plan for you to work towards in the future?

[Prospect response]

Cool, so what exactly do you currently have in your bank account right now?

Ok, cash flow is ultimately the lifeblood. So in a lot of cases, it’s important we protect that. That said, do you have access to credit?

How many cards?
What’s available on each line?
How much is used vs what’s available?