OVERCOMING OBJECTIONS Flashcards
Acknowledge
& Isolate*
“I hear you, and I can appreciate that. Let me ask - is that the ONLY thing stopping you from fixing [problem] and getting to [outcome] so you can [reason why]?” NOTE: TIE IT DOWN TWICE! “Okay, so just to make sure we’re 100% on the same page, let’s pretend we’re in a hypothetical world where [objection] wasn’t a factor. If that were the case, you would dive into this with both feet and go for it?”
NOTE: Tie it down TWICE
Feel, Felt, Found
“Okay, thanks - so look I appreciate that you feel that way.
I’ve been doing this for years, and believe me - you’re not the first person who’s felt that way.
But here’s what I’ve found. The fact that you’re having some challenges with [cash flow, wife, etc] is exactly why you need to do this”
That’s
Exactly Why
“Because you’re having some challenges with [money, time, cash flow, etc] right now, aren’t you? And because of that, you’ve told me that you [consequences] and that we only have until [deadline] to figure this out, right? So here’s the thing - when you [outcome], do you think [objection] would still be an issue anymore?” Future-pace getting the outcome, and how the objection would be a non-issue once they get the outcome.
Close The Loop
“Does that make sense? Would it be totally crazy for us to move forward? Great - what’s your billing address?”
Come To Jesus
1/2
“Nick, can I be honest? You’re an amazing [man, mom, entrepreneur, achiever, etc]. And you just got done telling me [describe their pain]. And that’s a tough spot to be in, for you and for your family. But here’s the thing: we have the cure.
I know how to solve that problem because I’ve solved it times.
But now I’m hearing that instead of fighting for your future and your dream, you’re fighting for your limitations. And that just never works.
Come To Jesus
2/2
If you’re going to break free from this, you need to claim your vision, claim your power and let me help you [outcome], because I can’t fight for your dream more than you will. So if you’re serious about [outcome] grab your card and let’s do this so we can [outcome] and change your family’s life.
We can do the split-pay, or the pay-in-full…which works better for you?”
I’m Confused
1/2
“Okay, I’m confused. You just got done telling me that [describe problem], and that we have to get you [outcome] and if we can’t do that by [time frame], you’re going to [describe consequences]. Is that right? I understand all of that, but here’s what’s true: I know I can get you to [outcome], and I know that because I have clients right now who were in WAY worse circumstances that you are now, and today they are [describe their outcome]. And the only difference between them and you is they put their stake in the ground and made the decision to [outcome].
Im Confused
2/2
So if you’re willing to show up and do the work, and ask for help when you need it, what are the chances that you won’t
[outcome]? Slim and none. And if we can help you [small outcome], I can help you [big outcome]. But none of that happens if you’re not willing to step up. Right now - in this moment - you can either fight for your limitations, or fight for your dream. And you’re probably going to get whichever one you fight for. So what’s it going to be? Are you going to fight for your limitations or fight for your dream? Great - which card did you want to put this on?
Time
Objection
1/2
“I want to make sure I’m hearing you right. You’re saying now is not a good time to [outcome]?
When would be a good time to do that? Because if you had done this 8 weeks ago, you would be [paint the dream] right now. And you just told me that we only have [deadline] to fix this or else [consequences]. There’s a saying “the best time to plant a tree was 20 years ago. The second best time is right now”. The faster we get this going, the faster we get you to [outcome].
Time
Objection
2/2
And all the time and energy you’re spending worrying about this now, will be gone - you will never have to worry about this again. This doesn’t take time. It makes time. And it gives you your life back because you don’t have to worry. Does that make sense?
Would it be crazy for us to move forward? Great - what’s your biling address?”
Need To Think About It
1/2
“Can I ask you an honest question? Is this the way you always make decisions? What I’m hearing you say is that you have a way of making decisions that’s gotten you to where you are now, right? But here’s the truth: we’re not trying to get to where you are. We’re trying to [outcome].
And part of getting to [outcome] is making decisions faster, even when you’re a little bit uncomfortable.
Need To Think About It
2/2
But you know what? I believe you made the decision to [outcome] before you even booked this call.
You know you’re serious about [outcome], and I’m serious that I can make [outcome] happen for you. So the only question is are you sick and tired of [problem] and are you ready to solve it to [outcome]?”
Need More Information
“Can I be honest? The real question isn’t more information.
It’s “will this work for me” right?
The problem isn’t a lack of information, it’s a lack of decision making. I’ve done this for clients and counting, and many of them were in MUCH worse shape than you are now. So the real question is of all those people, why would YOU be the one guy who doesn’t get the result? Are you committed? Are you willing to do the work? Are you willing to put your hand up and ask for help when you get stuck? Then the only question is do you want to [outcome]?”
CLIENTS
Financial
Objections
1/2
“Can I ask, is it really just the money? If it’s just the money, can I get on the same side of the table as you and show you how other clients who were in worse shape found a way to make this happen?”
NOTE: Be sure the financial objection is REAL, meaning they
REALLY want this and just don’t physically have the cash. The key is they will be trying to find a way to make it work. If they’re not, it’s not a real financial objection - they just don’t see the value.
Financial
Objections
2/2
Explore financing, borrowing the money, any other ways they could make it happen. If necessary, take a $500 - $1000 deposit to lock in the decisiveness discount.
