Overcoming Objections

Question 1

What to say 💬 if they say they Want the Elite Diamond 💎package 📦

Answer 1

That sounds 👂 great, you’re making a great decision 🤔💭,

(get the credit card)💳

Question 2

If they want the Diamond 💎 Package 📦 but they can only afford the Gold 👑 or Silver 🍴 package and they want to wait 🤔 until they can afford 💲 the Diamond.💎

Answer 2

That’s awesome 👍 that you want the Diamond 💎 package 📦 those bonuses 🍖 really do give you a head start. 🏃
So if I hear 👂 you correctly you really want our Elite Diamond 💎 Package 📦, but don’t feel like you can afford it today? 💔💲
What bonus 🍖 in the Elite Diamond 💎 package 📦 did you really want 🙏 that wasn’t a part Advanced Gold 👑 ?

Wait till they respond.😴😴😴😴

Okay, let me ask 🙋 you this,
and I’d have to get approval 👌 first, 
but if I could get you that bonus 🍖 added in to to the Gold 👑 package 📦  
and still keep the price 💲 the same,👯 
would you want to move forward ⏩ today?

IF THEY SAY YES 👌 👌👌👌

Ask them to hold so I can ask if we can do that
put them on mute and ask
Unmute and congratulate 👍 them and get the
card details 💳

Question 3

How to close 🚪 them using the FAST 🎿 ACTION 🏂BONUS 🍖 /SET UP FEE

Answer 3

So I need to let you know ‼‼‼ in advance that all the packages have a $1,000 setup fee
This covers administration ……………Facebook group set up ……………and the support you get in the Facebook group.
You may have seen in the videos 📼📼📼 James and Jason talk about a scholarship.📜
James and Jason really want to motivate 💲💲💲 people to take action, 🎥
because action 🎥 takers are the people that do very well in this program. 💲
So what they’ve put together is a special FAST 🎿 ACTION 🏂 scholarship. 📜
So if you decide to get started ⏩ with us WHILE WE’RE ON THE CALL 📞 TODAY,
they’ve given me permission to not only wave 👋 that $1,000 setup fee,
but I can also give you an additional $1,000 off the cost 💲 of the program.
So if you start TODAY,📅
it’s $2,000 off 📴 the PROGRAM PRICE 💲

(and then when you’re saying the prices say
SO THIS IS THE PRICE AFTER THE SCHOLARSHIP HAS BEEN APPLIED…..
THE PRICE IS……………..

Question 4

If someone wants the price 💲 straight away ‼

Answer 4

politely tell them
I’ll certainly go through the pricing 💲 option at the end 🔚 of the call…📞
but first …..‼
we need to find out if this program is right 👍 for you and also if you are right 👍 for the program.

So Brian, tell me what you think your biggest motivation was for taking the time out of your day and scheduling this call with me?

Question 5

What do you do if you don’t get a SERIOUS 🗿 DEEP answer.🙋

Answer 5

You need to keep peeling 🍌 that onion! 🧅
Do not continue until the prospect is honest 😇 with you.
Once we have honesty 😇 then we need to dig ⛏️ deeper by asking 🙋 open-ended questions.❓

Question 6

If someone says they …. Don’t 🙅 Have The Time 🕙 Right Now ‼
option 1

Answer 6

Yeah I know 🧠 the feeling,
I’ve been there as well
I’d just like to remind you 💭 about some of the things you told me 🗣️ today.
BRING UP THEIR PAIN 🤕
(You can’t spend time with the family/You aren’t making enough money/You aren’t in control of your marketing/You are missing out on your kids’ lives.)

I believe I can give you some real solutions 💡 to solving those problems, and help you create the change you want in your life and business. So do you still want to create 🎨 that change? 💰

Question 7

Trial 👨‍⚖️ Close 🚪 1

Answer 7

Okay Brian, so based on what we’ve discussed, why do you feel you would be a good fit 💪🏼 for this program?

Question 8

Trial 👨‍⚖️ Close 🚪 2

Answer 8

Before I move forward, ⏩
and I’ll get to the financial 💲 investment here in a moment. I just want to know 💡 if you have any other questions ❓ or concerns that I haven’t covered after hearing 👂 about what is available,
the benefits package 📦 you’ll receive, and how this is going to get you closer to realizing your goals? 🥅

Question 9

Trial 👨‍⚖️ Close 🚪 3

Answer 9

Okay, so you are clear and comfortable with everything thus far? Any questions about how everything works?

Question 10

Trial 👨‍⚖️ Close 🚪 4

Answer 10

Brian, other than money is there any other reason that it wouldn’t make sense to go ahead and get started today?

Question 11

Trial 👨‍⚖️ Close 🚪 5

Answer 11

Okay, so, if the money investment makes sense. We can get you set up and reaching your goals right away?

Question 12

What is the Closing 🚪 Question ❓

Answer 12

Now out of the three packages I’ve laid out, which one would you like to get started with?

Don’t speak after asking a closing question. People need time to process, and time to make a decision. Even if there is silence for an uncomfortable amount of time: DO NOT SPEAK!

If the customer says wants the “Elite Diamond Package”. Respond with: That sounds great, you are making a great decision and move towards getting the credit card.

Question 13

What do you do if you get a yes 🙏 from a client?

Answer 13

If you get a yes from the client, it is important to congratulate them on their decision
Ask for a form of payment:
We take Visa, Mastercard, AMEX, and Discover
and we can take up to 5 cards to spread out the total, which card or cards will you be using today?

Question 14

If they ask 🙋 what is the cost? 💲

Answer 14

I’m going to get into the options we have here in a moment,
but I want to just make sure you and I are in agreement that what you are doing right now isn’t working at the level you want,
and you would like to hear about the features of this program to determine if it can help you.
Do I have that right?

Question 15

Wow 😱 That’s a Lot More 💲 Than I Expected

Answer 15

Don’t say a word.
This isn’t a real objection.
Rather it is just a complaint about wanting something they can afford but are nervous about committing to. LET THEM THINK!

Question 16

I can’t afford that.😫💲

Answer 16

Thanks for letting me know that.
I understand you don’t believe you have the money to move forward with any of our packages today.
Let me ask you this.
If you did have the money, which package would you get?
Perfect, so other than money is there any other reason you wouldn’t get that package?
Okay, so if I can help you find a way ………………
so that you can afford the course…..
can we move forward today?

Question 17

I don’t 🙅 have that amount of Money….💲

Answer 17

Now let me reassure you that most of the people who have joined this program have been exactly where you are right now.
They’ve not had enough money in the bank,
they’re working 50 plus hours a week and missing out on important family events,
and their lives are simply passing them by.

And we have found ways to strategically work with them because they want to change now!

I have a question for you. Are you really ready to be like the 20% of those how have taken that leap of faith in themselves to take control of their lives,
or do you want to be like 80% who keep hoping something changes?

Question 18

It’s just the money

Answer 18

I hear what you are saying, and I want to let you know that the last person who purchased this program from me said the exact same thing.
Let me ask you this: did you get on a call with me today because you wanted to save money
or because you wanted to achieve results?

So getting results is exactly what this program will do for you.
If you don’t do this,
what else are you planning on doing to solve the current problems you have?

It sounds like you see the value in the program, but just can’t see how to pay for it today, is that correct?

Assuming that I could make sense of the money and how this fits in your budget could we finalize everything today?

Question 19

It’s too much money.

Answer 19

Agree: I hear what you are saying and I understand that you think it is too much money.
Let me ask you this.
Is the money the only concern you have?
Is there anything else keeping you from moving forward today?

If they say yes…..You might have to dig deeper:
When you say that what do you mean?

If No.
Okay, so assuming I can help make sense of the money for you
we can move forward today?

Question 20

I DON’T HAVE THE MONEY

Answer 20

What I hear you saying is that money is a real problem for you right now.

Thank you for being so honest. It takes a hell of a lot of courage to admit that so thank you!
Being scared to spend money on a business is a horrible place to be in - I know exactly what it’s like I’ve been there…
How long has this been a problem for you?

It shouldn’t be a big deal should it?
You should be in a position where you can afford to do this
but instead, you have to look at you budget to see if you can afford it
How bad does it feel to be in a position like that?
How would it feel to be able to go
“let’s fly to Hawaii, Or let’s spend money to fix up our kitchen?
It’s a lot nicer to make choices like these.

If that’s the position you’re in - I can work with you because I believe money is like oxygen.
You breathe out and make some sales.
and breath in and pay bills, etc.
And you can’t stop or you’ll die…

So I know that your phone is connected so you have some money
and I know that you do have money now or it’s coming later.
I know if you had an urgent medical emergency that would cost you $15,000 you’d do what you’d have to do - wouldn’t you?
Of course, you would.

Close:
So here’s my challenge to you. If you had the money in your bank account or on your credit card right now would you do it?

Question 21

SEND ME AN EMAIL/I NEED MORE INFORMATION/I’M JUST AFTER SOME INFORMATION

Answer 21

Sure look,
so you want me to send you an email about what we’ve been talking about.

I’m glad you’re interested!
Awesome!
So what do you need to know?
What would you like me to send you because there are so many different things I could send you

, what I know is that at this point in the conversation we have gone all the way through what you’re going through
and all the ways that I can help you _ (use specifics)___,
so at this point I know there is a problem because you’re not throwing your credit card at me.

So if you don’t mind, could you tell me what that is? Because I can either solve it …..or not.
And if I can’t solve it, that’s fine,
and if I can solve if for you now that’d be awesome
because 9 out of 10 people who want more information
want to get off the phone because they’re uncomfortable.
I’m fairly vigorous in weeding it out because I’m a psychopathic optimist.
If I send you an email ………knowing you’re interested, I’m going to keep emailing texting and calling you.

Trial Close:
So would you like me to send you an email OR would you like to make a decision that’s going to change your life for the better?

Hard Close
Awesome. So would you prefer to use VISA or MASTERCARD?

Question 22

I THINK WE’RE DOING OK Doing what we’re doing at the moment

Answer 22

Ok cool.
So what I hear you saying is that things are going ok for you and you’re getting some good results so far is that right?

Awesome.
So tell me…what do good results look like to you?
Can I ask, how much money you’re currently earning? THEY ANSWER
Nice -
Well, How much would you need to be earning to get you from “ok” to “AWESOME”?

So can you see that the income you’re currently getting has been okay but you’re not actually solving your biggest problem right now which is ________.
Unfortunately, most people continue to do the same old, same old because that’s what they’ve always done
or they’re afraid of upsetting people -
which typically results in a “for lease” sign and financial stress. Brands such as Darrel Lea and Wow Sight and Sound all had marketing people - but it’s the actual results which speak louder than the job description or relationships involved - would you agree?
Trial Close
So would you like to continue getting “ok” results or would you like to start saying you’re getting “amazing” results?
Hard Close
So would you like to use VISA or MASTERCARD?

Question 23

Have no money

Answer 23

Let me reassure you that most of the people who have joined this program have been exactly where you are right now.
They’ve not had enough money in the bank, they’re working 50 plus hours a week
and missing out on important family events,
and their lives are simply passing them by.
And we have found ways to strategically work with them because they want change now!
I have a question for you. Are you really ready to be like the 20% of those who have taken that leap of faith in themselves to take control of their lives,
or do you want to be like 80% who keep hoping something changes?

Question 24

I need to look int this more or think about it

Answer 24

You’ve seen the videos …
you’ve talked to me….
Have I answered all of your questions today?
what else do you need to know?