Selling w/Objections (Non-NEPQ) Flashcards
*O Time (Macro) “Now isn’t a good time”
Busy is best time > You’re gonna be busy again. Want this to last right? > Get support when you need it most
*O Time (Micro) “I’m too busy”
- I used to say the same thing but…
- Do you think someone is doing the same with less?
If they can why can’t you. - Everyone has the same 24hrs, it’s about how you allocate them.
- Let’s cut 90% of the stuff that isn’t working.
*O Time (When/Then) “When I have more time I’ll do it”
When I have more time… When I have more money… Then I’ll do x.
*O Value (Why a lot is good) “Is this a lot of money for you?”
No - Then buy
Yes - That’s the exact reason it’s gonna work. it shows your serious, willing to only invest in what truly matters, therefore you’ll make it work. You won’t squander it.
*O Value (Why it’s not a lot)
If all this did was… Would it be worth it? > Then it’s a belief, and what point would it be more unreasonable to believe than not believe? > Compared to… it’s not a lot is it?
*O Value (What’s money good for anyways)
This money is gonna get spent either way…12 months from now… > You’re buying the lessons from this program either way… > What’s money good for anyways? > Best case/Worst case, both options risk free, only one gets you too your goal.
*O Value (Why you don’t need money)
You know what…and you have in common? Both started at… > You have the ability to be resourceful…unexpected bill, life-saving surgery. > Resourcefulness not resources.
*O Fit (New identity, new priorities)
Vote with our dollars about the things we care about… > New identity, leads to new priorities.
*O Fit (Pain of change)
Gotta change to change > Is the pain of staying the same, greater, than the pain of change. Are you in enough pain?
*O Fit (Hypothetical)
If this was perfect, would you do it? >
No = Problem is probably me
Yes = Then what’s the difference between perfection and what we’re offering?/What’s missing?/So if we added x, you’d be in?
*O Lack Authority (Isolate & collapse foil)
What part do you think they would not approve of? Isolate and confront the real issue
*O Lack Authority (Permission not needed)
Do they approve of current struggle? > Roles reversed > Support not permission.
It’s your decision. If they say no - resentment. ‘Guarantee’.
*O Avoidance (Past)
Not a fast decision…you’ve been deciding for years…come this far…6 inches from gold > Think maybe you’re here because you struggle to pull trigger in past? > Tired of another year of almost? How much has not deciding cost you? Don’t let a bad decision burn you twice. What are you most afraid of happening if you buy?
*O Avoidance (Present)
Not time, information > What do you need to know? > Not choosing is a decision, which future are you deciding to cut off?
*O Avoidance (Future)
5 years, what does life look like if you keep this up? > Consider the options…both are risk free, only one is guaranteed to not get you what you want? > Not gonna struggle forever right? If you’re gonna eventually, may as well start today… > Perfection moves us further from our goals. Closer or further, this is your best shot.
