Uncertainty Objections

Question 1

that is a lot of money

Answer 1

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, it’s what you need to get to (OUTCOME)?

Question 2

yes this is what i need it is just a lot of money

Answer 2

OPTION 1

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

Question 3

yes this is what i need

Answer 3

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

Question 4

on temp check 8 or 9/10 on process

Answer 4

So that’s pretty high… when you say “8” what does that mean to you exactly?

What else, if anything, is keeping you from being less than 100% that this is what you want to do?

Question 5

uncertain but passed temp check

Answer 5

No worries, and I’d like to acknowledge you for being honest with me about that. That’s something I can appreciate.

Now can I be honest with you for a second?

You just got telling me that you’re a 9 out of 10 on the process because ____ (insert reason why they told you they were a 10) and now it seems like you’re nowhere near that certain about the process…. So, can you be honest with me? What’s really going on?

Question 6

uncertain about the process and investment

i ask spouse or money aside there nothing else keeping them from being less than 100% this is what they need to get to [OUTCOME]

Answer 6

No worries man. Can I ask you an honest question?

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

You aren’t 100% sure the process will work for them

You don’t trust me or the company

You KNOW this will work and trust me - it’s just a matter of making it work financially.

Which do you feel like you’re at?

Question 7

i just want to think about it after first objection was paced

Answer 7

I hear you, so is that just the way you always make decisions?

Question 8

yes that is just the way i make decisions

Answer 8

Yea all good if you need to Think about it & that’s your process be my guest that said before you hop off here can I ask what you specifically need to think through so I can send over the appropriate materials help you get more clarity around that

Question 9

It’s just a lot of money…”

Answer 9

I hear you… can I ask you an honest question about that?

You said it’s a lot of money… a lot of money, compared to what?

Is it a lot of money to make bare minimum 20k/m… 240k per YEAR - for the rest of your career? (Insert Outcome)

Question 10

“But what if it doesn’t work…”

Answer 10

I hear you, and I can appreciate that.

So just to stay organized on my end here…

…what you’re saying that despite the 300 case studies we have and 95% client success rate, you’re worried you’re going to be the one unlucky one this doesn’t work for? (haha)

Look - no worries. I get that…

Now, can I ask you an honest question?

If you come in and do this… would you 100% put in the work?

And when you run into a problem, or a challenge throughout the program… would you raise your hand and reach out for help? Or are you going to bury your head in the sand and disappear? (lol)

Gotcha so look…

If we have a 95% success rate…

And you’re 100% going to put in the work…

And you PROMISE ME you’ll raise your hand when you need help…

Then tell me, why exactly wouldn’t this work for you?

Two outcomes:
I don’t know (proceed below)
They give you real objection

(if I don’t know…)

I hear ya… do you think it’s just a little bit of nerves?

<Then proceed to nerves / fear>

Question 11

sounds good i need to do more research

Answer 11

Gotcha… now is there a specific reason that you’re asking for an email with all the details?

Oh ok, so what I’m hearing is that it’ll just make you feel more confident about making this decision either way then?

Gotcha, now, can I be honest with you for a second?

I can appreciate you bringing that up, but everything that I could possibly cover in an email, we’ve already talked about on this call.

Right? We talked about the fact that your business is on the decline. That you’re currently month to month on bills. And that if you don’t figure this out by new years, your wife’s forcing you back into a 9-5…

And we also talked a how your dream number is 50k/m and together we reverse engineered the exact path to get there, right?

So look - while I totally GET that you want to FEEL GOOD about making this decision and in doing so take the extra time necessary to make sure with certainty that this is the right thing, I want to tell you from the EXPERIENCE of being exactly where you’re at now that you’ll NEVER 100% certain about this until you’ve actually done it.

…so while I get that you’re trying to get more information so that you can eliminate the risk of making a mistake, the truth is - overcoming that fear of making mistakes is exactly what you need to do to move forward in your life and business and get to 50k/m in income.

And now knowing that to be true… there’s a couple ways this could go:

You could be the type of guy who continues to do a ton of research trying to find the confidence to make a decision and waisting months if not YEARS doing so - all because he wants to avoid a mistake.

Or you could be the type of guy who can move forward in the face of uncertainty and realize that overcoming his fear of making mistakes what exactly the shift he needed to achieve his dream?

Which one of those guys do you want to be?

Question 12

“I need to do my due diligence” or “I just found out about you guys” (aka - I don’t trust you)

Answer 12

Gotcha, and aside from making sure that we’re not going to take your money and go to mexico with it (haha) is there any other reason that’s keeping from being less than 100% certain that the process is exactly what you need to get to 50k/m?

In other words… if everything I told you on this call is true, you’re in?

Awesome - so I want to acknowledge you for being honest about that and I appreciate you bringing that up.

Now, can I be honest with you for a second?

As of now, we’ve enrolled over 100 clients at this price tag of 6k. Which means client’s have paid us over half a million dollars to fulfill on the promise that me and you are talking about right now.

So while I totally can appreciate that you want to make sure we’re not some internet scammer and going to take your money and go to costa rica (lol), I also want to realign you with the fact that if we’re processing that amount of money and DELIBERATELY not doing what we say, than we’d literally be in jail.

…and not just that, but it’s the age of transparency on the internet, right? So we’d be ALL over the internet for not fulfilling on what we say here. Does that make sense?

So while I get you feel like you’re putting a lot of trust in us, we’re also putting a lot of TRUST in YOU…

…because if you come in and think it’s get rich quick and don’t put in the work then go off to say we’re a bunch of scammers on the internet that’s a LOT more damage to us and our reputation than it is to you…

Make sense?

So is there something we haven’t talked about that’s concerning you? Or do you know this is the right thing you’re just a little bit nervous about the decision?

Question 13

i have tried something similar and it did not work

Answer 13

Gotcha and I hear you… when you said you tried something similar and it didn’t work, can you tell me more about that experience?

<Prospect>

So what I’m hearing is that you see how this is different, but because you tried that program in the past and it completely overpromised and undelivered now you’re a little gun shy. Is that correct?

So I appreciate you for being honest with me about that…

...and look I’ve had similar experiences. I paid 25k for a mastermind and put 10k in ads in it and it didn’t work.

It sucked and quite frankly it was hard to talk about it so I appreciate you bringing that up and being honest. I get it.

Now do I have permission to be brutally honest with you?

...because earlier on this call, you told me that getting to 50k/m was non-negotiable to you.

...you told me that you’d be willing to do whatever it takes to get there.

...and also told me that the only thing stopping you from getting there was having a consistent way to generate leads, which is something you’ve tried on your own in the past and failed and acknowledged that you gotta get help because at the end of the day - you’re not a marketing expert you’re a health expert - right?

So look - I get it sucks when you’ve been burned. But let me ask you this…

...think about the most successful people you know. Think about Warren Buffet, Bill Gates, Mark Cuban… people like that - do you think they got to where they were cause they quit after making one bad decision?

...or do you think it’s really quite the opposite?

So the real issue isn’t that you’ve been burned once, it’s what LESSON are you going to learn from that experience itself?

...are you going to learn the lesson that because you tried something one time and it didn’t work you’ll never reach out for help again to fix a problem you’ve admitted you can’t fix on your own?

….or do you want to learn the lesson that one bad decision can sometimes simply be the tuition we pay for making a better decision the next time?

<they>

So if I can show you how to get to 50k/m so you never have to worry about your income or being month to month again, is that worth it to you?

Feel good?

Ready to get started on some homework?
</they></Prospect>

Question 14

I want to speak to one of your clients first”
references

Answer 14

Gotcha so you just want me to pass you all the people that love us and got the best result or do you want the people that are not as happy with us?

AT the end of the day I’m never gonna give you somebody that didn’t get the result with us and are not happy with us. I’m only gonna give you the people that got the result which doesn’t give you any more clarity if this is gonna work for you or not which is What you’re looking for right?…..so why don’t we do this opposed to me just giving you a bunch of people that love us and talk about us in every good way possible and hide all the negatives and there definitely are every company has it. We have people we don’t get results for if any company is telling you that that’s not the case & they have 100% success rate run for the hills cause they are lying to you. so knowing that the ultimate thing we want to figure out is this the right thing for us? Am I right there? Right so knowing referrals aren’t gonna do that the other thing I can say that’s not gonna do that is thinking about it. I’ve already given you all the information here so you hopping off thinking about it with no new information sitting & pondering wondering if it’s gonna work speculating that’s not gonna bring you any more clarity or give you anymore confidence if this is the right move for you you’re just prolonging the jump so why don’t we do this cause I do agree you have only been talking for 45 minutes you should know if tho is the right fit before spending $6k so let’s do this

Let’s put down a deposit of 1k let’s get you started get the onboarding call booked & by the end of the onboarding call if you feel this isn’t exactly what you need I’ll refund you in full but now you can actually make a decision from true clarity opposed to speculation which is what you were doing earlier

What’s a good card number for you I’ll get that process started now

Question 15

“Is there a guarantee?”

Answer 15

We can definitely talk about that - now, just curious, but are you asking that for a reason?

Gotcha, well I hear you and I appreciate that.

Now, can I ask you an honest question?

What SERIOUS things in your life, things that are worth doing, worth having, are 100% guaranteed?

< Let them respond >

The truth is, it’s not even guaranteed that your going to wake up tomorrow, right?

So knowing that nothing is 100%… it’s going to be IMMORAL and UNETHICAL for me to try to predict the future.

So, that being said - what I CAN guarantee you is that we have an impeccable track record and will give you everything you need to succeed…

…but what I can NOT guarantee is that you’ll do the work. Make sense?

So look - right now, I have the result that you want, right?

…and, I’ve helped 100s of other people get that result at well.

So the real issue is…

Are you going to be the type of person who 100% shows up and 1) does the work and 2) raises your hand when you need help?

…because if you’re able to do those two things, then while it’s not going to be easy, you’re going to succeed.

So are those two things you’re willing to do?

Good… what other question do you have?

Question 16

“It’s too risky / it’s a big risk” (hence, wanting to “think about it”)

Answer 16

When you say it’s a “big risk”, tell me more about what you mean there exactly…

Gotcha, so I hear you on that and appreciate you bringing that up, and I also want to reassure you that this is totally NORMAL - because all the greatest businesses in the world, were built upon taking risks…

That’s simply a necessary requirement for building or doing anything great. Make sense?

That said - are you open to a little bit of coaching on this?

Awesome… like I was just saying, all the greatest business people and investors in the world make decisions based on analyzing risk - based on their maximizing upside and minimizing downside…right?

So knowing that to be true, let’s take a look at that for you’re situation and see what the REAL risk actually is…

…is it 1) riskier to do NOTHING and continue on the business rollercoaster of not knowing where you’re next clients going to come from or how you’re going to pay the bills - hoping one day, something is going to change out of nowhere?

…or is riskier to 2) go slightly into the red in the short-term, but in the long-term get the proven system and proven of team of experts who’ve not just done this themselves but for 100s of others as well support you in getting your business to 50k/m in the next 90 days?

Which one of those do you think is riskier? Doing nothing or doing something?

Question 17

“It’s too risky / it’s a big risk” (hence, wanting to “think about it”) PART 2

Answer 17

I hear you on that…

Now, can I share with you one of the biggest things I’ve noticed between people I speak with who have tremendous success vs the ones that don’t and keep going in circles?

You’re goal is to make 50k/m, right?

Ultimately, 600k per YEAR.

That would put you in the top 0.01% of top income earners in the WORLD.

Now, have you ever wondered why there’s so few people making that amount of money?

It’s because of the FEAR of RISK.

There’s a TON of people out there who SAY they want to make the amount of money…

…but there’s far fewer who will actually take the risks necessary to BE the person who DESERVES that amount of success.

And knowing that to be true, the real question is which one of those people do you want to be…

Do you want to be apart of the 99% who SAYS they want those things but is never able to push through that glass wall of fear and take the risks necessary to get there?

…or do you want to be the type of person who’s committed to getting there no matter what? The type of person who realizes that to earn that success you have to become the type of person who DESERVES that success - and that means taking risk…

Which one of those people do you want to be?

Question 18

“I’m just nervous / scared” PART 2

Answer 18

What exactly are you nervous about and scared of?

Well look, I hear you and I can appreciate you being open about that.

Now, can I be brutally honest with you for a second?

You’re never going to get to where you want to be if you’re constantly taking counsel from your fears.

GROWTH becomes impossible if you refuse to get uncomfortable. Because the only place that growth can happen is where? Outside of your comfort zone…

So the real issue isn’t that fear… that’s there for a reason. That’s good.

The real question is who’s the type of person you’re going to decide to be moving forward?

The type of person who takes council from their fears, letting them control their life and therefore never grow into the person they aspire to be?

…or the type of person who is able to move into discomfort, because he knows it’s the only way forward if he’s going to achieve what he wants?

Which one of those people do you want to be?

The type of person who lets fear guide their life and therefore never grow?

The person who’s able to feel the fear and do it anyways?

Question 19

Gets on the demo and asks for the price

Answer 19

Hey no worries appreciate you sharing that my goal here is not to put you in a situation that is gonna screw hou over my goal is to move you closer to your outcome of what you’re looking for even if that’s not with us so if you want we can continue this call as normal and see what’s best for you there will be no pressure at the end if not all good we can end now too

Question 20

I need to think about it

Answer 20

Yea all good if you need to Think about it & that’s your process be my guest that said before you hop off here can I ask what you specifically need to think through so I can send over the appropriate materials help you get more clarity around that

Question 21

if ask for guarantee and say “ i just dont know if you guys can perform or deliver” “idk anything about you guys how do i know your gonna get results”

Answer 21

let me ask you this based on those 4 steps - the process we went over & i know you saw the testimonials prior to this call do you feel like there is anything you saw here today that wouldn’t work for you?

Question 22

no i think it will work but whats the guarantee

Answer 22

got it so lets say hhypothetically we can get xyz that we are talking about here your 100% in?

Question 23

tie down if yes to they are in if we can guarantee result

Answer 23

So you’re saying that if we can figure out a way to kind of guarantee the result for you, so ultimately, the outcome is 100% guaranteed, you’re willing to get this started with me today.

Am I having that? Cool. So look, what I’m willing to do, NAME again, we don’t specifically do this, but I totally get what we’re coming from, man, is I can offer you a love it or leave it guarantee

Question 24

Chunking Up

Answer 24

Are you open to a different perspective on this?

I know you are fixated on the 6k price point. However let me ask you this - 5 years from now ….are you even going to remember the 5k you spent? Will it have an impact on where you are in life?

Okay now let me ask you this 5 years from now will not having made a change in your business have an impact on where you are in life?

ok so the final question, why are we making decisions in a way that is counter productive to where we want to be when you have the choice of doing the opposit and achieving your goals?