Most freeze. I was that guy. I had no idea what to say so I would wish them all the best & end the call there.
After 30 minutes of talking. Following the script doing everything right.
Listening to the excitement of the person on the other end of the line after helping them so much all to freeze at the face of an objection.
Leaving the money on the table.That will not be you. I’m showing you exactly how to handle the most common of objections to close 60-80% of your leads.
An outreach strategy that provides a consistent stream of sales calls.Clients doing 20K in just 2 Months and And more!
Before we get into the Objections know that In my experience 8 out of 10 people will throw an objection right at your face1 out of 10 will say YES immediately 1 will hang up & possibly call you a ****. It’s part of the game.
Seems the majority will throw objections at you it’s probably a good idea you know exactly how to handle them or risk leaving a huge sum of money on the table, agreed?
Firstly, know that objections are just Smoke Screens for uncertainty, not NO’s. They’re there to cover the fact that
a. they don’t see the value
b. they don’t trust you
c. they don’t trust your offer.
At least they’re the most common reasons.
This can be reversed but only with uncommon perfect replies designed to make the personstep back & reconsider their original objection or in some instances their NO so we can take back control & lead them to the beautiful word we as online coaches/mentors always wantto hear “YES!
”Let’s start with arguably the most common objection “I don’t have the money.” / “I can’t afford it.”…
Objection: I don’t have the money / I can’t afford it.
“Tell me more about that?”
Usually, they will go on to tell you about their financial situation & how they just can not spare with that money right now.
Ask this magic question…
“Would you agree that a good coach or mentor (say whatever you’re) wouldn’t leave money get in the way of you hitting your goals?
”They always say yes.“Great! Look I would like to class myself as a good coach or mentor (say whatever you’re).
Hopefully based upon this call you do too & I believe my results back that statement up, so I don’t want to leave money get in the way of us working together & getting you to where youdeserve to be.
So could you do a 2-payment plan? 1 payment now the 2nd when you can?”
Objection: Can I think about it? / I’ll need to think about it.
“Of course! I encourage that we want this to be the perfect fit for everyone. Based upon you feeling as if you need to think about it tells me you have a worry or concern, I haven’t addressed.
If you tell me what it is, maybe I can fix it for you?”Or“What’s to think about it?”
Usually, this will lead to another object such as the one above
“I don’t have the money”orthe one below “do you have a money-back guarantee?”
Continue to handle them.
Objection: Do you have a money back guarantee?
“I do yes! My guarantee is if you keep doing what you’re doing now you won’t be where you say you want to be.”
“Along with the guarantee that my coaching or mentorship (say what suits you) works.
As I said earlier (list off some result stories. 3 is optimal) Would you like to see their testimonials?”
Some say yes some say no.
If yes, talk about 3 & shut up.
If no, shut up & wait for them to talk.
For those that don’t have 3 result stories use your own but make an effort to go out & get 3 result stories.
My first result story came from a paying client my own result story was enough to convince him to become a client.
From there I ensured his results.
Don’t be surprised if that doesn’t cut it with many people.
We do like to see a proof before making a purchase decision.
That being said if you can get a paying client only using your result story makes sure he/she gets incredible results because your calls are going to go a lot smoother with that in your back pocket + the more you pay the more attention you pay.
Usually, free trials, etc don’t produce huge results because they have nothing to lose so going straight in for paying clients could be a smart move on your calls.
Then sit back and watch as the PayPal and Stripe notifs roll on in…Ahhhaaaaa bliss!
Hope this post serves you