In this video, you’re going to learn how to overcome objections without getting into an argument.
Let’s face it, very few sales happen without any concerns or reservations from the prospect. There can be plenty of reasons why perfectly good sales are stopped in their tracks.
Our job is to help resolve these obstacles in order for the sale to arrive at it’s intended destination. But oftentimes in our attempts to “ease” concerns, we make them WORSE and end up losing both our cool AND the sale.
- Why arguments begin between the prospect and seller and how to stop them from happening again
- Who’s really responsible for objections coming to the surface at the end of the appointment (this is counter-intuitive)
- The 3 words to ask that get to the bottom of why your prospect isn’t buying and how this will dramatically increase your chances of making a sale
In this video, you’re going to learn how to overcome objections without getting into an argument. And what do I mean by that? So in the typical scenario of an initial consultation or a sales appointment, you have the prospect and the salesperson/ service provider whatever you want to call it, so I’ll just label “S” and “P”, okay, just so you get it.
So you have this dynamic occur where the salesperson tries to make an advance and say “okay, are we ready to move forward here?” and the prospect resists and throws an objection and says “no”. And let’s suppose they say “it’s too expensive” which is, like, a super-typical objection that you’ll hear, like, eighty/ ninety percent of the time.
And really, it’s kind of symptomatic of something that the salesperson has not done in previous stages. So typically, if you look at this as a timeline, you hear objection-handling phases towards the end, but really it’s symptomatic of things that didn’t happen here, and here, and here.
So anyways, we’ll get into that stuff in another video, but essentially your prospect says “it’s too expensive” and so the typical amateur response that ends up in an argument is basically the salesperson getting really defensive and saying “it’s not too expensive!” so what ends up happening is the prospect retreats to their position, the salesperson retreats to their position and there’s no agreement, so that’s how it works.
So prospect says “it’s too expensive!”, salesperson says “it’s not too expensive!” and then they try to come up with reasons to prove to the prospect that it’s not too expensive. And they say things like “well, lots of other people bought it at this price, therefore, it’s not expensive” and the prospects thinking “I don’t care about the other people, it is too expensive.”
So essentially all that happens, with this kind of dynamic happening, you will never come to an agreement. And all that will happen is the salesperson will pack up their belongings and leave, and so will the prospect and will probably go and tell everyone they know how company ABC is a sleazy, slimy company and no-one should ever invite them for an initial free consultation, that’s how this works.
So here’s what to do instead. Instead of you getting into an argument, what you want to be doing is opening it up for discussion. Because really a statement like this “it’s too expensive” is too vague in order for you to really understand how they’ve made up that judgment. How did they come up with that calculation?
What you want to be doing instead of saying “no, no, no it’s not too expensive!” you want to ask a question. So you can ask a question like, okay “I’m interested to know how you arrived at that conclusion? Tell me more…” so really you want more info, “tell me more”, yeah. So I just say “tell me more”, you’re just finding out at this stage, like, what’s on their mind? How did they arrive at that conclusion?
So they may say something like, “well honestly, I had a budget in mind of a thousand to solve this problem and your solution is five thousand, so basically it is too expensive” and excellent, now you’ve got more information. But they’re actually right. If they had budgeted for a thousand and yours is five thousand for the exact same thing, so if it’s an apples-to-apples comparison, they are right, your solution is too expensive.
And your job is not to prove to them that it’s not expensive, it’s to actually get them seeing your solution and positioning your solution in a way that justifies that kind of investment, so essentially what you want to be doing is asking another question, “tell me more about how you arrived at a thousand, how did you come up with that number?” like “how did you find out that it was possible to solve your problem for a thousand?”
And so now they’re gonna probably say something additional about how they even came up with that conclusion. So they’ll probably say “well I invited a few other companies around or I spoke with X, Y and Zed, and I realized that a lot of others were charging this much and so that’s how I arrived at that conclusion” so yeah I mean “it’s around that ballpark, a thousand. I can get that problem solved for about a thousand.”
So now you’ve actually arrived at a much more refined and specific place, what you want to be doing again is not trying to say “well yeah but they’re not gonna do what we can do!” What you want to be doing is getting even further specific “okay, I understand that you’ve called up X, Y, Zed company and you’ve arrived at the conclusion that you can solve this problem for that much money, but have you considered that what you’re actually looking to achieve (so this is the goal that they told you that they’re looking to achieve), are the solutions available that you’ve discovered did they include this ? Did they include this ? Did they include this ?
And remember how you were saying earlier in the conversation that this  was very important to you, this  was very important to you, this  was very important to you, and more important than all of that is can you see how these are going to ultimately help you reach your goal?”
So this is a much easier way of allowing the sale to happen, and getting them to reach the conclusion that the fee that you’re charging is worthwhile based on the things that you’ve included for them that will help them reach their goal. Because ultimately, that is what they will pay the biggest money for, if it’s an empowering and inspiring goal that they have.
So this is a lot easier to follow, this path of “tell me more” “tell me more” is a lot easier to follow and will result in more sales if you follow it like this, as opposed to getting into arguments.
So that’s what I’ve got for you today, if you’d like additional help, guidance, support and training on getting as much as 80% conversion rates on your initial and free consultations go ahead and head over to this URL, there is an awesome training, some of the best material that I’ve put together to help you achieve up to 80% conversion rates on your initial and free consultations without arguing or being salesy, all right. That’s what I’ve got for you today, take care and see you in the next video.