Overcoming Sales Objections: 30 Responses to 30 Objections | Gustavo Escobar | Skillshare

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Overcoming Sales Objections: 30 Responses to 30 Objections

teacher avatar Gustavo Escobar, Lead Generation and Sales Coach

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Taught by industry leaders & working professionals
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Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Lessons in This Class

36 Lessons (1h 39m)
    • 1. 30 Responses to 30 Objections

      2:43
    • 2. Sales Objections vs Complaints

      4:16
    • 3. I am Sorry I Only Have X Minutes

      3:23
    • 4. It's Too Much Money I

      2:39
    • 5. It's too much money II

      2:48
    • 6. We Don't Have Any Budget left

      3:15
    • 7. We need to use the money for something else

      3:34
    • 8. We Have no money

      2:24
    • 9. We Have Too Much Debt

      2:51
    • 10. Why should I buy this from you when I can get it cheaper from someone else

      2:49
    • 11. I Am Locked in an X Year Contract with Another Vendor

      1:40
    • 12. I Don't Like Contracts

      2:16
    • 13. We are Happy With Your Competitor

      2:26
    • 14. We are happy with our current vendor

      2:10
    • 15. Your Competitor Gives Us more features

      2:50
    • 16. I have never heard of your company

      1:48
    • 17. Your product is too complicated

      2:03
    • 18. Your product is not a priority right now

      2:52
    • 19. It's just not important right now

      1:45
    • 20. Your Product or Service Wouldn't Work for Us

      3:02
    • 21. You seem not to understand my need I need a solution with X, not A

      4:07
    • 22. We're doing great in this area

      3:13
    • 23. Call me back in 2 months

      3:14
    • 24. I am busy right now too deal with this

      3:00
    • 25. I'm not interested

      3:14
    • 26. How did you get my information

      1:55
    • 27. Just send me some information

      2:39
    • 28. I Need to Talk with my Spouse or Boss partner I

      3:39
    • 29. I Need to Talk with my Boss Partner II

      2:47
    • 30. I Don’t know, I Need to Think About it I

      3:01
    • 31. I Don’t know, I Need to Think About it II

      2:07
    • 32. I Hate You!!!!!

      3:28
    • 33. Overcoming the Fear to Use This Responses to the sales objections

      0:58
    • 34. Master the responses

      3:56
    • 35. Adapt the responses

      2:13
    • 36. Project

      1:34
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About This Class

In this Overcoming Sales Objections course, you will discover 30 responses to handle and overcome some of the most common sales objections. Effective and proven responses that you can adapt and use in your sales process when facing objections.

Overcoming sales objections is definitely fundamental to succeed in sales. And while learning how to deal with them is important, in this course, what you will find is not theory but actual responses.

What will you learn in this Sales Objection Handling class?

By the end of this sales objections course, you will learn:

  • What to respond when a client says, “It is too much money.”
  • How to respond when a client says, “I need to think about it.”
  • “I need to talk to my spouse.”
  • “I need to talk to my partner.”
  • “Call me back in 2 months.”
  • “Your product wouldn't work for us.”
  • “We are doing great in that area.”
  • And many, many more common objections. 

We will also breakdown the responses to the objections so that you understand the “why” of the responses so that you can build your own responses to the sales objections you get. 

By the end of this course, you will have answers to the common question “how to overcome sales objections.”

Who is this Sales Objections Handling course for:

If you are at all like me, you are probably thinking now, “learning how to respond to objections!! Everyone should learn that, even if they are not in sales!”. Of course, if you think that (like I do) is because you and I love learning, love self-development, and growth.

To be more specific, this class is ABSOLUTELY ESSENTIAL, for:

  • Entrepreneurs and business owners: if you own a business, you must be able to overcome sales as they come and have the knowledge and skills to train your business development and sales team to improve their sales skills and closing ratio.
  • Leadership: business leaders and executives that want to take their game to the next level. Keep in mind that we face objections even when selling ideas or managing teams, for example. While an employee of yours won’t say, “call me back in 2 months”, learning how to respond to the common objections allows us to face other objections that we face in our personal and professional life.
  • Lead Generation: Lead generation and sales go hand in hand, and to generate leads, it is fundamental to understand how to overcome objections before they are presented out loud. 
  • Salespeople, freelancers, and coaches: If you are in any of these categories, I am sure you already know the importance of mastering the art of overcoming sales objections.

Additional Materials / Resources:

Books:

Articles:

More Sales Courses:

About Me::

Meet Your Teacher

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Gustavo Escobar

Lead Generation and Sales Coach

Teacher

 

Hello, hello! Gus here 

From today until the end of 2021 you will find a new class every week, designed to help you increase your sales, your lead generation, boost your personal brand or achieve financial freedom.

My goal, my dream, my fight is to help entrepreneurs and sales people live a better life. So far I have trained over 40,000 students from 165 countries I can promise you that I will keep working hard to make sure I can share with you some insights that make your life and your job easier and better.

Follow me on Skillshare and you will find valuable content on a permanente basis. That is my promise to you. 

 

Subscribe to the YouTube Channel to get extra tips and ideas about Sales, Entrepreneurship, Leadership, Le... See full profile

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Transcripts

1. 30 Responses to 30 Objections: How do you respond when a lead tells you it's too much money or colony back in two months, I need to talk to my partner, Hamlin, and overcoming objections is an extremely valuable skill. But in most cells courses, they explain the theory and how you are supposed to react to objections. But they don't show you how to create your own responses. And what is exactly the perfect response to those objections? My name is wisdom was go out and I will be your instructor for this course. I have work in lead generation and sales for over a decade. And our list of clients goes from solar burners to companies like Yahoo, sony, Mitsubishi, and many, many more. Tens of thousands of professionals from companies like IBM, BMW, Comcast have taken my courses. In this course, you will find 30 proven and effective responses, some of the most common objections, and we will break down those responses so that you can get to major tools out of this class. First, you will have responses that you can use in your everyday for whenever you are facing objections. And second, you will understand why we say, why we say so that you can build your own templates, your own responses to your objections. In fact, by the LD scores, you will take some of these templates and you will turn them into your own responses. Just making some changes and adapting them to your industry, your business, your clients, and your style. This will help you overcome objections in a more effective way and close more sales. I cannot promise you ten x your sales or due to via Berliner. But what I can promise you is that if you want to increase your sales and u1 to convert more leafs into actual paying customers. Improving your cells have scales. And learning more about objection. Handling and overcoming objections will always be beneficial. So the best thing that you can do now is jump to the next lessons so that you can check out each one of those responses. I'll see you in the next lesson. 2. Sales Objections vs Complaints: Before we move on to the responses, we need to make a very important distinction, which is objections versus complaints. If you don't really know what I'm talking about, then you are in for a treat or you re here egos. Often, we tend to think that our lead ISI in an objection when in reality is your second blind complaints do not necessarily need for us to do anything. They're just complaints. I think all of this. How many times have you gone to a store, Rossum close? You go to the register, you are going to pay for them. And then the cashier tells you the price and you say something like, Wow, those plants are expensive. And then right after your comment, you pull out your credit card and pay. Or another example, you want to eat in a restaurant that you love. And you say, But it's kind of far away. I don't feel like driving there. And while you're saying that you are putting your shoes and grabbing the keys of your car and getting ready to go. Here. If you experience this or a similar situation, or there's a completely different one with a similar ending. Hi, I'm sure can recall many times. Or in Yukon, blame with a sentence that could easily be interpreted as an objection, but in reality, it was just a complaint or a comment. Now, an objection would be a situation that can actually stop your leave from buy-in if not, solve, for example, we don't have enough budget. Because when you're lean is being honest and they really don't have anybody for your product. What they are saying iss and want to buy your product. But I don't have money. How can you help me solve the situation? Why can we do about it? And then is when you will have to help them solve the situation. This objection, saying objections are situations that could actually stop you from buying if not solve. While complaints are just complaints, they are not going to stop you from buying. They might make it a little bit more difficult for you to decide to I but it is a complaint. You might just need a little push. Okay? Okay. I can hear the complaints of the headers. People re thinking of giving me three or four star review because I'm talking too long to get to the actual responses. But this is the thing. Understanding objections versus complaints is one makes a difference. Because when you understand that most of the time tao, which we think to be an objection, is actually only a complaint, then your mentality changes. You start realizing that it is a lot easier to help people to make the decision to buy. So we're we're going to do from now on is to treat every objection as a complaint or comment until proven to be a real objection. Also, remember that real rejections, as well as complaints in reality, are an opportunity to close a deal. In fact, if your customer is not buying today, then you want to flush out all the possible objections or complaints that your lead my half, because it is much better if you are the one dealing with those objections and complaints than if you leave it up to your leave someone else their works with them, whispers the wrong things in their ear. Anyways, for the sake of this course, I am going to call all of them objections. That way you will feel more at home. 3. I am Sorry I Only Have X Minutes: I want to start with a complaint that we hear often right on the Watch at the beginning of the meeting, which goes something like this. I'm sorry, but I only have 15 minutes. Well, the first thing to understand is that most likely they are just saying that as a protective measure so that you don't go on and on and on, which is something that we have all experienced at some point. I remember I had to throw a salesperson out of my office one day because after 15 minutes, I wasn't sure where he wanted me to write. He wanted to create the need first and to build report. And he said what he did was to exasperate me. So to avoid those situations is way we say comments like that. Now, if you have that in mind, you know that in reality what they are saying iss, I am giving you five minutes or 15 minutes or whatever it is in which you need to prove to me that it would be worth it for me to spend more time with you. Here is where salespeople often get it wrong. Because we tend to think that what it means is you have x minutes to convince me to buy. And first off, that is not what they are saying. And second, we're no convincing people. We are showing value and we're closing deals by doing that. Now, there are many responses you could say to this objection. Now one of my favorite is that sounds great. It is 15 meters more than what we talked yesterday, right? Let me explain. Why would you say these response. First, we are agreeing with the customer. We say their response within a smile and also happy. By doing this, we held the customer relax because they will be expecting some sort of unease reaction from your part after recommend like what they said. They want to spend you to be so agreeable. Second, you are also making the customer feel important because you appreciate their time without belittling yourself, which is where a lot of cells people do when they respond with comments such as, Oh yeah, no worries. I understand you're a very busy person. Why would anyone say that? You are a very VC person to don't forget about that. Never. You are very Vc as well. Anyways, going back to the response and third, and this is very important. Un, their response with a question with the word, right? Why do we want to do that? Because now we want them to agree with us, where we are with them, that we want them to read with us so that we establish a pattern of agreement from the beginning of the conversation. So how does he go again? I am sorry, but I only have 15 minutes. That sounds great. It is 15 minutes more than what we talked yesterday, right? 4. It's Too Much Money I: It's too much money. I don't know if you have ever heard this complaint. I know I know every day, right? In fact, I could probably make a whole course like these jaws with answers, with responses to Mani, objections. Anyways, one thing we need to consider is that you always want to avoid getting into a prize bottle. Don't focus on price, focused on value or focus on inventory. Because if you let yourself get dry Into the price, then the customer as stars, paying less attention to where they really want ordinate, and more attention to what they would like to spend or pay. And let me ask you a question. Do you know how much they will like to spend? I will tell you less than your charging. It doesn't matter how much you are charging. The answer is always less. They want to pay less. Ds, that is the answer. They always wanted to pay less than where we are charging. So don't let them take control of you with these complaints. Prepare yourself with 30 or 40 possible answers to these comments. And also always keep in mind the blinking of times. When the customer says it is too much money, they have already decided that they're going to buy your probe anyways. So why can be our response to these objection or at least complaint? Has sewage. Molly says a customer and you will say, I understand, and that is precisely why it will. And then you lose all the value that they will get. Now let me use myself as an example so you can understand better what I mean. Let's say I am with one of my leafs and they want to hire me for a three hour workshop and they say It is too much money. I could answer. I understand, Michael. And that is precisely what your dean will increase their closing ratio and you will be the one acknowledge, we're multiplying your company's revenue and making a real difference. You could also include more benefits. You can make it longer if you want. So how does he go login as a customer? And your response will be, I understand. And that is precisely way will save you money, increase your productivity, whatever it is. 5. It's too much money II: It's too much money. And this is one of my favorite responses to the Monet complaint. But be aware, it might be a little bit embarrassing to say that at least the first time. But once you get used to it, you will love it. Or you write. The customer says, it's too much money and you respond, I understand. And that is precisely where you deserve it. You say with conviction, with passion, with a smile. And then you keep your mouth shut, holding a slight smile and Nolan with your head. But don't say anything. Let them react. Look directly into their eyes. And one of these three things will happen. Option one, they smile back at you or even laugh and say, you're right, you are right. I should do. They say, What do you mean? That makes noses? And then you use the response from the previous lesson and say something like, well, it is precisely what you should get it. Because this piece of jewelry is unique. It is the paradigm of exclusivity and it is the same for you and only you will be wearing it. Obviously, you will say that you know that they are looking for exclusivity. You always need to use their desires and the benefits that they are looking for. Option three, they say something like that is the most ridiculous thing I have ever heard. And you are an imbecile. And you smile and say, you know, a real story. My wife always tells me that she's the funny one in the house and that I should leave the jokes for her. This is what I meant. You deserve it because this piece of jewelry is unique in the paradigm of exclusivity. It is assigned for you and only you will be wearing it. No one else. Joseph view, the UI that I bet you thought that after the customer call me imbecile, It was. All right. But you see, if we take Control instead of letting the situation take control of us, then we will close more sales. We will help more people. We will make more money. So again, how does it go? It is too much money. They say. And you respond. I understand. I that is precisely where you started. 6. We Don't Have Any Budget left: We don't have anybody left. This is very similar to the no money objection. Listed in the other lessons. In a way, they are telling you that they have no moaning. But in my mean that the morning is actually located for something else and they might or might not have spent it. Now, that doesn't mean they cannot change their mind if they see the value, does it? And that is again, it is always about the value and never allow the mooning. We never buy because of price, we buy because of value. So yes, of course, there is always the possibility that your prospect simply doesn't have the money or doesn't have enough cash-flow right now to fall. You're pro or one-way doors. But that will be a real objection in which we need to find them held away to buy the problem anyways. So we will still need to respond to the reaction as if it is a complain to make sure that, you know, it's not planar and it is a real reaction. So what can you say to these budget? Objection. Here it is. We don't have anybody left. And you can say that's all right, Mike. Most of the clients that I made with don't have anybody left. Who does right. But the value for them is to go. So they always find a way. And now they can get the same value that these will bring to your business. That is why I am here today. Here is how I personally say when I get this objection. That's alright. Might most of the clients that are made with don't have any budget left. Who does right? But the value for them is too good to just wait. So they always find a way. And now their salespeople are happier because they can generate more quality leads, spend less time cold calling, and increase their sales and revenue, which increases their budget. That is what I am here today. So that your team can do the same. While we are doing here, is telling them that everyone does the same. Everyone has the same problem and everyone's softly. So they don't need to feel bad for changing their value. It is a normal thing. And also everyone changes their budget because they see the value. So if everyone sees the value and your prospect doesn't, then the prospect might be more open to ask you for more questions and try to understand if it is really worth it for them. It is very important that you learn the whys of these responses so that you can create your own responses. So how does he go again? They say, we don't have anybody left. And you say that is all right, Mike? Most of the clients that I made with do not have any budget left. Who does right? But the value for them is too good. So they always mine away. And now they can get the same value that this will bring to your business. That is why I am here today so that your team can do the same. 7. We need to use the money for something else: We need to use the money for something else. In the actual sense, this objection means that the potential to spend money on what you are offering is there. But your prospect just doesn't see it as an opportunity compared to other things. So they are putting the money elsewhere. Think about it. If you have a choice in your daily life, you made a choice that suits you best with the value that you have, right? In my end, that you have a budget for shopping in the supermarket. Most weeks you probably buy the same things, but generally, most people change a few items that they buy. Some of these are impulse purchases. Some are changes of brand, and some might be new items that you have never tried before. The changes happen because you feel in my be a better option for you or for similar recent. But this is one of the reasons, right? You're trying maybe to find a better option. What I'm trying to say is, remember that we all have choices to make. We change our decisions often. The supermarket example is also true when it comes to major personal purchases. And it is true as well when it comes to corporate values. Money years that hold him Monet strings are tasked with delivering results. While some bytes are generally set in stone, there is normally some flexibility. And managers have the discretion to change course and relocate budget to new things. They are relevant if they are timely and demonstrate benefits. Keep in mind that at the end of the day, what they want to bring results, not savings. So again, with that in mind, don't let the objection. We need to use the money for something else. The stride you from your objective. So why response would be appropriate? They say, we need to use the money for something else. Now you say, I completely understand Michael. Most of our clients were in the same situation when we met, but they saw the value soundly weight and now they are enjoying the probe, my sense right? Now let's say you sell cars. You will go, ladies, I completely understand Michael. Most of our clients are in the same situation when they come here, but they see how much they loved the car. They found a way, and now they are enjoying it every single day. Just like you will make sense, right? See how I adapted the response to a business to consumer situation. Well, this is important because you don't need to know the responses. War by word. You need to learn the way to build them and use them accordingly. And you notice that at the end of the response I finish with Makes sense, right? Why? Because when someone asks you that, it is very likely that you will say yes it does. For yes. So what we want is for them to agree with us, objective with that Western. How does he go again? They say, we need to use the money for something else. I use a I completely understand Michael, most of our clients were in the same situation when we met, but they saw the value found away and now they are enjoying the product every single day. Make sense, right. 8. We Have no money: How many times have you heard your prospects say the objection? I don't have the money. If your breathing and taken any level of cell's action, then the answer is, do you have heard this a lot, right? But it is important to recognize this objection for what it is reality in most cases, it is an announcer Western that the prospect has. If the prospect is interested in, what they are really saying is, can I afford these the majority of days when they say these? And the issue isn't actually the lack of money is more likely that the prospect doesn't see the value yet, is the lack of information. That is what is happening. They have an issue with believing it will work for them or something like that. So it is crucial to know how to respond. You have you have to recall, display empathy, and never be defensive about this objection or any other for that matter. So how do you go about uncovering what is their real objection here? What is really going on so you can help your prosper. They say, We have no monument than your answer could be this. Can I tell you a secret and marrying leathers? Uh, yes. They will say yes, almost always. And then you go and say, most of our clients didn't have the money either, but they knew this would make a difference for them. So they made it happen. And I know this will make a difference for YouTube. And then after that, just go on and bring up all the benefits again. If a decision maker wants to purchase what you have to offer, they will find the money for it. Buyers can get very resentful when they want to be. So how does he go again? And it goes like this. They say, We have no money. And you answer, can I tell you a secret Mary level and say yes. And then you go on and say, most of our best clients didn't have the money either. But they knew these will make a difference for them. So they made it happen. And I know, I know Mary, these will make a difference for U2. And then bring on all the benefits again. 9. We Have Too Much Debt: This objection should know Oscar, you as a salesperson, the reason is that your clients spend their money on something valuable. Nobody gets into that because they don't buy. Most of reasons is getting to that because they spend more than they should. But they spend it on investments that they believed to be valuable. By the way, I save businesses, movies. But the same goes for people. We end up using credit cards for the same reason. So if they say, we have too much depth, you should consider. They must have customers that borrow morning when they see the value. So how do we respond to this objection. They say We have to merge that. And you answer. That is perfect. You are not alone in these. Most of our clients do as well. And then value benefits value. So let me give you an example. Let's say that you sell printers. You can say this. That is perfect, Michael, you are not alone in these. Most of our clients do as well because you save so much time and money with our printers that without them, you're actually increasing the depth. Say it, you get the printers today, your teachers will be able to save time. I'm print with better quality. You know how much teachers complain about their situation now. So this will make them happier and it is proven that students get better results when they get good for copies. This is not just about all the money that you will save for the school. It is impacting the emotional situation of your teachers and the conditions of your students. And they will love you for that. Michael, By the way, I just made all of that up. I don't know if the equality photocopies impacts anyone emotional situation. The idea is to talk about benefits, right? Anyways. So the goal with these response is to first let them know that it is completely okay to be an in-depth that everyone does it, particularly that everyone that buys from us has some depth. It is normal. They don't need to feel guilty or worry about it. And that everyone that like them has depth came to the conclusion that it was worth getting into more than to get our product. And finally, of course, we finish reminding them of all the benefits of doing it. So how does it go again, they say, we have to move them. And you say, that is perfect. You are not alone in this. Most of our clients x2 as well. And then value benefits, value. 10. Why should I buy this from you when I can get it cheaper from someone else: I know you all heard these a million times. And to be able to answer these properly, we need to always ask ourselves, what benefit do we provide to the buyer? What he said about our problem that will make their lives easier. How are they going to benefit? These are the questions you should be asking yourself. Obviously, it is extremely important to conduct research on your competitors. But selling a cost comparison alone is a big no-no. And you could end up losing. Always have to sell based on your value. Value is all of the things that can't be quantified on a price that, you know, like the master car TB as the priceless ads. You can look it up on YouTube. There you add. They may you understand that there is more to the price, more than just the price, things that cannot be quantified in the price and waste. So this is where you come in. You are going to help the customer syrup. When a client asks you, why should a war with you? When I can get the same thing from someone else and cheaper, you can respond with the value or added benefit that you or your brand provides. So you can say something like this here for sure. There are always cheaper products. Now, Mary, if the price was the same, who would you choose to work with? Two ways they will say with you. And then you respond. Now, that's great. Nice. Thank you very. And what would be the three main reasons why to which they will say something like AC, because your CRM is more intuitive. You have mass Malin Incorporated and I already know how to use it. There you have it. Those are the reasons why they should pay more. Now use those reasons to close a deal. Now, what happens if they say if the price was the same or even if you were cheaper, I will work with the other guys who have then you just found out that the real objection is not the price. It is about you or your company or something else that you need to figure out what it is. So back to the responsive. Again, how does he go? They say, once you buy from you when I can get the same thing, cheaper for someone else. For sure, Mike, there is always cheaper products. Now, if the price was Xin, who would you choose to work with to which they will stay with you. And then you respond a grave Mike. And what will be the three main reasons why. 11. I Am Locked in an X Year Contract with Another Vendor: Unless your product or service is truly groundbreaking, you should always assume that your prospect is already working with a competitor. So while talking to your prospect, you must be prepared for the seller reaction. Obviously, often, this is a real objection. And most of the time, the best you can do is to build a long-term strategy to win the guideline when the time is right. However, if you focus on the value the prospect will get by switching over to your solution, you might have sharp. So here is how you can answer this objection. They say how I am logging in two year contract with another vendor. And you say that is completely arrived, Mary. And I understand it. Could as you if you weren't in a contract, what would be the three main reasons why you will switch to our product? And if you pay attention to the last license, then you know how this goes, right? Those three reasons are why they should switch to your solution now. And in worst-case, if they're really locked in in a contract and they are not willing to move, then you know, what are the three main reasons for them to sue each whenever the time is right? Let's repeat again. I'm logged into a two-year contract with another band around. Sorry. You say that is completely arrived. Mary, and I understand. Now, before I go, Could I ask you if you weren't in a contract, what would be the three main reasons why you would switch store products, grind them down, and use them to close the deal. 12. I Don't Like Contracts: We need to accept that not everyone wants to be logged into a 100, even if it costs less than paying month-to-month. Nonetheless, the reality is that even those people need to sign contracts in many aspects of their personal life and their professional life. There are many services and products where you just don't have any other option. My point is, don't be scared or unmotivated when you heard this complaint, people say that, but the vast majority are willing to sign a contract as long as you don't make a big deal of it. So how do we respond to this? Objection. They say, I don't like conference. And you say, I understand now that we have to sign contracts for everything to buy our force, to use our phones, to use most of the apps in the phone. It is crazy. Even keys have to sign contracts at the beginning of every year in middle school, it has turned into a social custom right? Towards the prospect will say, I know it's crazy. Everyone is asking for a contract. And then you say, anyways, Michael, this is just the same as just something customary. I just need your autograph here up here. Kids in many parts of the United States need to sign contracts at the beginning of the school year. If that is not customary, where you live just changes for something different. You, you also don't need to use the phone example either. You can use something different. The point is to use examples of something that is kind of ridiculous. But you still need to sign a contract and you sign it. And everybody does. So you want to compare it to something like that? So how does he go again? They say, I don't like contracts. They say and you say either sand middle. Nowadays we have the same contracts for everything. To buy our phones, to user workflows, to use most of the apps in the phone. It is crazy. Even keys have to sign contracts at the beginning of every school year. It has turned into a social custom, Right? To which the prospect will say, I know it's crazy, everyone is asking me to sign a contract. And then you say, anyways, Michael, this is Joe's. The same, is just customizing. I just need your our fear. And here. 13. We are Happy With Your Competitor: You will find that many people are hesitant to change anything when things seem to be going well, even if they can get better. Well, we need to keep in mind is that this is not an objection. It is a matter of a fact and should be expected. It makes says if they require your product or service, then most likely someone else he's already working with them. Of course, they should be happy with their current supplier or vendor. And we should always spec that it is non objection. It is the way should be. Therefore, do not take these as an objection. They get us a common and move forward. Instead of trying to argue the fact that perhaps you would make it better supplier, thank the sales process as Etude progress one step at a time, you can ask a few questions to determine the relationship between them and your competitor. And while the prospect is responding, tried to peek out some weakest postulate you can capitalize on. So how do we respond? In this instance? We're happy with your competitor. And you say, Absolutely, many of our current customers were with them in the past. So I understand. If I may ask Michael, is there something in particular that you don't lag from your accurate provider? Linda Mazur, write it down and then ask, I understand you are happy with them. But if you were working with us, what would be the advantages? Cry the answers down. And now when they are done, you say, See, that is precisely why those customers I mentioned are super-happy? No, because we don't do a, B, C, and we have XYZ. You use information your prospect just gave you to close the deal, being ABC, the things that he or she has, unlike an XYZ. Devops. If it happens to be that you also do ABC, then just don't talk about it. So how does he go again? They say, we're happy with your competitor. And you use a Absolutely michael. Many of our current customers were within in the bus. So I understand. Now, if i may ask, is there anything in particular that you don't like from your actual provider? Led them answer gravity down and then asks, I understand that you are happy with them. But if you were working with us, what would be the advantages? 14. We are happy with our current vendor: We're happy with our current bender. We're happy with our query and vendor says they lead. This is the same reaction as before. But since I over here, salespeople who are frustrated or the feeded by facing what they feel is nearly an unbeatable objection. You know, they I am sorry, but I am happy with my core supplier. We had been doing business with them for many years. Well, these warning is a powerful objection. I fear I will include an oral response. First option east to agree on user response in the previous lesson. But for those instances, when you know that the prospect is soul or your product, but for some reason is giving you these fake of reaction. Well, you need to consider that most likely the reason why they are doing that is because of the hassle of change. I bet you broadly have though with many customers were you knew they wanted your product, but they didn't want the hassle of change. So what they did was say they were happy and they didn't want to change. For those leads. These, when you can say, they say, we're happy with our current vendor. And your answer will be how I completely understand. I don't like change either. I do like it though, if it is part of the Better when he brings better results. And Mary, I do understand that changing sometimes is a hassle, but you will reap the rewards. Let me help you get a value, a value v and value seen less duties. Now, let us help you bring those results so that you can enjoy the benefits where I say value I, V, and C, just change it for whatever benefits you bring to the elite. So how does he go? Again, we're happy with our current vendor. And your answer is, I'll I completely understand. I don't like change either. I do like it though, if it is for the better when he brings better results. And Mary, I do understand that changing sometimes is a hassle, but you will reap the rewards. Let me help you get a value a, B, and C. Let's do these Now. Let us help you bring those results so that you can enjoy the benefits. 15. Your Competitor Gives Us more features: Your competitor gives us more features. Hi, I'm sure that this is a comment that you probably have heard, even if you work in the leading company in your industry, and even if you offer more better features than anyone else. But even if it is true or not, the best way to treat this comment is just like that as a common, at least until we can prove that it is a real objection. If you think about it. How many times the Dubai something that didn't have some of the features that the other product. But you still bought it? My point being the competitors probe might have more features, Yes. But they may not be the ones that your customer needs or they might have something that you don't really like. So the way to respond to these common is my first agreeing with them. Let them know that some of your customers have also say the same thing. But either way, they did decide to work with you anyway because it was better for them. And then let them be the ones that say, why should they change? This is very important. We want them to be the ones stating, why should they switch. So how does he go? Leads as your competitor gives us X, Y, and Z. And you say, oh, I believe it. In fact, most of our customers used to work with competitors that gave them extra features. Still. Now they are extremely happy that they switch on, are working with us. If I may ask, if you were working with us, y will be the three main advantages. They will say recent a, B, and C. And if you want to play a little bit different than in the other lessons, what you could do is you could confirm all of those reasons with the customer, meaning you say, so we're faster, right? And they say, that's right. You say we have more AB and C, correct? Correct. We do the E and F, which is very important for you guys, right? Yes, it is. And then you can use those reasons to close the deal. So how does he go? Your competitor gives us X, Y, and Z and use a, I believe it in fact, most of our customers used to work with competitors that gave him extra features. Still. Now they are extremely happy that they switch under there working with us. Now, if i may ask Mike, if you were working with us, what would be the three main advantages? 16. I have never heard of your company: I've never heard of company, though these might sound quite negative offers. What they are indirectly asking is just for more information about your company. So this is how we can answer. I've never heard of your company. And you say, oh, that's great. Then I have the opportunity to share some of the testimonials from our clients. Most of the companies we visit already know about us. So I normally skip it, but I love the spark. Reading the comments of happy customers makes me happy. While we are doing here is showing social proof, but also with this way of saying it with the motion that you are conveying, you are showing that you really care about your customer more than just closing sales. Also, you might have noticed that I made it sound as if everyone has heard of us. Now, if you don't have testimonials, that is something that you need to fix right away. And if your customers are not happy enough to leave reviews, then fix that asap as soon as possible or your company won't be selling anything soon. For example, I have thousands of reviews of my courses on Udemy and dozens of recommendations on LinkedIn. And I hope I will have your stoop. And just like I asked you, please make sure that you take a moment either today or tomorrow to ask your clients to do the same for you. Please do it is very important. Anyways. So how does this responsive go? They say, I've never heard of your company and your answer will be, that's great. Then I have the opportunity to share with you some of the testimonials from our clients. You see most of the companies we visited already know about us. So I normally skip it. But I love the spark. Reading the comments of happy customers makes me really happy. 17. Your product is too complicated: You probably, it's just too complicated then when you get this kind of a reaction. In most cases, if not all of them, it is because our lead is worry about the implementation part. The difficulties that in my imply how long will take their team to really use it? And will they use it? In other words, the lead stars focusing on the difficulties instead of the benefits. And it is our duty to fix that. So how can we respond to this? They say, You've probably is just too complicated, man. And you say, I get it. Well, putting aside complexity, which I can fill you in that would it be right to understand that if it was easy? You will by now. Is that what I heard Mary? Meaning, you can see amazing value this would bring to your company. And the only thing that stands between you and using us is the complexity. If they say, well, no, I'm not sure about the value, to be honest, then you need to go back to the beginning because you have a bigger problem. But if they say he has, if it was easy, I wouldn't buy it. But it is too complicated. So then you use the same techniques as in some of the previous lessons and asked them, why would it be so valuable? And let them say out loud those benefits. And of course, you know, that we will use those same reasons to close the sale. So how does he go? They say You probably is just too complicated and you're responsible when I get it. Well, putting aside complexity, which I can tell you in that Michael, would it be right to understand that if it was easy? You will by now, is that what I heard? Meaning you can see the amazing value these would bring to you. And the only thing that stands between you and using us is the complexity. Now when they say yes as them, what are the three main reasons why it would be so valuable? 18. Your product is not a priority right now: You're meeting with a prospect. You had a great conversation with a prospect. You build your product as were the clothes. And your prospect or the silane tells you, this sounds old red blood is just not a priority for us right now. How do you respond to that? What can you do to make the sale happened after that? Well, the first thing to consider is that when the prospect says, Your problem isn't a priority, one of these three things will be true when you're selling to the wrong customer or you're selling the wrong product to, you are not teaching to your prospects, priorities. So basically, you are just saying things, but you're not talking about what they really want. And a three, your prospect is masking the real concerns. Often. This third one is what is happening. So first things. First, we need to uncover what is really going on so that we can customize our approach based on their situation. So for these objection, you can actually also use a version of their response to the objection your products services to complicate it. Or you can say this, your product or service is just not a priority for us right now. And then you answer, oh, I hear you and dad, Michael, I completely get it. In fact, the last five people in your industry that I have met with, they say the exact same thing. It is a very competitive industry, right? They didn't say yes, but nothing else. And keep going. And then you say, the funny thing is that even though they say the exact same thing, they are now thrilled to be working with us. So please Michael, let me help you make this happen for you so that you can get value a and C. Of course, as you know, we need to ask Westerns on do we have a clear picture of wild martyred for them so that we can really peach based on values a, b, and c, The ones that are important for them. Then we can customize the sales page for that particular client. So how would you go? Again, they say, I'm sorry about your product or service is just not a priority for us right now. And then you say, I hear you on that and I completely get it. Michael. In fact, the last five people in your industry that I made with, they say the exact same thing. It is a very competitive industry, right? Let them say Yes, but nothing else, and then keep going. The funny thing is that even though they say the exact same thing as you did, they are now thrilled to be working with us. So please Michael, let me help you make this happen for you so that you can get value a, b, and c. 19. It's just not important right now: It's just not important right now. This is the same objection as before, but here I will give you the Permian response for your repertoire. There are two options. It is really not important now or it is important. And if is the second one, they are just telling you these as an excuse to avoid mechanization. Or they don't see the value that you're prone greens to them. So like always, when responding to these objections or complaints, don't go on the defensive, but don't let them brush you off or make excuses. So how do we respond? They say, I'm sorry, but this is just not important right now. And you say, Okay, I get in Mary, just let me ask you for a quick favorite. I hear you say you need value a and you want to boil pain x, our probe will help you get that and more right away. Correct. So just help me out here so that I can understand what am I missing were easily disconnect. If you know, they can really benefit and you know what their priorities are, then, you know, this is not a real objection. It is more a trust issue. They don't see the value or there's some other reason. So how does he go again? They say, I'm sorry, but this is just not important right now. And you say, okay, I get it. Just let me ask you for a quick favour, Mary, I heard you say unit value a, or you want to avoid panics. Our role will help you get that and much more railway, correct. So just homeo here to understand what am I missing? Where is the disconnect? 20. Your Product or Service Wouldn't Work for Us: Your program will work for us. This is another time where the prospect is indirectly asking for more information. By now you're probably thinking, you know what? I could use a few of the previous responses. And if you're thinking that you would be right, so kudos to you, you haven't paid attention. But if you were no thinking, then you're probably doing something else while watching the scores command. This is our tied together. Don't do that to ask, please. We're building this friendship. I thought we had something especially glossier tabs. Put your phone away. Please pay attention. Anyways, jokes apart. How do we respond to this objection. They say, you're probably willing work for us and you respond. I can accept that human though. It is a knife through the hard Mike. You're killing me. Just kidding, but well, help me out with something, please. What did I fail to see? Why would any work for you? Let them answer and ask anything else and if and else to make sure you flush all the real objections and they say, Got it. And is there anything in particular that you actually like? What we need to consider is that your product will work for us, is most likely not a real reaction. Because in theory, we have quantified the costumers and we know that we're selling to someone that can profit, benefit from using our product or service, right? So you should know the a Rayleigh rejection. So when we went is for the prospect to let us know what we fail to help linseed, we need to know where the we fail, showing the value. That way we can fix that situation. And of course, as you know by now, we are going to use all the information that they gave us to close a deal. It is our responsibility to help and see the value of their responsibilities not theirs. And by the way, that line of your kilometres is just to try to bring a smile to their face, make them feel comfortable. And maybe a little beauty for us so that they are more open and willing to tell us the truth. But you can use any sort of quote unquote joke. It doesn't need to be exactly that. So how does it go? Again, they say, I don't think your surveys will work for us. And you can say, okay, I can accept that even though it is an activity hard Mike, you're killing me. Cannot just Getting Help me help me out with something police. What do they fail to see? Why would any work for you? But the Mazur and ask anything else, make sure you flush all the real reactions and then say, Got it. And is there anything in our probe that you actually like? 21. You seem not to understand my need I need a solution with X, not A: You just seem to know under send my name resolution with x naught a. So what happens when someone tells you? I see two options here. When we were completely lost and we're putting the wrong products, in which case, it is not an objection, is a wake-up call to let us know that we need to listen to our customers. We need to pay more attention to what they are saying. Or option two, the customer didn't fully understand that our prologue actually helps with x as well as it does with a. This normally happens because we didn't build rapport at the beginning of the conversation. And the crossbite is just not listening to us. He or she doesn't trust us roll. And from the beginning of the conversation, they decided that we were selling something. That is not what they mean. So it will be kind of like if you're selling bananas and your customer says, we don't need just food. We need healthy food. Something reach in potassium and fiber. Something good for our athletes. So how do we handle the situation? We're going to use their own words. So they say, you seem to not understand my needed, I need a solution with X a. I you would say. I hear you, Mike. So let me see if I got it right. You need x. And if I understood correctly, you will also need help with y and c. Is that right? They will say, Yes, that is what I am saying. Most likely they're going to sound a little bit annoyed. Just be ready for that, but don't get defensive. And then you keep going. And you say, well, my apologies MAC, because idea and explain myself before. The main purpose of these products is to help you with x, with y, and z. Can I show you? Ok, let me use the bananas example so that this response is a little bit more clear. It will go like this. Well, my apologies, Mike, because I didn't explain myself before. The bananas are one of the healthiest foods. Very recent potassium fiber, and they are extremely recommended for athletes. Can I show you? Now, the prospect is most likely going to be in a defensive mode. So it is unlikely that we will be closing the deal right after this. We will need to go back to the beginning and build rapport. But now at least you know the psi Wars that the prospect used to describe the value they want. And you are going to use those precise words. By the way, as you might have noticed, I said, I didn't explain myself before. Ideas say you did not understand me or you misunderstood or something else where I put the blame on them. We don't want to make them run. Remember, never gone in defensive mode. Go on the agreeing mode. So let's repeat it again. They say, You seem to know, understand my name. I need solution with X naught with a. I, you say, I hear you might. So let me see if I got it right. You need x. And if I understood correctly, you will also need how with y, z direct. And then they say she has that is what I am saying. You respond will be well, my apologies, Mike. Because I the unexplained myself before the main purpose of these products is to help you with x, y, and z. Can I show you with the bananas, the sample? It will go like this. Well, my apologies, Mike, because I didn't explain myself before. The bananas are one of the healthiest foods. Very recent potassium and fiber, and are extremely recommended for athletes. Kind of show you. 22. We're doing great in this area: We're doing great in this area. Even the most experienced salespeople can have trouble with this one. And I go, is the best thing that we can do is to be agreeable and to avoid terminal as confrontational. But we will only be able to handle, to truly handle this objection, we can actually help our prospect. So let me use an example to explain what I'm saying. If you're trying to help them save energy by installing LED lights and you offer this sac same Bob's that they already have or something worse. And they tell you that they are already doing gradient this area. Then what we have is a problem of qualifying customers, not of handling objections, were reading with people that don't really need our service. But if we know that we can help them in whatever it is, we can bring some significant value to them. Then you can use the following response. They say, we're doing great in this area. Thank you. But we don't need and you say Absolutely, that is precisely what you should do it now because value a and value v. So Mary, let me help you make this happen now so that you can completely dominate this area. I know I know. If I just say like that it sounds kind of weird. So I'm going to go back to the LED lights example so that I can explain myself a little better. You will be able to understand these responds better with that example. They tell us the objection and we say, Absolutely, that is precisely what you should do now because you are already held your competitors. You understand how important disease and you will save 40% more than what you are saving right now. And with our trading program, you will make your investment back in five months. And from that point on is all savings which will lower your expenses and increase your cashflow, giving you an advantage over your competitors. So Mary, let me help you make this happen now so that you can have complete control over these areas. Take this said that some of your competitors already have taken so that you can be ahead of the game instead of one of the last ones to make this change happen, we can set it up in just two days on your deal, won't even know that we're here. I just need your out-breath here and here. And we can get a set up in no time. Got it. We heard them out. We acknowledge what they are saying. We agree with them and with his music comment because it is not an objection. It is not even a complaint. It is just a communist. And we use that same common as recent TBI. It is like you, when you use the waiter hold your opponent to beat them. So how does it go? It goes like this. They say, Thank you about we're doing great in this area. And you say, Absolutely, that is precisely what you should do it because value a and valuing summary, let me help you make this happen now so that you can completely eliminate this area. 23. Call me back in 2 months: Call me back into most Glace. When this happens, it is often because the prospect is just a boy in making a decision. It is not that they don't want to buy. It is just that the pressure of this item today is too much for them. They feel like they are not ready. And that is normally because they don't see in on value yet to justify their decision. Of course, guess, sometimes they may say These with good intentions because they really can buy now. And they believe that they're going to buy in two months from now or that they will be able to do so. But since we can't be really sure about that, it is our duty to try to get the sail to the so what will be our response? They say, I can't do now, can you call me back in two months? And you say, I will be happy to call you back into modes. Now if you don't mind me saying Michael, you know, do this or at least your company services, you know, you're going to buy it. And the sooner you get it, the sooner you will get a value a, b, and c. So while make you wait and go through all this process again and the stress of putting something on hold. Let's do this now so that you can focus on other things than need your attention. Let me help you scratch this thing from your to-do list today. And after that you buzzy contract and point to where they have to sign or asked. Would you prefer cash or credit card or something of that sort? Yes, these won't work with everyone. Some people actually can buy. Now, they are saying the truth, even if they really want to, they just can't. But for those who are hesitant, just a little push, maybe all they need. So what are we doing here? First? We're lowering their guard by letting them know that yes, we will be more than happy to call them into most. The pressure of being Soul is over. Second, will remind them of all the benefits of doing it today. Third, we remind them that we're we don't make a decision and we leave at fast-forward later at as data could be close today. Well, well we do that, it causes unnecessary stress. Finally, we also tell them that they can express something from their to-do list today. And who doesn't like to do that? Some people add to their two lists, things like have launch, Joseph, they can scratch it. Oh, I'm sure you know, some people so seriously used out because most likely they want to scratch it off their to-do lists. So how does he go? Let's repeat it. They say while just can you call me back in two months? And you say, I will be more than happy to call you back in two months. Now, if you remember saying Michael, you know, you the service, your company, your services, you know, you're going to buy it. And the sooner you get it, the sooner you will get a value, a VNC. So why make you wait and go through all these processes again and the stress of putting it on whole. Let's do this now so that you can focus on all things that need your attention. Let me help you scratch these from your to-do list today. 24. I am busy right now too deal with this: So they'll listen to your presentation or Barth of aid. And all of a sudden they say that they are too busy to deal with this. What is going on? If you hear these early in the cell cycle, you're really just trying to get you out of their office or on the phone. If you hear it later in the cell cycle, it means that we have dropped the ball. They were interested and now they earned. We lost rapport. Or maybe the price has exceeded the perceived value. And until we tip the scales, we won't be able to close the sale. So how can we respond to this objection. They say, you know what? I am, sorry. I am just do VC right now to deal with this. And you say, I get a merry, we only work with a players and they are always VC. But please, before I go, just homeo with something here. We talk for 30 minutes. You know, you will get a, b, and c and you will fix paintings. So please help me understand what did I miss? What did they do wrong? Why the Southern change of heart? So what are we doing with this response for ours will let them know that we agree no parole limb. We will leave if need be. You can lower your guard their prospects because we're leaning. Also, we let them know that every client is just as busy as they are and they all move forward because they are a player's peer pressure. And also a player's move forward, RUN a player, their customer. Where establishing leadership while showing empathy. We know there must be a reasonable or than time. Otherwise they wouldn't have listened to us for 30 minutes. So we went to flush out the real objection. And they will normally respond to our common with something like no, no. You didn't do anything wrong. It's just you're talking about a and we need help with x. Aha. Okay. Now we got it. So now we go back to the response for that particular objection, the one in the previous lesson. This is why it is so important to practice all of these responses over and over again so that we can play with them and use them when the time is right. So how does he go in? And I'm sorry, but I'm just too busy to deal with this right now. And you say, oh, I get married, we only work with a players and they are always 3C. But help me out here, please. Before you go. How we understand something we taught for 30 minutes. You know, you will get values a, b, and c, and you will explain x. Please. Help me understand what did I miss here? What did they do wrong? Why the sudden change of heart? 25. I'm not interested: Almost nothing Ghazi conversations shorter with a prospect than a Bruce? I am not interested. Knowing how to respond to this objection can make selling much easier. When a person says, I am not interested, do they really mean it? Perhaps his own cases is true. But often what prospects are really saying is, I might be interested, but I have been inundated with sales reps who have wasted my time, and I suspect that you're yet another. So thank you. But I am not interested in talking to you. That's what they are not interesting. Or maybe it's something like I might be interested, but I have something more pressing on my plate and I don't want to be bothered right now. So I am not interested in talking to you right now. So basically they don't want to talk to us, does what they are now interested in. Or at least they are not interested in talking to us right now. By is not necessarily of our problem. There objection. Is a knee-jerk reaction, is an automatic or is spontaneous, reflects brought on by our unsolicited goal. Or for some reason, they just feel to stress because they are very easy. So here's what we can. They say? I'm sorry, I'm not interested. Thank you. And you say that is completely fine, Michael. I understand. And in fact, many people ISP with they tell me the exact same thing. And as they learned more about this and they see where he can really do for them. They were glad they took a few minutes to listen. Investors than Minos in these, and you will get so much more, I promise you. We didn't meet our favorite, please michael. Show empathy and demonstrate that he or she is not alone. That everyone else said the exact same thing. And they came to the conclusion that, well, by in the problem was the best option. But most importantly, we're trying to flesh out the real reaction since I am not interested. It is not necessarily an overreaction or a complaint. It is just a comment because why are they not interested? What is the real objection that makes them knowing there's the we need to know that. Now one thing to keep in mind is that many of the people to which you give this response to will say something like, I am sorry, I just can't. And of course, you will have to try to reschedule. So the response, like all of them, it is not going to work every single time. There were simply no response like that in the world. When we want is to try to get those few that just need a little push to move forward. So again, how is ego? They say times are among interesting thinker. And you say, that's completely fine, Michael, I understand. In fact, many people that I speak with the tell me the exact same thing as well. And as they learn more while these and see what these can do for them, they were glad they to a few minutes to listen in best just aminos in these and you will get so much more, I promise you that Michael, would you do me a favor, please. 26. How did you get my information: How did you get the information? Cold calling is definitely not the best way to generate high-quality leads. Nowadays you have plenty of options to choose from that are far better, like LinkedIn Lead Generation or call email, which by the way, I have courses that you also have lean magnets, Facebook marketing, and plenty more. Nonetheless, there are companies that for some reason they choose to focus on cold calling. But also even if you are doing one calling, if you're calling people that actually give you their information, often the one remember, right? So this is something that you can face in your day-to-day as a salesperson. So if this is your case, you need to be re, and the first thing that I will say about this is always be honest about where you go there information from, but just give them a little reminder and move on. And of course, always respect their wishes if they asked you to remove them from your column lists. Now if for some reason you don't want to say where you got the information from, then here's what you can say. Excuse me. Excuse me. What did you get my information from? And then you say with a big smile, even if he's on the phone with the biggest mile and habitat of voice, you say, To be completely honest, Mary, I just know is in my database, which means that you must be great. By the way. I wanted to let you know that and then go on with your script. So make sure you say with conviction, with passion, with a smile, and then move on and don't make a big deal of it. You acknowledge the comment, you gave your best answer. It is This means and move on to the next thing. So again, how does it go? Excuse me. How did you get my information? To be completely honest, Mary, I just know that it is in my database, which means that you must be great. By the way, I wanted to let you know that an NGO on your script. 27. Just send me some information: Can you just send me some information, please? Your prospects might have good intentions when they promise to get back to you. But the reality is that we all know if we will hear from them again. So when we leave the responsibility of fallow out to our prospects were basically surrendering the deal. I agree to send them information, but don't hang object. As them an open-ended follow-up Western, Like just so that I know what to include in my email. Can you tell me? And then go and usually that will lower their guard enough to start the conversation again. And you won't end up needing to send that email after all. So how do we respond to this objection. They say can you use please send me some information and then you say, that will be perfect. Mary, what is your email address again, please? As this question or a similar one, even if you have their email address, let them answer and make it clear that you are taking notes of their email address and then say something like so that I can send you information that is relevant to you in particular, are you guys looking to achieve x or y? Day the A's to ask an ISI qualifying question that can lead to another qualifying question and to a conversation. So they say, for example, we want x and you say something like, what about eggs in particular, and so on. You can also change the question to a paying focus one, for example, so that I can send you information that is relevant to your particular. We notice our companies in our industry decided to work with us because they have pain a and B. How is that affecting you guys? Is that something that we can help you with? Now, I want to insist in the part of making sure you ask for their email address, even if you already have it because you want them to feel like they already go read off you when you ask for their email address, they think, oh, OK, the conversation is over. The salesperson will send me information. They will think that you are just asking the questions to send them the right info, but you will keep asking questions and move forward with the sales process. So how is he going? Can you send me some information, please? That would be perfect. Mary, would you share your email address with me? Please? Ask this question or a similar one. Even if you have the email address, then let them answer and they say something like so that I can send you information that is relevant to in particular, are you guys looking to achieve X or Y? 28. I Need to Talk with my Spouse or Boss partner I: Sorry, but I need to talk to my spouse and you talk to my boss, partner, whatever. I am sure you have run into one or two people that told you these rights that you have? Of course, as a salesperson, we must qualify our lease. Do know that we are talking with the decision-maker. But sometimes, even if we do that, this objection comes out of nowhere. For people who don't really need to talk to anyone. It is normally stall tactic from a person who is afraid of making a decision because they don't want to make a mistake. So often, we can fix that by adding some pressure and reminding them that procrastination never brings any value. The sooner we start looking at all objections like this, the faster our paychecks will grow, the more you can respond to objections and installed Titus on mental autopilot, the more cells you will make. So here is how to respond to this objection. Gossamer says, go to my spouse and to my balls, to my wife, to my husband, whatever it is. And you say I completely understand. Let me ask you something, Michael, what happens if they say no? I now here you have two objects. Customer can say, Well, she was a no. Or the customer can say, well, if she says no, we won't buy, how should one customer says she wants I know. To which you will answer. Perfect. If she wants to, you know, let's get this done now so you guys don't have to invest any more time on this. And you can start getting value a right away. And then you can pass on the contract and point to a single letter. By the way, when I say value a, you can change it for the benefits that your product brings, the ones that are important for them. So for example, it will be like this. Perfect if she won't say no, let's get this done now so you guys don't have to invest any more time in this. And you can start fishing and sailing through our gorgeous cause with your friends and family this weekend. She will love you for d'Azur pricing as will you friends. When we are doing here, is helping them see that their spouse or partner already accepted these purchase. They came ready to buy and they don't need to progress he made on it or should to customers as if she says no, we won't buy. To which you will answer. I understand. And what do you think she will say not to the price or the product? Gossamer will say something like the price, the problem both. For the sake of the example, let's assume this a, the product. Then you will answer, what is sadly, while the product customer says, well, it is too slow, okay, now you know what is the real reaction is not that the spouse or the partner is not here. While you're trying to do here is to flesh out an objection that your customer has and they have no revealed yet. And it is normally related with the fact that they don't see the value yet. Or we are selling their own probe. So we need to fix that. Their spouse or partner is not here. So they are not the ones with the reaction. Lesser will be the response. Customer says, I don't know, I need to talk with my espouse wife, partner, husband, whatever. And you say I understand. Let me ask you something, Michael, what happens if they say no, and then follow up with options one or two. 29. I Need to Talk with my Boss Partner II: I have to talk to my spouse or my partner is a common objection. This is why I fear I will add a second response to this objection so that you have more room to maneuver with. When you re here it goes. Customer says, I need to talk to my wife, I need to talk to my husband and my partner, my CFO, whatever it is. And you say, I understand, marry, every now and then I hear this. And what happens is that the customer ends up taking modes and loss. And you invest the time on this, you know, this is the best decision for you. Your partner is not here. He did not get experienced. You got today and they are going to talk you out of it for a while, then you will come back, get it in months from now when you could be enjoying it today. I see this happening all the time. So let me help you get what you want and deserve today so that you can start getting value a right away. I think I don't need to do much planning by now. You understand why are the reasons for these responses, right? Well, I bet you're nodding your head, but I will still say it anyways. The intention of this response is to remind them of something that we have all gone through at some point, which is we want to buy something. Maybe it is a TV or computer Couch, Whatever it is. We have the money we are sure we wanted, but for some reason we don't buy. And we spend months thinking about how much we wanted. And finally, after a 135 months, we do buy. And what happened? We just wasted time where we could have been enjoying that product or service. Sometimes we end up buying the exact same electronic that we will have both five months ago, but now it's five months older. And new version will come out soon, but not too soon enough to wait. The point is to remind them of this pain, the pain that it is caused by procrastination. So how does he go login? They say I don't know, I need to talk to my husband, my wife, my spouse, my partner, whatever you say. I understand very every now and then I hear this. And what happens is that the customer ends up taking months and months. You invested time on this. You know, this is the best decision for you. Your partner is not here. He did not get the experience you got away. And they are going to talk you out of it at least for a while, then you will come back and you will get in most for now when you could be enjoying today, not five MP. Now, I see this happening all the time. Let me help you get what you want and deserve today so that you can start getting value a railway. 30. I Don’t know, I Need to Think About it I: How do you currently handling when your prospect gives you the stall? And I need to think about it. Most salespeople give a wimpy response like, OK, well, can I call you back? And that is the end of it. I have done in the past, yes. Shame on me. That doesn't feel good, does it? I made mistakes and I learn from them. You in those ridiculous mistakes, those ridiculous responses. I have given daughter responses and I accepted, and this is why I work on my graph so that I can bring better responses to the table when I'm meeting with a client. Let's face it, whenever we get this objection or any other installed that is similar to these. Like, I need to wait until next week, next month, or I will get back to you. We know what he means. Your prospect is installed because they don't see the value or they wanted, but they are just too afraid of making the decision. So they just want to procrastinate. It feels better than by now and maybe making a mistake. The truth is that this objection, like so many others, is usually just a way of hiding the real objection. So we need to try to get our prospect to talk, to get them to reveal what is really holding them back. And then we will definitely have a chance to close the sale. So how do we respond to this reaction? Customer says, I don't know, I need to think about it. And you say, of course, it makes us is today's okay or would it be better two weeks? Customers as something like Oh, no, yeah. Two days, three days off. And you go absolutely. Maybe I can help by sending over some information so that I can help you better. Well, would you be thinking about the product or the price? And to wherever they say, whatever option you choose, you say, what exactly about it? The A's to try to get them into a conversation again to build value using that path. Let's break it down. First. We put them at ease by saying sure, two days or two weeks. We are even offering two weeks so that they feel completely relief. There is no pressure from now on is just a conversation. Then we ask, well, would you be thinking about so that we can send you some information? In reality, we want to achieve two goals. First, to find out what is a real objection, and second, to create a conversation about it and tried to handle the real objection and fix it. So how does he go? But I don't know anything about it. And you say, of course it makes us Today's OK, or would do X, we better let the wire say something. They will say maybe today's released up whatever. Then you say something like, Absolutely, maybe I can help you a sending over some information so that I can help you better. Why would you be thinking about the product or the price? 31. I Don’t know, I Need to Think About it II: I don't know. I need to think about it. Since this is a common objection, I will give you a second response. For you re, hearing God's cosmos says, I don't know anything about it. And you say, absolutely, we work with a lot of successful decision-makers like you. And I have noticed that what separates you guys from the average person is that you guys make decisions fast. And I know you're one of them. So let me ask you this. I know you're not assigning to a but if you were what would be the reasons together? Okay. Let's go this ASOR, What are we doing here? Were reminding them that successful decision-makers make decisions fast. And we're letting them know that we will leave. They are one of them. This is just for their ego. So they remember they are good and making decisions and they don't need to waste time over thinking things. Then we follow it with, I know you're not decided today by view where y would be the reasons together. We're removing the pressure from the sided today. But we want them to say out loud, well, if I really had to decide today, yes, I will get it because we need to solve panics as soon as possible. When you value a and b. We wanted to say the reasons to move forward so that you can use those reasons with their own words to close the deal male. If they happen to say if I had to say today, I just wouldn't buy it. Then you ask and why would that be? And they will tell you the real objection. Something like well, because it is too slow and I'm looking for something with more speed. Guarded. Awesome. So here he goes again. Gossamer says, I don't know, I need to think about it. And you say, absolutely, we worked with a lot of successful decision makers like you. And I have noticed that what separates you guys from the average person is a, you make decisions fast and I know you're one of them. So let me ask you this. I know you are not this island today, but if you were, what would be the reasons together? 32. I Hate You!!!!!: I hate you. I really hope that you never get any customer saying anything like this. And if you do, if you are in serious role, my friend, and most likely you won't get the sale. But to be for this lesson is more than anything. Me saying goodbye to you with a funny exercise. What a one with this lesson is to show you that even with the harshest of their objections, if you are prepared, you can take control of the situation. For any objection. You can come up with a good response. So how would you response? A customer says, hey, you know, what do you do? You laugh a little, you smile. I understand. Michael, my wife, says that when I believe in something, I can be to relentless. Now we will know that this is good for you. So I promise you this, sign up today and you want deal with me again, years with my colleagues. And if you ever have a problem that no one else can solve, then you call me and I will fix it for you. And with the biggest mail, you pass only contract while pointing to wherever they need to sign. So what are we doing here? What is all of this? First, we're trying to bring up, I smile by saying that my spouse agrees with them. In reality, we are changing the world. Hate for relentless, which is probably how they see us, maybe to push him persistent. And that is probably what annoy them in the first place. And then we remind them that if they signed today, it will be over. They won't need to deal with us anymore. If they really need the product, they can get it done now and they want see us again. But we are also leaving them with a message. We're letting them know that if a problem the no-one else can solve, worthy rice, Well, we could come and solve it. We will be Josiah's relentless. We're trying to change that image that they have of us so that they see us as well. We are persistent aloneness. We make things happen. So what do you think? The delegate? Well, in any case, this objection is just an exercise to show you that no matter what kind of we're objection, they throw at you. You can always come up google response just as long as you are prepared. So how does he go again, high, high head you. He laughed a little and say, I understand, Michael, my wife says that when I believe in something I can be to relentless and we would know this is good for you. So I promise you these Michael sign up today and you won't deal with me again, just with my colleagues. And if you ever have a prolene, the no-one else can solve, then you call me and I will fix it for you. And with a biggest mile pass on the contract while pointing to where they need to sign. 33. Overcoming the Fear to Use This Responses to the sales objections: Overcoming the fear of using these responses is never easy. And that's why I completely understand if you are a little bit embarrassed when using these responses, or if you feel these responses might be out of your comfort zone. Nevertheless, I ask you to please dry them. Police look, you can choose 357 of them. Choose whatever a number of responses you want. But I start with something, a star with dose, okay, with the ones that you feel more comfortable. Once you try them a few times, the fear of using them will dissipate little by little. You will feel the courage needed to use the responses. They will not be out of your comfort zone anymore. And that's when the magic will start happening. And the other way of overcoming the fear to use these responses is by mastering them, which we will talk about in the next lesson. 34. Master the responses: Well, we're getting to the end of the course. And something that is absolutely essential that we need to talk about is how to master these objections. And it is a lot easier than what a my seam or whom I believe. But it takes a little bit of time. And to be able to master these objections, you need to do three simple things. Number one would be to listen to these objections as much as possible. You are already enrolled in this course. You have access to these course, unlimited access to these course. So why not lease into these objections over and over and over again? Do it, for example, for the next two weeks while you're washing dishes or something like that, every day leads into those objections. 30 to 45 minutes. You can listen to them. I'll 1.5 speed. And it will start like really getting real. You will start absorbing all of this information. Second, you need to practice this objections is not enough with leasing into them. You need to actively practice them. And this is very important because that way whenever you are facing a real objection and you're using one of these responses, then you will be able to say them more naturally. You will have turned them into your own responses in a more natural way. So how do we practice this objections? What I would suggest is that if there are more salespeople in your company, then they are perfect. Choose one of them, asked them to enroll in this course as well. And once they have gone through the courses, you can practice together all of these objections. And that will help you a lot because it makes it a lot finer. You can interact with them and that the answers, their responses to your industry, your clients, your style. Now let's say that you have someone in your company that you can practice with. Then maybe you can do it with friends or family a few times, or you can do it in front of the mirror. In fact, I will suggest that you do the mirror thing a lease a couple times because that way you can see yourself, how you move, how you ask the face is you make and all of that. It is a really good exercise to. Finally number third. The third thing that you need to do to master these objections is to actually, because what yes, you guessed it, actually use them. The first time. Might be a little bit scary or you might feel out of your comfort zone. But that is how we grow facing things that are out of our comfort zone. So start using them. First. Maybe choose the ones that you feel more comfortable with, the ones that you can say very naturally. And then little by little, you start including the next ones. So it is time to master all of these responses. And remember, first, listen to all these lessons as many times as you can. Second, practice, practice, practice. Practice is the mother of all skills. Third, use them, implemented them, and use them. Ok. So I hope you do that. Let me know how it goes. 35. Adapt the responses: Something that I get asked often is sure Gus, I want to adopt these responses to my business, but how do I really do it? Well, like I said, you need to try to adapt them to your industry, your culture, or your concrete, your business, your plants and all that, right? But the way to do it right, is to take the template, start changing the wars that don't feed urines to your business or your style. And once you have it, read out loud that txt unduly in front of the mirror as well share with someone else. Because one thing is to have the paper Greta and they're in the computer. But it's different when you say it out loud and you listen to yourself. And then you might say the sounds where, I don't know about this. Once you've done that, you need to practice. And this is very important. This is essential. Practicing is the key of all. You could grant amazing, amazing responses. But if you don't practice it and you don't use them, then was the point. Practice it. Once you start practicing them, your parts in your own responses, then it will be super easy because you'll A-star interior horizon them into realizing is that a word? You will start making a Yours. Absolutely yours. And you will be very natural. Yes, yes. Was WE already see these in the velocity before? I know, but it is important. And it's important because I know that he's in these, in these bar then the, adapting the responses in the practicing where people get a stock. And I need to insist in this analogy you're finding yourself stock or you're facing tumours challenges with adapting these responses to you or whatever it is. Use. Feel free to ask me any questions. You can post them in this course. You can post them in the Facebook group. I am available for you. I'm here to help you. Let's make this happen. 36. Project: For this final lesson, all I'm going to say is a favor. I'm going to ask for a favor, which is, please go ahead and complete the product. It's very simple, but it's extremely, extremely useful. It will help you take your cells to the next level. All you need to do for this project is to choose the three objections that you face the most, the ones that are most common in your industry. And the templates, the answers, the responses that I share with you in this course. Those templates adapt them to you, to your industry, your business, your clients, your style, your country, you called her, or just make them yours. And those three responses, police share them with everyone. This is a peer to peer review. So please share your product and leave comments in someone else's product, review their responses. This is a great way for you to improve your skills because when you do that, you're acting as a teacher. And as we teach these skills, we also develop our own skills. So choose three objections. Thank the templates, the responses, make them yours, share them, and also review someone else's project. It was great having you in this course. Thank you, and I'm looking forward to seeing your product.