Objections are very simply unanswered questions.
Understand that when you get objections or weird questions…. it’s typically because your prospect is feeling as if they CAN’T do what you’re doing or they’re unsure if they’ll have success.
It’s our job to re-assure them that they CAN do this and it’s very important to make sure you’re exposure/presenting process is very duplicatable.
ELIMINATE OBJECTIONS BEFORE THEY COME UP: MY 4 STEP ‘SET-UP’ FORMULA
(minute 19:04 in the Audio)
Before the Presentation:
- Share Your Vision
- Can they feel your Passion?
- Are they convinced that you’re about to do something BIG?
- Are you using a Take-Away?
“I DON’T HAVE THE MONEY” OBJECTION
(minute 25:47 in the Audio)
First, qualify the objection to make sure it’s real before spending the time to handle it.
“Awesome Joe, I can appreciate you sharing that with me. I know personally that 500 bucks to start a Business, that could change that around in your bank account, isn’t that much. So I appreciate you sharing how tight you are.
Hey Joe, I just want to make sure that we’re on the same page. Is it that you really don’t have the money or do you just not see an opportunity for yourself here?”
If they don’t see an Opportunity move on, get a referral & ask them if you can keep them in the loop. BUT… if they DO see an opportunity….
“Okay Joe, if you really see an opportunity like you said you see, I want to help you come up with the funds you cool with that?”
Grab and Pen and Paper. About how far are you off from that $500?
What are some creative ways that we can raise the money?
– Next Pay Day
– Craiglist
– Sell stuff
– odd jobs
(Come up with some ways)
“How soon do you think we could come up with that amount to get started?”
Set the date and time on the Calendar as a Goal to get started
Remember to let them know that if they come up with the funds earlier to reach you back ASAP to lock in a spot and to get rolling
“LOOKS GOOD BUT THIS ISN’T FOR ME” OBJECTION
(minute 34:11 in the Audio)
“Interesting. Maybe this isn’t for you…. But How do you mean exactly?”
By asking this question you will uncover the real reason it’s not fo them and you can go from there.
Sometimes it’s the way we’re presenting or exposing the Opportunity…. are you showing the Business AND Product?
Maybe they see value in Product but we’re pushing the Business
That’s why after showing the FULL plan (Business and Product) I ask:
“What did you like best?”
They will tell you what they liked best and you can move in that direction with them.
If they truly don’t see an opportunity for themselves just get a referral and ask them if they mind if you keep them in the loop!
“I NEED TO THINK ABOUT IT” OR “I NEED TO DO MY RESEARCH” OBJECTION
(minute 40:04 in the Audio)
You may be getting this objection because of a Lack of Credibility or they have unanswered questions. Here are 2 things you can do:
- Eliminate the Objection before it comes up in your set up by adding this before the presentation:
“I’ve been searching and searching…. doing a bunch of research on
something that I could confidently put my name to that would (Insert
your vision/why)”
- help me stay home with the kids more
- help me cut back some hours at work
- allow me to take a few more vacations with the family
- allow me to live a better quality of life
2. Handle if it Comes Up Still
“Okay cool!… I don’t get many people that tell me they need to do more research after that video but I’d love to help with that….would you mind sharing with me what you feel you ned more information on exactly?”
Listen and Make a Note.
“Okay cool… more info on how the money works… anything else?”
Listen and Make a Note.
“Awesome so we need more info on how the money works, the time you’d need to spend on the biz and ….. Anything else?”
Listen and Make a Note until everything is laid out on the table.
“Alright I just want to make sure that we’re on the same page…. If we can get you more info on how the money works and how much time you’d need to invest and you’re happy with the information…. Do you see an opportunity to get started with us?”
If they say YES, they would be ready to get started do a 3 way call or get them the information then get them started.
If they say NO or they’re unsure, don’t go running around getting them the info and wasting both your time. Just move on, get a referral and ask them if you can keep them in the loop
“LET ME SEE HOW YOU DO FIRST” OR “HOW MUCH MONEY ARE YOU MAKING?” OBJECTION
(minute 47:52 in the Audio)
You may be getting this objection because of a Lack of Creditability, Lack of Posture, or they don’t believe they can do what you’re doing. Here’s how to handle it:
“How do you mean? Are you saying this because you’re not confident that I’m going to do something BIG with this?”
Let them answer.
Let’s forget me for a minute….. from everything you just saw, let’s just level with each other…. Do you actually see an opportunity for yourself here?”
If they say NO, Move on, ask for a referral and ask if you can keep them in the loop.
If they say YES or Maybe…. here’s what you can say:
“Because here’s the truth… I’m going to take this deal and (Insert your vision/why) and while I’m doing that I’d love to work WITH you rather than ahead of you and I don’t want you to miss out and have ME achieve my goals without achieving yours WITH you at the same time…
So what do you need to see come out of this to make it worth your time?”
Listen to what they say.
“Awesome… If I can show you a way to make that happen while we run TOGETHER are you ready to have some fun WITH me?”
“LET ME TALK TO MY SPOUSE FIRST” OBJECTION
(minute 52:43 in the Audio)
You may be getting this objection because it’s either legit or they don’t feel they can do it. Here is how to handle this objection before it comes up:
If you know they have a spouse, make sure you schedule a time while they’re together. If you don’t know if they have a spouse ask them:
“Are you married or committed?
When it comes to decisions in the family are you able to make them yourself or do you like to discuss things together?”
If you still did a presentation and found out after they have a spouse…. always re-book a time where you can meet with both of them together. This will avoid confusion
“I DON’T HAVE THE TIME” OBJECTION
(minute 57:30 in the Audio)
You may be getting this objection because they don’t feel like they can do it or you haven’t presented it in a duplicatable way.
Here is how to handle this objection before it comes up:
“Oh man, I appreciate you sharing that with me…. how do you mean?”
Listen to them explain and verbalize their busy life 🙂
“Sheesh that sucks.. How long do you have to do that for?”
Share a story – Feel Felt Found
“I know exactly what you mean (insert a relevant story)”
“Let’s say you did have a little time and it didn’t take more than a few hours a week with my help to work on freeing up some lifestyle time in your schedule…. do you see an opportunity here?”
If they say NO, move on, ask for a referral and ask if you can keep them in the loop.
If they say YES….
“Awesome and I want you to know that I’m here to help you. Based on your busy schedule what’s the most you could put into this a week?”
Note what they say.
“Okay and with those 3 hours a week, what would you like to see income wise on a monthly basis to make this worth it to you?”
Note what they say.
“Okay and how long would you like it to take to reach that?”
Note what they say.
If it’s NOT realistic share a story and reframe the expectations
If it realistic…..
“Okay awesome… did you know that’s very realistic (Insert relevant story) and if I’m willing to help you do that starting today…. is there anything else that you need to know before I start going to work with you to help you solve that ‘No time’ issue? Let’s rock and roll.”
“LOOKS LIKE A PYRAMID SCHEME” OBJECTION
(minute 63:59 in the Audio)
You may be getting this objection because your prospect may have had a bad experience at one point or they may have been exposed to inaccurate information.
They might just have bad habits and a closed mind, hence these people are typically broke!
Similar to ‘Let me do my research’ Objection, here is how to handle this objection before it comes up:
“I’ve been searching and searching…. doing a bunch of research on something that I could confidently put my name to that would (Insert your vision/why)”
- help me stay home with the kids more
- help me cut back some hours at work
- allow me to take a few more vacations with the family
- allow me to live a better quality of life
Handing this if it still comes up: DO NOT BE DEFENSIVE
Laugh…. “Really?”
Pause for a while and see what they say.
“How do you mean?”
Listen to what they say. “Oh it’s not that at all!”
If your Prospect is Completely Negative:
“Perfect… sounds to me that you may have had a bad experience with something that you haven’t gotten over yet and it doesn’t sound like you’re a fit for my team. Have a nice day.”
Don’t battle with a negative Nancy and hold your posture.
“I’M NOT GOOD AT SALES” OBJECTION
(minute 70:20 in the Audio)
You may be getting this objection because maybe YOU came across salesy… or for some reason they’re doubting they can do what you’re doing. Make sure to stay in line with being very duplicatable.
Here is how to handle this objection before it comes up:
“Oh my goodness I’m so glad you said that!…. What I’ve found is that sales people mess this all up!”
Laugh and make light of the objection.
“Sales People try to convince people and we all know that people like to naturally buy things they love right?”
Let them agree. “And most people hate being pushed into a sale right?”
Let them agree
“Awesome! I’m so glad you can see that all we do is share something awesome that most people like and I’m so relieved that you’re not into sales! Welcome to the team!”
Grow Up Career 