A closer handles a prospect's request to test a $50k service for free by using analogies like gym memberships and marriage proposals to expose the flaw in seeking external guarantees. He reframes the objection through NLP techniques, shifting responsibility from the product to the prospect's own commitment to results.
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Is there any way I could just test it out for the next day or so?
Test it out?
I just want to make sure that—
So he got an objection. He clarified it so he better understands it before he handles it.
It's like actually legit.
So what you're looking for is a guarantee, essentially.
You're right.
But let me ask you, like, when I go to a gym and I sign up for a membership, do they guarantee me a six-pack?
No.
What about whenever I drop down on one knee and I like propose to my girlfriend? Does that guarantee that I'm going to have a successful marriage that doesn't end in divorce? Or is that dependent on me and like the choices that I make every single day?
So what he did is he used analogies commonly understood things to show him the faultiness in his thinking that if he keeps acting this way, he's not going to get what he wants.
That would depend on you, I guess.
Has anyone ever been able to promise you that if you do X, you're definitely going to get Y result?
No.
Yeah, because it's like it's actually impossible. And the truth is, the only person who can actually guarantee results is you. Because think about it, like there are two types of people. The first person who needs a guarantee, and then there's a person who becomes the guarantee for themself. But I guess where does that mindset lead us to?
So what he did there is he separated the two identities. Of the person who has this limiting belief that doesn't have what he wants and the person who doesn't have this limiting belief and actually gets what they want. And then he's going to pin them against each other. That way he can get the prospect to actually overcome that objection in their mind.
Well, I'll be successful if someone else is successful.
Yeah, right. And like the person who's looking for a guarantee is always waiting for permission, like waiting for certainty, always waiting for someone else to take the risk. And then there's the person who always says, hey, I'm going to be the guarantee for myself. And what most people don't understand is that their commitment and their determination and their refusal to actually quit is what creates the result.
Yeah, you're right.
So the real question isn't whether I can guarantee if you're successful, it's whether you're willing to guarantee it for yourself.
So what he did there is very powerful. It's what's called an NLP changing the meaning. He changed the meaning of what guarantee is from, hey, I need you as the offer owner to guarantee me something. No guarantee only can come from you as a prospect. So you need to guarantee yourself that you'll get the results. So this is a really great way to shift the belief by changing the meaning.
So are you ready to become the person who fully commits rather than the one who's just looking for certainty from someone else?
And if you're able to do this on your calls, either changing the meaning, change the cost, change logical levels, or different NLP techniques, you'll be able to handle beliefs like this very, very easily. So follow more for understanding on a deep level how to actually overcome objections.
