Christian Polk shows salespeople how to handle objections without being confrontational. Instead of pushing back, ask clarifying questions like "What would cause it to take two weeks?" and frame yourself as here to help, not to sell.
Oh, it's going to take you two weeks to do that? I mean, if you don't want more clients, it's fine. If we're in the business of persuasion, we cannot be headbutting the prospects we're talking to, especially in Objection handling mode. We need to get them to see things from a different perspective. In the only way that we're going to be able to do that is if they truly feel like we're here to help them. We're not here to sell them something. So you just ask, oh, what would cause it to take two weeks? And man, tough question we have to, you know, ask is like, over those two weeks, like, what do you feel like we might be missing out on if we don't have the marketing actually up and going, what if it wasn't what you thought it was? What if you have to pick one or the other? Because what is going to be better? If you have a process that actually doesn't attract new people in, but it works optimally, or we have a marketing plus a process that makes sure we get the most lifetime value at everyone. Is it just one or is it both?
Comment “LAZY” and I’ll send you how I’m making $100k/mo in sales working less than 4 hrs a day
