How to Overcome Fear Objections Simply.

Howdy. Howdy. Something I thought would be really helpful because clients have been coming to me asking about this specific thing is how to actually overcome fear. Think about it. Objections in an easy, simple way that we don't overcomplicate things. So a lot of times when we get to the end, like, we don't know how to actually overcome it. Because I hear some people say that if a prospect gives you something like fear, think about it. I just want to spend the money. It's because they have a poor mindset whether that's true, whether that's not true. It's our job as sales professionals to help people overcome their limiting beliefs, overcome their fear, and help them change. Because if they don't change, they'll get more of the same, more the pain that they're in. The problem that I see oftentimes is people are taught to handle fear in a very combative way. So they get a think about it objection, and they go right for the kill. Well, what do you need to think about? Or because they've had a good conversation up until that point, when they get to the end and somebody tells them that they need to think about it, they get offended that they would even give an objection to begin with. Well, I thought you said you wanted to change. Or they don't even try to handle the objection at all. So when we do get to the end and somebody tells you that they need to think about it, or they don't know if they can spend the money or like they're. They're being fearful. There's a couple big things that we need to do. Step number one is we need to slow down when they give an objection or they're very fearful. They see in a big number or whatever it is, their mind is racing. If we speed up, if we're trying to be quick, we are only going to make the problem worse. A really, really easy trick to do is if you have some water with you when they give you a fear objection or they're being fearful, take a sip of water, allow yourself to slow down. And then being able to proceed that way, you can think and get them to slow down as well. Number two is we need to have the correct mindset as far as how to actually overcome their fear. You need to overcome objections for them. That's how you can never get combative if you do it for them, you know, if they do not change, they will get more of the same, more of the pain. Nothing changes. So I do not overcome objections so I can make more money I overcome objections because I know if you do not change, nothing will change for you. So we need to be able to do it for them. And then a simple, simple framework that I found has worked really well for me is called the ABCs of year. Now it's a simple framework that I found in the, It's a book, it's called the Confidence Gap where ABC is A, we get them to admit that they're fearful. Okay. They need to admit that it's fear that's holding them back right now. B, we befriend it. So fear is a good thing. If they weren't fearful, they weren't. We're not talking about anything important. C is we need to convert it, we need to convert it into something else because they can allow it to constrict them or, or they can shape that fear into taking massive action so they can actually change. So what I'll actually do is I'll break down a call which I use that framework, the ABCs of fear and I help somebody overcome that fear. Objection. In their own mind. All right, so let's dive into the good stuff. So a bit of context for this call. So I just had had the discovery, went through the presentation and then dropped the price. Then from there I do edit some things out as far as like the different logistical things, but we can dive right into it. How would you like to proceed from here?

Yeah, I'll have to get some things in place, that's for sure.

Well, you say get some things in place.

Well, I don't have the money for that. I'm just. Oh gosh.

Okay. Money aside though, right? If we just had like a dumb.

Oh yeah, I would do it, you know.

So if you notice from the very get go, after I dropped the price, asked her like, how would she would like to proceed? She is very, very nervous. You can tell from the way that she's talking, the nervous laughter. Okay. So she's very fearful right now. So if I'm speeding up, then it's going to make her speed up. So what I'm doing right now is I clarify and then she tells me it's about the money. So then I need to go down, like how do we actually overcome that money objection. And it goes through right here, you know? Yeah. Why would you do it though?

Because I, I feel like this would be something that I would need.

Yeah, but like what, why, why invest in yourself to get better. I lost a bit of technical difficulties. We're on zoom.

I don't know why it does that. Oh, there we go. Okay. So, yeah, I mean, the investment. It's a great investment to invest in myself, you know.

Why invest in yourself?

In order to do better, to. To get better, you know, I know it's. That's important in order to.

So if you notice what I did, you know, I put money aside and I asked them, would they do it? Yes. Why? I ask an additional why? Question not why would you do the program? Oh, well, I want to make more money. Why would you actually invest in yourself? I want to grow. That is their why is a reason of how we can actually help them overcome their fear. If I do not have their why, then I don't have what's actually going to help them overcome that fear in their mind. So I need to be able to get to their deeper why of why they should actually change in order to grow. Right. Because, like, at the end of the day, like, which one's going to be more risky? Like, I was continuing to lose out on $14,000, like, each and every month just because we don't have the skills or being able to get the funds together. So that way, again, we can get the skills and actually be more confident on the calls. Like, which one's more risky?

Yeah, no, to get them.

So then it comes down to, like, are you committed to change? Because we can make the numbers work. You committed to change.

Okay.

Because, like, there's a couple different ways that we can break it up. It's just going to depend on, like, what works best for you.

Yeah, I feel like I could.

So then from there, I went through the logistical things. I tied that off. Before I go into the logistical, I need to get her to say that she's actually committed to change. The problem is, if I go into the logistical without getting her to commit to change, she is not going to give me truthful answers or as open answers. So I need to reframe like. Like, which one's more expensive, getting, getting the funds or continuing to lose out on, like, the money she's losing out on right now, then from there, then I can go into the logistical side of things, show her how it can be done. Then from there, she's still pretty fearful. Okay. Even though we can make the numbers work, then it's just about how do we help her overcome that fear.

Good.

Okay. So then it just comes down to then from there, being able to bet on yourself. Right. If we can know we can make the numbers work, then it's just about putting faith in yourself that you can pull it off. Which I know it's always scary, Right. But at the end of the day. So I'm getting her to bind to the fact that making change is scary. So I'm getting, like, that's the a. Admit that it's scary. Who grows inside their comfort zone?

Yeah.

Do you know anybody?

No.

So it's like the. The feeling you're feeling right now is exactly what you're supposed to feel. Because, like, if you're, like, totally cool as a cucumber, right? Like, I'd have to check your pulse. It means, like, we're not talking about anything important. Okay. It's okay. Like, I've been there before. Like, so you can't see me right now. But she is very, very fearful. So I'm even using my body language over zoom to calm her down, to really get her mind to slow down. And right now, I'm sharing and I'm showing with her that fear is our friend. I'm befriending it. If she's inside of her comfort zone, she doesn't grow, and she wants to grow. That's her why. So if she wasn't feeling this right now, it means we're not talking about something that will make her grow.

Like, and I have a lot of people depending on me, you know? Like, this is not. That's why I said, lord, like, you're. You're gonna have to. You told me to fish on the other side of the boat, and that's what I'm doing with the digital sale. So I did. I went ahead and spend a lot of. Most of what I had in these leads.

Yeah.

A lot of more expensive leads, you know, and it needs it.

So then it comes down to how do we make those leads pan out?

Yeah. So I bought, like, $1,800 worth of leads, and.

Okay.

Again, I'm on a payment plan with them, and it's like, okay, something's got to. I'm about to throw up. You know? Like, I'm just so, like, oh, my gosh. You know what I'm saying?

So I get it because do. Do you know, like. Like, ballpark, like, what your credit's at? Yeah.

Or something. It's. It's up there. I mean.

Okay. So then it comes down to, like, the feeling you're feeling right now. It's like. It's what you're supposed to feel right now. Again, not super tuned up on all my biblical stories, but every single biblical story, like, when God asks somebody to change, what happens immediately after that? Pretty much disaster.

Yeah.

Right. Because so this is something that we really connected on in the discovery process. So that's why I'm saying, like, if you notice, she's very open and we're very connected in this conversation. So if we get to the end, this only works if we did a good discovery process and we really understand the person that we're talking to, because then we're testing the change. So the fact that we're going through this right now means we're on the right path.

Right.

Again, I'm befriending the fear. This fear is good. It means we're on the right path. It means that we're changing. So it's like, then we got to look at, like, what do we do with that feeling? Because we can allow it to constrict us, right? We go in, we don't grow. Or option two is we can use it and we can shape it into taking massive action. Like, okay, put some skin in the game. This has to work. Okay, so which one would you rather do?

Yeah, yeah, I don't want to clam up. I don't want to do it. I don't want to.

It's like, if it did, like, what would happen?

Yeah, it wouldn't be good.

So then the last part, I'm converting it. We can either allow it to make us clam up or I can shape it into taking massive action. And I'm giving them a binary of which one would they rather do? So, like, then, then what do we got to do to make sure we don't claim up? We actually take action and we. We bet on ourselves.

Yeah. Yeah.

Okay. Because like, what the next. Then I go over to the next steps. I was able to really help her out, and now she's killing it. She's improving. She's doing really well. But that's. That's going to be the call there. So really a. A quick recap. Make sure that we're really connected with the prospect when we get to the objections part. So really understand and they really, they can trust us. That's going to be the biggest thing. Then from there, when we're overcoming objections, we're doing it for them. We get them to admit that they're fearful. We befriend the fear, and then we convert the fear. So if you have any questions on that process or how to overcome any other objections, go ahead, leave a comment. Or if you have some big key takeaways, go ahead and leave a comment. Definitely helps. And then let me know what you want me to cover next. See you guys.