Prehandling Objections Before They Come Up!

Are objections catching you off guard during sales calls? Typically, if that's happening, it's because you missed key information in the sales conversation that led to that objection coming out. Now I know for me, the biggest thing that helped me in my sales journey and helped me accelerate the sales I was actually able to make is understanding how to anticipate and preemptively address objections before they even come up. So hopefully that helps you too, because in this video what I'll do is I'll break down a simple way to start pre handling objections so you don't get those objections at the end. But if you do get them at the end, oftentimes they're a lot easier to overcome. So a little bit of background on me if you don't know who I am. My name is Christian Polk. So I've been in the online sales space for over four years. So I've sold everything from B2B SaaS for a publicly traded company. And I've done sales for the top coaches in the space as well, from people like Alec Heck with ad Outreach, Ryan Pineda scaling with Systems Stock Navigators, and Jeremy Miner in seventh Level. And I've also been a sales coach here at seventh Level for the past couple years as well. And I've helped thousands of salespeople improve their skills, improve their income, and have a lot more fun while doing sales. So when we talk about actually pre handling objections, there's a couple big things why I want to actually pre handle the objection before they even come up in the first place. Because if I don't pre handle the objection, I am still going to get it at the end of the call. But at the end of the call they've already gone through the presentation and then they heard the price and at the price causes them to be more in a fight or flight mode. It's going to be a lot harder to actually overcome those objections because we allowed them to get away with it earlier in the conversation. So if you actually reframe them and and you address it then and there, oftentimes it'll get it out the way. But if it doesn't when we're at the end, it's easier to overcome those objections. Another big reason, and probably my favorite reason why I like to pre handle objections is when I reframe somebody and I pre handle their objection or I change the way that they see things. It gives me more authority in the conversation that we're having in the discovery part of the call. Also, I will have more thoughtful and deeper answers later on in the conversation. So I'm able to rise, raise my authority and go deeper in the sales conversation. So I followed the NEPQ process. Okay, so what I'll do is I'll take you through an easy way like in the top half of solution awareness to actually start pre handling those objections. So that's a part of the call where you ask them what, what have they done before? And we can really do a deep dive in their decision making process. Okay, so I made a mirror board as far as like diving into the first half of solution awareness of how to actually start pre handling these objections before they even come up in the first place. So if I take a look here, let me scroll in.

Oh, I got it.

Okay, so the first question is before talking today, like what have you done about solving X Right before you came to me, like what have you done about actually, you know, learning how to overcome these objections so you didn't have to lose out on the sales? Okay, so I'm either going to get a yes or no. So I'll take you a deep dive on both of them because let's say they had done something in the past.

Okay.

Then we really need to understand like what results did they actually get? So there's different ways that we go down. If they've been burned or if they've had good or decent results. If they've been burned. That's also a big key way to start to pre handle the objections. So something you can do is ask them did other people get results or like, oh, like I don't know. Well, did you see like testimonials and did people actually like get results? Like yeah, I saw that. So what do you feel like actually prevented you from getting results like those other people did? Now the reason that I asked that is I want them to take responsibility for why they did not get results.

Okay.

So that way they put it on themselves. They're not blaming outside sources. So if other people have gotten good results, that's a good way to help them reframe it. But if, let's say for example it was like a total scam or something like that, I always go into, well, do you want them allow you to burn you twice?

Right?

Like burn you once as far as like when you made the decision, but also burn you twice when you know you need to change again but, but you don't because you think back to that.

Okay.

So it's like oftentimes people are not going to want to be burned twice. So that's a really easy reframe that you can do if they've done something and they've been burned before. Now, if they've done something, they got good results, right? Like, oh, like what type of results did you get? Like, oh, like it was good results, blah, blah, blah. Well, what do you, what do you feel like was like missing or what, what makes you feel like it just isn't quite enough. So I need them to tell me why they're still here or why they still need help if they've already done something about this in the past. So let's say, for example, you come to me for sales training and you told me you did sandler training. Well, what type of results did you get? Oh yeah, I got some good results. Well, what do you, what do you actually feel like that training was, was missing? And then they're going to tell me what it was missing. So then I have a better understanding of how to actually place my presentation. Now if they did something in the past and it had been a long time, I need to address that. Okay, and I'll get to that in a sec. But both of those, if like, either they didn't get results or they did get results, we need to understand, okay, what was missing and get them to take responsibility. If they didn't get results and if it had been a long time, then we got to go over here and like reframe it. Okay, so before we started talking today, what have you done about solving X? So this is on they done nothing side of things. Now if they said, oh, like I've been looking on YouTube or reading books or some of the basic things, that's not a real solution. So what I need to do is I need to brush it to the side. Okay. Like before, like coming to me today, like, what have you done about actually, like learning how to trade so you.

Could make money in the stock market?

Oh, I've been looking on YouTube and, and all these different things. Well, besides like the basic YouTube and things like that, like, what have you done about getting any like, advantage advanced training so you can actually start making more money? Like, what have you done about any advanced training? About, you know, making more money? Okay, so I need to get that out of the way and I need them to admit that they've done nothing. Okay, so then from there then it's what's prevented them in the past? Oh, I haven't done anything. Well, what's, like what, what's prevented you in the past? And then these are going to be some of the big Things that are going to prevent them.

Okay.

Oh, I've just been trying to figure it out on my own. Like, I just haven't had the time. I don't have the money, it's not a priority, or I've gotten comfortable. So you're going to get one of these key things. You might have to dig a little bit to actually get the real why they haven't done anything. Then from there, once we get the real why, a really easy way to reframe them is like, oh, like, I just, you know, I've been. I've been trying to learn on YouTube. I can. I can see, like, how long have you been trying to learn on YouTube for. Oh, for like, six months. Can I make a suggestion? Can you see how just, you know, trying to learn on YouTube and not really getting any, like, additional help has led you to stay, like, where you're at right now? Like, are you okay with me saying that? Right? So right there I said, are you okay with me saying that? It's kind of a pushback. So that way it softens the blow a little bit from there. You know, I've never had anybody be like, no, that's not okay, you saying that.

Right.

But maybe it'll happen eventually. But then like, oh, yeah, I'm okay with you saying that. Well, how are you actually going to overcome that way of thinking so you can actually start making more money in trading and you don't have to waste all your time? Oh, well, it's like, I definitely need to get, like, some more advanced help or I need to actually actually, you know, do something. Or you're going to get a variation of this. Like, so it's. Can you see how blank has caused you to stay where you're at or has caused the problem that they have? Are you okay with me saying that? Yes. How are you actually going to overcome that way of thinking so you can actually get what you want? And they're going to tell you, oh.

I got to do it.

I need to find the time, I need to find the money. Then from there I want to push back. The reason I want to push back is to get them to dig deeper on what they just told me. I mean, you don't have to. You can keep on just, you know, trying to learn on YouTube and hopefully in another six months, you just figure it out. Like, oh, no, I definitely need to do something about it. Well, what if, like, what if you don't? What if you keep on letting you know you just trying to figure it out on YouTube get in the way and you stay exactly where you're at. Like what happens then? Consequence question. So the consequence question I would say is going to be something that's. It's not. It's something that you got to feel out. Okay, so sometimes it's going to work really well. Other times like just read the room a little bit as far as like how deep you can go. But that's an easy way to help pre handle these objections before they even come up in the first place. And back to if like they hadn't done something in a long time, let's say they had done some type of training or they had gotten like a software solution like six years ago and then from there they haven't done anything and they've been running into these problems. We treat that like they've been doing nothing. So I mean, what's prevented you in the past six years of I guess, finding some help so you could streamline this process so you could actually have more time? Well, then they're going to tell you why, oh, it just wasn't a priority or like I've been complacent. That's probably going to be the biggest one. And then we go into it. Okay, well can I make a suggestion? And then we go into the whole process. So hopefully that was helpful and I didn't ramble too much. I'm going to drop this mirror board like here in the description. And then right now I'll also go into add a part of a coaching session that I did where I did this, like an actual role play. So if you have any questions, drop them in the comments. Leave me a, like, hopefully you subscribe and let me know what topic you want me to tackle next. All right, see you guys.

Well, be, I mean, well, besides like you know, optimizing what you're doing because that's why everyone comes to us, I guess.

I guess what's the main reason you.

Might be looking for, I guess software to really automate that process rather than.

Just, you know, keep working off of.

Google Docs like you are now?

Well, you know, just, just the time behind it. Man, I want to be able to invest my time into what's really moving the needle for me.

Yeah.

And when you say time, like, how do you mean by that specifically?

Well, I'm just losing a lot of time right now having to go back in and kind of fix what was left out.

Yeah, well, how much time do you feel like? Let's just say like on a week, like you're actually you're missing at least.

An hour or two, man.

Yeah, well, what, what impact do you feel like that might have, like, on the business?

What's certainly not making us more money, that's for sure.

Yeah, well, how long has that actually.

Been going on for, though?

I mean, for a good while.

I mean, what's a, what's a good while?

We hired Stanley back like six months ago, so. And before then it was going on, you know, I was doing it myself before then, so.

Yeah, so I guess in the past six months or even, even before then, like, what other, like, options, like, have you looked at as far as, like, making sure automate that so you don't lose the time?

Well, we, you know, we looked at this. I, I did some searching on the web for different, you know, different options, but we never moved forward with anything.

Okay, so what, what, what prevented you from doing anything in the past?

I guess just the price, you know, I mean, it just didn't seem like it would, you know.

Huh.

You know, be a better, better, better fit for us than Stanley.

Yeah.

When we say like that, like the price, like, how do you mean by that specifically?

Well, I mean, did it not, like.

Solve like, what you're looking for or it's just like you couldn't you kind.

Of invest in it?

Well, the cost was a little bit more than Stanley per month and it didn't, it didn't seem like it would be much more efficient.

Ah, okay.

Because when you said more efficient, like, what do you feel like it was actually missing?

Well, there was just still a lot of manual inputting of the numbers and.

Okay.

Want something that's kind of like, built in.

Yeah.

So what's prevented you in the past six months of really, like, finding a software that is more built in and automated?

Just time, man. Just, you know, kind of just. Yeah, sticking with Stanley, you know, I mean, he's a cool guy, you know.

Yeah, I can, I could definitely appreciate that. Can I make a suggestion now?

Yeah.

Can you, can you see how never.

Making the time to actually solve this problem so you can have more time has just led us to being in the same spot we're in now? Like, are you okay with me saying that?

I mean, yeah, it's a pretty good, pretty good point.

Yeah. Well, how are you actually going to overcome that way of thinking so we can actually make more time later?

I guess we need to kind of do something different, man. Maybe kickstand.

Potentially.

Right.

Because what if you don't? What if you keep on losing an hour, two hours, like every day. And it keeps having an impact on the business.

Yeah, definitely. Definitely isn't going to make us any more money. I mean.

Yeah.

So then what do you actually need besides just the automation?

What do you feel like you would.

Actually need in a software to make sure you're maximizing the time on your end, but it does everything else that you need?

Well, if it could just be built in, you know, like, you know, if we had ABC solved as soon as we woke up, that'd be great. Or as soon as we close down shop, the end of the day, that'd be great.

Okay, so. So the automation is important for you then?

Yeah, for sure.

All right.

And typically from there I'm gonna move on.

Okay. Yeah.

Do you see what was the main.

Difference you saw there?

Well, I'll say two things. One, like your facial expressions. Two is why I can't look at my facial expressions. But I feel like I don't look like that. Two is like you, you, like you, you, you got the problem. And you just kept like probing, like you didn't like, let him, you didn't give him room to like go elsewhere. Like you kind of like chunked it down.

Yeah, I'm not going to let him off the hook.

Right.

Because I'm on the problem. I'm gonna keep digging until I get to the point where he's telling me like, like his problem is he wants more time, but he hasn't made the.

Time to have more time.

And if I don't address that, I'm gonna get that at the end, typically.

Right.

Like, I don't have, like, I don't know, like, it sounds like a lot to put in place. I don't have the time, like, whatever it is because, like, there's a reason, like if he's been doing this for a while, there's a reason he hasn't moved forward. And it's not just because he looked at one solution and wasn't right fit.

Why isn't he looked at 10?

It's.