How to handle sales objections with the FLIP framework

Good morning everybody, Wednesday morning, hump day. As you can see, getting ready to go over there and start working out. I wanted to, uh, knock this thing out real quick with you guys and I've got a really, really, um, important message today. A couple of things, housekeeping. If you guys have not seen the post about this weekend's webinar You need to— I'm gonna, I'm gonna put it into the comments. We're having an amazing marathon webinar this Saturday, 11 o'clock Eastern Standard— uh, yeah, Eastern Standard Time, uh, 10 o'clock Central. And we're going to talk about solving all your issues. We're going to go over a program that will knock your socks off. So if you have not registered for this weekend, Saturday, 11 o'clock Eastern Standard Time for this weekend's webinar, you're missing out. I'm going to drop the link in there into the comments, uh, later on at the— at once I get done here. And, uh, you need to be on it if you're liking what you hear, if you're getting meat out of this, um, and this is helping you see things differently. This is just scratching the surface. On all the services we provide to help you excel in your career. This is just sales overcoming objections. This is just one small part of it. There's so much. After 30 years of doing everything I've done, building one large empire company, losing all that through the 2008 financial crisis, then rebuilding what we have today. Being Private Lender of the Year, which is a national recognition, hitting Inc. 5000 top 100 fastest growing companies in 2022 coming out of COVID All that we've done, all that we've built, I'm sharing with you so that you can get to the next level in your career. And so, but I just wanted to put that in there. Like I said, if you have not registered, You need to register. You need to be on this. This will be worth your time, trust me. So, but let's jump on this Wednesday morning. Um, what we're going to talk about today is very powerful. Today is all about why they're not buying from you and how we can flip it today. Okay. Are y'all ready? Buckle up, buttercup, because here we go. Now let's cut straight to it. If you keep getting, I'm not ready, I need to think about it, or worse, silence after the conversation, it's because— it's not because you're not good enough. It's because of a few simple patterns that you're running on every call. So today I'm going to expose why they're not buying from you. And then I'm going to give you a framework, one, that you can use today that will flip that. So stay with me until the end, because once you see this, you cannot unsee it. So reason number 1, you're selling without a clear after picture. People buy your program when they understand what the value is. They want to buy the future. If, if, if you on your last call I want to ask you, did you paint a crystal clear picture of their after or their future results and what life would look like and feel like working with you? Most of you say, ah, kind of. Here's the fix. Ask the question, if we talked again in 6 to 12 months from now and you tell me that was one of the most important decisions I ever made What would change? Think about it. If I talk to you in 6 to 12 months from now, you're talking to your client, and you said, that was one of the most important decisions I made 6 to 12 months ago when I decided to work with you. That transformed my life. What would that look like? And then listen to them. Let them repeat it to you. Make sure you understand what that visual looks like. Make sure you understand how they're trying, or where they're trying to get to. Then repeat it back to them. So you want to go from where you're currently at to here, correct? See, they don't buy because they don't see it. Your job is to make the after picture so clear, it's painful for them to walk away. Reason number 2, you're making it all about you, not their truth. Most sales calls sound just like this. See if this resonates with you. Hey, let me tell you about my program, my products, my services. When you hook up with me, you're going to get 8 modules of this, 12 calls of that, a portal, bonuses, PDFs, all this products, programs. I'm now showing up and throwing up to dump all this into the client's lap. And meanwhile, the buyer's thinking, they don't understand my problem, they don't understand what I'm dealing with. Here's how you flip it. Here's how you change that dynamics and take control. Okay, before you ever talk about your offer, your products, your programs, say this: Hey, before I tell you what I do, I want to understand where you're at. What's the real reason you booked this call? Then dig in. How long has that been going on? What is that costing you in money, energy, or time with your family? See, they're not buying because they don't feel seen. They're not buying because they don't believe you're listening to the problem and giving them true, valid solutions. That resonate? So you earn the right to present by telling the truth about their world first. Reason number 3, you let them leave without a real decision. And most of you are doing about 80% of the work and then dropping the ball in the final 20%. They say something like, I just need to think about it, or most importantly, I really need to talk to my spouse. BS. We accept that. And then you say something to the effect of, oh, okay, no worries. Why don't you get back to me when you've had those conversations or thought about it? See, that's not respect. That's you avoiding discomfort. Here's the reality. They want you to lead them to a decision, a yes or a no. Without pressure. Leadership. This is where you take control. So now let's put all this together in one simple framework you can run on your next call. The FLIP framework is where we're going to go. F-L-I-P. Write this down. Okay, I'm going to give you just a few seconds to grab a pencil and paper if you're sitting at your desk. If you're driving down the highway, you know that this will be posted later and you can go back to it. But it's the FLIP, F-L-I-P framework. F, find the real problem. L, lock in the desired outcome, what the future looks like. I, invert the risk, throw it back at them. And then P, present a clear decision. Okay, so let's talk about it. F, find the real problem? What's the real problem that made you reach out now and not 6 months ago? That's the question you want to ask. What's the real reason we're talking today and you didn't call me 2, 3, 4, 5, 6 months ago? What's causing you to feel this much pain and where do you need to get— get to the root of the problem? See, I've said this all week. We're not salespeople, we're problem solvers. But how do you solve a problem if you don't know what the problem is? You think your products, your programs, your courses, whatever it is, is the absolute solution, but you don't know because you don't know what that individual person needs because you never asked. Get to the bottom of it and then follow up. What happens if this doesn't change in the next 6 to 12 months? You've gotten to the problem and you ask them, what's going to happen in your world if nothing changes? If you don't make a decision, where are you going to be in the next 6 to 12 months? So you got to paint this picture. You got to create the pain that they're already going through and magnify it. Okay. Now you're in the truth and you're not just doing surface lip service. All right, L, lock in the desired outcome. If we work together and we're talking in the next 6 to 12 months from now, what needs to be true for you to say that was worth every penny? And repeat it back to them. If what we are going to implement gets you the results you're looking for, what does that look like? And what has to happen for you to say, "This was amazing"? Make sure you understand where they need to go. So, the real win for you is specific outcome. Did I get that right? Now, both of you are aiming in the same direction with the same imagery. Now, I invert the risk. This is where you flip the why that's caused them to be scared to not make a decision. Right now it feels risky to invest, right? But let's be honest, staying where you are is already costing you money, time, and energy. Which is really more dangerous? Taking a structured shot at nothing and doing nothing, and nothing changes. And then you have another 6 to 12 months of what's already not working. See, you got to create— here's where you're at, here's the problem you're facing, here's where you want to be. And if you do nothing, you're going to still be here then. But if you make a decision you make a change and what we do, what we implement works, where are you going to be then? That's the big picture. That's what you want to be crystal clear. And don't rush this. Take your time, go really slow, massage it, bring emotion into it and get them to be emotionally bought in. Right now they're logical. When it comes to making financial decisions and commitments, logic kicks in. We need emotion to overcome them. Okay, you're not being pushy. You're putting the real risk on the table of them staying stuck. And then P, present a clear decision. Now you present briefly, based on everything you've just told me, Here's what I recommend. I'd get you into this program. We'd focus on A, B, or C, and you go from here currently to where you want to be in the next 4, 6, 12 months. And the investment is this. See, we've really emphasized the problem. We've really emphasized the emotional situation, and we've given them solutions that they can relate to. And we've been able to do a comparison at the cost of if they do nothing versus the reward if they do something. That's what's important. Then the key line is, are you ready to fix this now, or are you choosing to stay where you are? It's a yes or no, that's it. You don't need to do 10, 15, 20 email follow-ups. You don't need to leave them 3, 4, 5 voicemails. And none of this continued to circle back and forth over the next 3 to 4 weeks. It needs to be precise right here, right now. Yes, you're in. Yes, you're ready to make a decision that will transform and change your desired results or you're not. You're choosing to stay where you're at, and I'm good with that because this is your life that's a mess, not mine, is the attitude. Don't ever say that, but that's what you have to have, the attitude. We're so worried about committing and getting the sale that we start pushing. Oh, but what if— but stop. Let them make an emotional decision to buy into you because you're going to solve their problem. A clear adult decision is the outcome. Here's what I want you to take from today. They're not buying simply because— and I want you to understand this— the outcome isn't clear. It's clear in your mind because you know your products, you know your services, you know your talent. So easily in your mind, you can see the result. But we haven't been able to articulate that. To the client. We haven't been able to really find out their pain and focus, laser focus on that to give them the desired results that they want. That's what you're missing. Okay, see, they don't feel truly understood, therefore they don't buy. Once they feel that, they will. You don't lead them from a You just, you want to make sure that they fully understand that the decision they make is real. Yes or no. And you have to be clear. So run the flip on your next call, find the real problem, number one, lock in the outcome, invert the risk, and then present a decision that will guarantee the outcome your client is looking for. When we do a sales call and when we— when I work with my sales guys, I make them ask 5 whys. 5 whys. And I, I employ you to write that down and to do the same thing. 5 whys. Why do you want to be here? Why is this important to you? Why do you think that this is what's holding you back? Why are we having this call today? And why do you see that being the end result? Go through your 5 whys so that the client can hear themselves tell you the problem so that when you articulate the solution, they say, you know what, They heard me. They absolutely heard me. And that's what's important. So if this resonated with you, if you're getting some real understanding of how to change and you like the Flip program, do me a favor, jump into the comments, put the word Flip, or DM me the word Flip, and I'm going to send you my personalized script. Okay, the call flow script and exact questions in line so that you can start turning maybes into let's go starting today. They're not just buying your offer, they're buying your leadership. So step into that, understand how important your role is for your company, your products, your programs, and start leading and stop selling. Okay, so if you like what you heard, you like the flip program, you like the flip strategy, drop that into the comments, DM me the word flip. We'll send you a customized flip script, the, the questions, the answers, and all the flow so this becomes second nature to you. Secondly, as I mentioned in the beginning, If you're serious about transformation of your life, whether it be business, family, financials, you need to be on the webinar this Saturday, 11 o'clock Eastern Standard Time. I'm going to put the, uh, registration link into the comments. You guys register, be on, and be ready for transformation that you've been begging for for the last 10, 15, 20 years of your life. Hey, this is Toby Potter, the Unshakeable Investor. I will see you tomorrow morning.