Top salespeople prevent objections by shifting what prospects believe about themselves, not by memorizing comebacks. About 85% doubt they can succeed with the product; they need confidence built up. The other 15% think they don't need help; they need to see why they do.
The best salespeople in the world. Like, we're not, like, looking for word tracks to, like, overcome objections. We're more focused on how do I prevent objections from happening in their mind. Because what causes an objection in a person's brain? A limited belief on the product or a limited belief on themselves? Probably about 85% are going to have what's called an inferior complex. That means that they like what you do. Like, I really like him. I know how to get in shape, but I don't know if I can do that. Your job is to help build them into the prospect who actually believes they can do it. Number two. The other 15% probably have a superior complex. They like what you do. Maybe they come to one of your webinars something for some tips, but they believe they can do it without you. So you're seeding different doubts in that type of prospect to build them into the identity of the person who starts to believe they can't do it without you.
