Short YouTube clip (Louis Massaro) advising sales teams on handling objections: explain clearly why your pricing/approach makes sense, prepare strong rebuttals, and give reps immediate, easy access to those rebuttals (e.g., at their desks or in the estimate/sales screen). Emphasizes non-pushy explanation and operationalizing rebuttals so reps don't need to search for them.
And when you're overcoming objections, the main thing you're doing is you're not being pushy. You're just making sense of your service, you're making sense of your point. Let it make sense to them why you charge more. Let it make sense to them why.
You have.
Binding or non binding, or.
Why you charge hourly or why you do flat rate. Whatever it is, let that rebuttal make, you know, the.
Way you do things make sense to them.
Okay, so rebuttals, you've got to have.
Strong rebuttals to make sure your whole sales team has it and have.
It at their desks.
Make sure they.
Have quick access to those rebuttals.
That they don't have to go look for them.
They have either a book right here or, you.
Know, those of you that are using smart moving, you know, you.
Could just right.
In the estimate screen, you know, you're on your script, you.
Could just click rebuttals.
And they'll say.
Price is too high. You go price too.
High and boom.
The rebuttal pops up there.
Have it in front of each and every one of your reps and make sure they're doing it.
