Using Rebuttals To Overcome Objections

I want to talk to you about overcoming objections by using rebuttal. So what a rebuttal is is essentially it's an answer for any reason that a customer would say they're not ready to book with you yet, right? So whether it's, you know, listen, if you're a one person show or you have a, you know, 20, 30, 40 person call center, maybe you got a hundred person call center, you know, where people are on the phones booking moves for your company, it's important that they have rebuttals. And a rebuttal is an answer to every single reason why a customer might not book their move with you when you have them on the phone or when you're out doing an on site estimate, right? We all want to book more moves. If you have the opportunity, why let that go, right? Why wait until your follow up if you could close the deal on that first call? Now, I know it's not gonna happen on every single call where you're gonna, you know, book that job on the first call. However, you should put your best foot forward and do it in a way that's not rubbing the customer the wrong way, right? And a lot of that is just educating them along the way as to, you know, what it is you do, right? Why your company's the best choice. And for whatever reason they say, I'm not ready to set up this move. So let me give you some examples of objections, right? These are objections customers may have for why they don't want to move with you. And I'm sure you hear these and then some more too. I don't have a move date yet. I need to speak to my husband or I need to speak to my wife. Your price is too high. We decided to do it ourselves. Whatever the case may be, all the reasons, as we just saw a U Haul truck drive by in the back. Listen, those people needed to move, right? So they may have called some moving companies, they may have said things like, hey, your price is too high, I might just do it myself. And, and if you had a rebuttal, right, if you had essentially a script of what to say when a customer says that, you could have shown them how by doing it themselves. They're gonna have a lot of heartache, a lot of trouble, and all the essential hitting costs that go along with doing a DIY do it yourself move, right? So it's not a matter of being pushy, it's not a matter of being salesy. It's a matter of educating them along the way. But then Steering them back to book their move with your company. By the way, if this is something that you're interested in, if learning rebuttals and overcoming objections, make sure you check out movingseminar.com go to that page. All the information is there. But this is the stuff we teach in depth. I teach you exactly what to say to every customer that has an objection. Because I've said it before, and I'm a big believer that, you know, great salespeople aren't just born great salespeople. Right? What makes a salesperson a great salesperson is that they just know what to say when you give them a sales script. They know what to say when you have a list of answers, right. That are called rebuttals. For every reason that a customer is not ready to set up their move on that particular call, when they know how to respond to that, that's how they become great. Trying to sell someone something they don't need, that's not a good feeling, right? That's being salesy, right? Trying to convince somebody of something they don't need. And that's not what we're talking about here. We're talking about showing them stuff that they might not know, they might not understand. When they say your price is too high, you've got to put it in perspective for them. What would you rather have? Would you rather have quality or would you rather have, you know, a good price? Of course. Of course they're gonna say, well, I want both. Okay, well, if you look at our price in this way and see it as, you know, the value that you're receiving, right? For the quality that you're getting, that's an example. Like, that's the type of shift in perspective that you want to get your customer to understand. You want to get them to see that, right? Because otherwise it's going to be a very, very, very tough, tough business to be in if you're just competing against people and your tactic for competing is price. Because, you know, if you don't have a way, first of all, a good sales script, that's the upfront part, okay, Laid out for your sales team, and then the rebuttals for all the objections and the reasons why they are not ready to book their move, you know, to where they have those responses ready to go. If you don't have that, it's gonna be very difficult because you're gonna spend money on marketing, and it's going to come in and you're not going to close enough deals to be able to Pay for it and it's going to keep you either at a lower level or you're going to end up competing against price. You know, in years of the business where, you know, typically the guy in the market that's charging the lowest prices doesn't last long at all. Chances are within a year they'll be out of business because they don't see and they don't understand how those low prices aren't allowing them to profit. So, so what you need to do, right, because I want you charging higher prices, I don't want you competing at these low rates. Because what you do, the business you're in, everything that you deal with, the liability, the responsibility, it's, you know, it's a lot, right? So you need to get paid what you're worth. But in order to do that, you can't just assume that you're going to roll out a price to somebody, right? You're going to give them your quote and all of a sudden they're going to just be okay with it, right? And you're not going to have to kind of show them why it's a little bit higher. Show them why. When they see I still need to check around and I'm not quite sure, you know, if we're ready to do this yet, you need to put that urgency there and let them know that, that date that they're looking at, looking at your calendar, if you only have two spots, you got to let them know there's only two spots. Make a list of every single objection that you've heard from a customer, meaning everything that they've said is the reason they're not ready to book the move now. And then I just want you to think about what you could say to make them see the other side of that, to overcome that objection, to keep them on the phone, to help educate them on the process and to ultimately get them to say yes and book their move with your company. Right? Cause at the end of the day, the purpose of every single phone call that you receive, every single phone call that you place to a customer, a prospective client that's moving and to book the move, that's the number one purpose of every single call. The secondary purpose is to get an estimate, right? To find out who the influencers are, to add them to your pipeline, things like that. But the first priority is to get that job booked. And after that you put them in your follow up process if you can't. But the more you could close on that first call or the second call that prevents you from having to make that third and fourth and fifth call. All right, so again, I hope to see you at Moving Sales Academy Live. It's March 15th through 17th, Phoenix, Arizona. Make sure you go to movingseminar.com to check that out. And until I see you next time, go out there every single day. Profit in your business, thrive in your life. I'll see you later.