All About Objection Handling

Put that coffee down. So. Objection. Handling. Is that the most important thing in sales?

Like, for the purposes of today? Yes. No, I don't think it's unimportant things. The most important.

Okay.

I think it goes along, you know, I think, I think for newbies it's really important because it's one of the easier things to be good at or at least serviceable.

Okay.

And I think most people are unserviceable at it. Okay. Hence, like, they get a lot of. They struggle to overcome a basic concern.

Okay.

Because they just get flustered. They don't really know what to do. And someone's like, oh, well, you know, it sounds great. I just need to go away and sort of think about it or, you know, check on my finances. And that person might just need like a tiny little nudge. Be like, okay, well, let's talk about that now. And then most time they go, oh, okay, that sounds great. Let's go ahead and book another follow up call for next week. And then like, you know, all of a sudden the prospect just cools down.

Yeah.

And you know, they, they just don't want to buy anymore.

So in my experience as a buyer, when I say I need to think about it, I don't anything about it, I don't want it.

Yeah, that's. That's most of the time, I think, you know, but it's not all the time. And I think sometimes I just. People think they're going to go away and think about it, but like, I can probably name on one hand the amount of times that I've gone away and deeply thought about something for an extended period of time. It's like, I just really need to go. Okay, perfect. And is there anything in particular that you feel like is of most benefit to you? Like what's the kind of the key to the castle for? You know, the things that we laid.

Out, I can't remember because we haven't laid anything.

So I would get them to go like. So what I would do is I get them to like, the objection doesn't exist because let's say it's free. Let's say I give you the money for it. Like, would this be the answer? Because what I need to get is, I need to get a clarification that, yes, the service and the thing that I'm receiving gives me the outcome that I want.

Okay, so then in doing that, you're turning the need to think about it into a potential money objection.

Yeah. Yeah. So. Because most of the time it's money Right. So I can just go, okay, well, you know, let's just say someone gave you a bucket full of cash. Was this for your sales training? Like, would this be the answer? And then I can go through and I go, okay. And I know that sometimes for our clients, money can be an issue because they haven't learned the skills to kind of, you know, make more commissions yet. And I would know how much you're making and all that kind of stuff, because that's part of the discovery process. But I would go, so have, like, you know, have you. Have you thought of any ways where you can come up with the funding, where you can learn the skills to xyz? Like, have you kind of thought about that route? And then. So we go down the route of thinking about how they would fund it. And then I would go. And then I could offer suggestions like, have you considered funding or have you considered using other people's money? Or have you considered, you know, all the different methodologies like that you can do? Then from there I could go, okay, well, is it the upfront amount that you're finding a little bit, you know, hard to bear, or if I was to break that down into more digestible segments, that would be easier for you? And you go, oh, I didn't even know that was a thing, because I tell you, ten grand, you might not have ten grand on hand. And so just through the discovery process and just talking about money in a very normal way, we get to the fact that, oh, okay, yes, a payment.

Plan would help this person put that coffee down. Coffees for clothes.