Inbound Closer: How to loop objections without turning off your prospect

Hey, guys. So I am. Kids just gone to bed. I'm in the hotel room in Sydney. As you can see, lighting may not be the best. We tried to Christmas it up for the kids, got the Christmas tree, all the gifts, stuff like that. So what I wanted to do for you guys is do a video on Objection handling cycling. Okay. And like, what I actually mean by that, whenever you're. Objection handling, okay, you do not want to give, like a binary choice. And so, like, you don't want to do the old, like Visa or MasterCard paying, fuller payment plan. Do you want to pay over three months or six months? Like, because all those, like, all that, that way of selling it always ends up with a binary choice which is going to end up being yes or no at some stage, right? So, you know, because the whole rabbit hole just goes down to a yes or a no. So they can agree to do the six month of the 12 month. The 12 month. They can agree to do paid and follow payment plan. They can agree on a payment plan and they still don't have to go through and actually do it. So what I like to do is I like to use. So how would you like to proceed from here? Now, that might seem scary for a lot of people because it doesn't really. There's so many doors that can open, but at the end of the day, they're just going to proceed how they want anyway. So I kind of like lean into that. Okay. And then what we do is we go through the objection. Now I'll link below the actual objection handling matrix, which is a guide, and exactly how to handle all these individually. So I won't go into how to handle the objection individually. I just want to go through, like, the methodology that we're using to cycle or as Jordan Belfort would say, to kind of loop around. Right. So as we come in to say, yeah, it sounds really good to think about the money. Okay. If you had the money right now, would this be the answer for you? Yada, yada, yada. Take them through, get rid of logistical first and then get rid of it. Get all the way down to the end. Once you've firmly handled the objection, then we go. So, like, would that be appropriate? Or like, how would you like to proceed? Right? So that's kind of like stage one. They give us another objection. Okay. Then we go, okay, we're probably not dealing with logistical, probably dealing with fear. So then we go through our reframes. And then like, we might have four or five different reframes or stories or Analogies or ways of handling different objections that we get thrown at us because we might get eight or 10 objections, but we don't want to end each one with the same thing. So the way that I do it is I go through, like, a series of more specific, smaller babushka doll, kunkunk, smaller and smaller boxes to fit them into. And so I'll give you kind of a practical example. So, like, what I would do is I would say arm in. So, like, you know, given all that, like, what do you feel like you need to do to ensure that you kind of get where you need to go? Okay, so what I'm doing is I'm taking away the. Do you want to do the program and the metric that I'm. The success metric that we're trying to achieve or, like, the buy in that we're trying get is now about, like, okay, so what. What actions need to be taken to get your goal? Because once they agree they need to take those actions, then it's the next logical step. Is doing the program right or. Because those are the actions that need to be taken. Okay, so I'll keep it at, like. So, like, what do you need to do to make sure that you get where you're going? Keep it kind of vague because they. They're gonna say, well, I need to do this. I need to think about it. We're gonna go through the objections again. Then I'll go stage two. It's like, all right, man. So, like, you know, like, what do you. What do you need to do to make sure that you're doing everything you can so that you can achieve your goal of 50k a month? Like, what do you. What do you really need to do? Okay, so that's like, getting a little bit more specific, getting a little bit more of an emotional tie down. They give another objection, cycle through. Go. Go back to the top of the loop or the top of the cycle and go on, man. So, like, what do you need to do to really make sure that you're doing everything you can do so that you can make 50k a month so you can provide for your family like you want to? Okay, so again, we're going a little bit more specific and using the emotional anchor which is causing them to want to get to the 50k a month? Okay, again, handle more objections. Now we go more specific. Okay, dude. So, like, when you go to bed tonight, what do you need to do to make sure that you know you're doing everything you can so you can make it to 50k a month so you can give your kids a life that you want, okay? And you give them the visualization of like, hey dude, like when you go to bed tonight, that's a really powerful visualization to sort of give somebody. Because like the demons come out at night, right? And like when you're in bed and you have a real problem and you're kind of thinking about that, like, man, like that's when it really starts to bug you. So like when you implant that visualization into someone's head, it's like, fuck, like when I am going to bed tonight, like last night I was worried shitless about this. So like when I go to bed tonight, like what am I going to be doing to make sure that I'm doing everything I can do to achieve my goal, right? And that's really what it's all about. It's all about kind of taking them through a process which puts them into smaller and smaller, more defined boxes. So they make a decision that's based off them getting their outcome and not based off just the way that they usually make decisions. Because the way that people usually make decisions is terrible. And if it wasn't terrible in that particular part of the life, then they wouldn't need the coaching, they wouldn't need the help, they would already be at the outcome. So we cannot allow someone's broken decision making process to dictate their life and their results moving forward. Okay? And so that's why it's really important for you to be extremely comfortable in all different types of objection handling situations. So download that objection handling matrix below to make sure that you have a really, really good way of dealing with all the objections, right? And then make sure that you practice this stuff. Go through those loops, like ensure that like when someone gives you a money objection, you have four different ways to handle it. When someone gives you a think about it, you know how to define it and handle it. When someone and someone gives you a partner, you know how to handle it. You know how to define whether it's a logistical or a fear based objection. You know how to actually go through that. And then when you do, you know how to cycle through to give yourself the options. Okay, There can't just be two doors in front of you. There need to be like 30 doors. And then they can choose which door to go down, but you know where all the doors go. And so like as you take them through, like you're making their choices like you're, you're making like the logical and emotional decisions that they can take. Even though there's 30 doors in front of them, 30, 28 of them are locked, you know, and so, like, you sort of. Only you're giving them very restrictive choices based off your words. But the perception to them is that they can do whatever they want. But through the path that you take them down, there's really only one outcome that works. And there are certain frames and hooks that you can set. And I'll do a separate video on frames and hooks if you really want that. Type in frames and hooks in the comments and I'll make sure that I, you know, that promised me to do the video. But, you know, taking people through those cycles and having those open loops that you can continually. Objection handle will get you more sales. Because a lot of the reason why people out there, and you guys included, probably aren't getting the sales is because you run out of shit to say when you're objection handling because you're giving yourself binary choices, like our man. So, like, do you want to proceed? No. Fuck, right? What do I do from there? The person's just said no. It's a difficult one to get out of, you know, so you give them things like, how would you like to proceed? What do you think would be appropriate? What do you need to do to get the outcome that you want? What do you need to do to ensure that you're doing everything you can to get your outcome? What do you need to do to make sure you can get to 50k a month so you can provide from your family? What are you going to do? What actions need to be taken to ensure that when you go to bed tonight, you know that you're doing everything that you can to achieve your goal? All right, guys, I hope that that was helpful content for you. I know I'm not in the studio, not even on my usual camera, but this thing is pretty dope. This is an Osmo Pocket 2, right? It's got its own stabilizing gimbal. Make sure you check out the podcast, make sure you subscribe and slap like now. And appreciate you guys, and thanks very much.