A sales trainer explains how to handle customer objections over time without damaging the relationship. Instead of pushing back hard immediately, gradually increase emotional intensity and specificity to keep the conversation moving toward a close.
Hey guys, in today's video, I'm going to teach you a step by step method that you can do long term objection handling of 10, 20, 30, 40, 50 minutes without getting frustrated or combative. So you can actually close the deal and still maintain a good relationship with the prospect. Alright guys, so I'm going to explain a concept called objection handling cycling. I did a real long form video with one of our guys called Dan, which I'll link up here about that. So after this video you can go and watch that and get a little bit more in depth. But I wanted to break it down for you so you can understand the concept. Okay, so what I'm going to do is break down time versus intensity when it comes to long term objection handling. We're doing a concept called looping or cycling. Essentially we always want to come back to a set point in our objection handling, which for me is always a question or a variation of the question. So what do you think you need to do to put you in the best position to be able to achieve your goal? On the graph, the intensity is referring to like the amount of emotional chutzpah you're putting into how you say that question. So in that first instance I said, so what do you think you need to do to put yourself in the best position to achieve your goal? In the last instance, I would say something. So what do you, you as the leader of your family and your business need to do to put yourself in the absolute best position so that when you go to bed tonight, you're doing everything you can to get your kids out of that public school and into that private school so you can give them what you never had. Now that sounds like a really intense kind of juxtaposition to kind of put on somebody. But if you're gradually doing it over time with intention behind it, it makes sense when you get there. Okay, so if you have a look at this little thing, I'll kind of explain what I mean. Okay, so we have these points in time where we've come to the end of a loop and the beginning of a new one. And so we're going to say, okay man, so like, what do you think you need to do to put yourself in the best position to be able to achieve your outcome? And so we would have known the outcome. And we know some of these things based off the actual sales call itself. And so we're hitting a time, a point in time where, okay, now it's time to begin that cycle. Okay. Another person might say, well, you know, I need to get coaching in sales because I want to get better at sales and be like, okay, so why do you need coaching and sales? What is it about coaching? What coaching do you feel like you need specifically? Okay, and why does that put you in the best position to better achieve your outcome? And then from there, it's about putting timeframes on it. It's like, okay, so how much longer do you want to put off making the decision to take the actions required to get your result? And then from there, you know, you kind of go through. You have a bit more of a conversation, and then you hit your next inflection point because you feel like that particular little portion of your conversation has come to a resolution where you feel like you're comfortable enough and in a good enough position to be able to ask the question again, but this time with more intensity. So it's like, okay, man. So given all that, what do you feel like you need to do to make sure that you're doing literally everything you can to put yourself in the best position possible to be able to get to that 30k a month in commissions? Okay, so what I did there is I put more time frame. So I said, best position possible. Do everything you need to do. So I had more emotional intensity. I put a more constricted timeframe on him. Okay, so I said, like, what do you need to do to make sure that you're doing literally everything you can to put yourself in the best position to be able to achieve? And then instead of saying your goal, I added specificity of goal at each iteration. I'll be more specific about the goal, more specific about the timeframe, and add more tonality and emotional intensity to it. And the reason why I do it this way is because if a lot of people have a tendency to go from zero all the way to hero very quickly, and that creates combative and frustrating objection handling environment. Which is why, and you might be guilty of it, Let me know down in the comments if you are like, become part of the conversation is you just run out of shit to say. You go, okay, let's follow up next week, okay? Or you can feel the fact that the conversation is getting combative and frustrating and it's become no longer productive. What we want to avoid in objection handling is it becoming a debate. It's not a ted a tete. It's not a call and response. You. It's a conversation that has to lead somewhere. So in order for it to lead somewhere, there has to be a pathway. And this is how you set out your pathway by knowing where you're going, what you're doing, and the exact iterations of that question that you're going to have along the way. And so if I have a gradated or titrated approach to the amount of emotional intensity that I have, then it makes sense given the context of the conversation. And the more time we go for, the more, I guess, leeway I'm allotted by that prospect because I've built more rapport with them. And, and I. And I have just have a better, I have a better ability to be a little bit harsher on them because I'm not getting frustrated, not getting angry. I'm just simply asking them with different levels of intensity, what do you actually need to do? Like, if this is the outcome you want, this is what you're going to get from that outcome and this is why it's important to you. What are the tangible action steps that you have to take as the person who is ultimately responsible for this outcome? What do you have to do to get that done? Then from there? Again, compress with time frames. So my last one is usually something like, so what do you need to do to make sure that when you go to bed tonight, when you're headed to the pillow, you close your eyes, that you know you've done literally everything you can do to get those kids out of that situation or whatever like the big emotional lever is that you're using. Okay. Or which like they've given you. So that is how you. Objection. Handle cycle. That is how you take someone from like a five minute objection handling sequence all the way to like a 60 minute objection handling sequence. Or whilst it not becoming combative and having your escalation of emotional intent and the amount of specificity that you have within that intent actually makes sense to the prospects. They don't just think that you're trying to sell them shit. Hope you guys enjoyed this content. I know it's very, very specific to salespeople. So I hope you like that we've put another video up here which we think you might like, make sure you like and subscribe and all that kind of good stuff. Little bit.
