This is a YouTube video titled "Objection Handling - The 2 Yes's" created on August 11, 2022. The content is a monologue or instructional talk focused on sales training techniques, specifically how to handle objections and dig deeper into prospects' true feelings during lead generation sales conversations. The speaker explains a method involving asking layered questions to uncover deeper insights and improve sales outcomes. There is only one speaker and no indication of a conversation involving Matt Ryder.
I don't think I'll be able to make it all the way through this video. That's stacking it at least once. I never seen Dan Luck do sales training on a one wheel. Hey guys, what's up? In this video I'm going to give you the exact steps of how to get to the real truth the second. Yes. So when you're taking a prospect through, ask them the questions, you just getting surface level answers. I'm going to teach you the step by step ways to get all the way through to the deep dark. Good stuff. In any pq, we have our phases being, you know, connection, situation, problem, solution and this area is going to fall kind of right in between situation and problem. So let me give you an example. You're selling lead generation services and you go, okay, well do you, do you like the lead generation processes which you have in place now? Now let's say the person goes, yes, I love them. Okay, that can cause a problem for you. So what you would need to do is need to get to the second. Yes. So you go, okay, tell me what you like about it. Well, I like the, you know, the quality of lead that we get, yada, yada, yada. And then from there you go, well listen Pat, sounds like things are going fairly well for you. Is there anything you would change about either the way in which you generate leads or maybe the outcomes that you're getting from that process if you could? Now I like to use process and outcome there because it's going to, it's going to allow them to place the importance on whatever they want to place the importance onto. Okay, now let's reverse that back and go, what if they say no, I hate everything. Now that might seem like it benefits you, but in reality it actually makes it a little bit difficult because you're just going to fall into like a little bit of a pity party scenario where all they're doing is just kind of telling you the nonsense in which they tell themselves and everybody else all the time. So you don't really get to the real meat and potatoes of it. So what you would do is you go, well you know, it can't be all doom and gloom, right? There must be something in which you like about what you're currently doing. So like what do you like about it? And they go, well I guess I like the people that I talk to. They're going to find something positive. Okay, then from you, like, well, doesn't sound like it's going too bad for you. Like is there anything you would change about, I guess, either the outcomes of the process in which you're using, if you could. Now, I ask it in that way because I want to find out more about it, but also I'm saying, like, if you could. And so what I'm doing is I'm opening up the door and the possibility for them to be able to explore a deeper meaning behind the problem that they're having. And so it allows me to then start to really chunk that conversation down to a really nice, specific area, so that when I transition into solution awareness, it all kind of makes sense, and I can have a really specific and pointy conversation. And that is why you need something like the two truths in your script, so that you can get to the real answer. We did it. We did it.
