The ONLY Sales Objection Handling Video You’ll Need

In this video, I'm going to be explaining step by step exactly how to handle time, money. Think about it, partner, go through smokescreen objections for logistical objections. This is training going back for a long way and is literally a step by step. It comes out of a PDF that I did years ago called the objection Handling Matrix. Has about 50,000 downloads. It's helped me and tens of thousands of other people close deals and understand how to actually handle objections. Not in the sort of like everybody has a bad mindset way, but in a real step by step way. So enjoy. Watch the whole video and I'll see you on the next one. To recap at the objection handling matrix is a graph, okay, where we have the three categories of objections being smokescreen, logistical and fear. And then on the Y axis we have think about it, partner and money. So what I'm going to go through is kind of each block and then we're going to have a specific way of handling each. Okay? So the first thing that we'll do is we're going to talk about a logistical money objection. What is a logistical money objection? It's an objection where the person wants to do it, but there is a like, logistical moving savings in a checking account type scenario where they have to move money money around or there's something that they have to do logistically in order to make that happen. So how do you actually combat that? How do you get over it? How do you get the highest level of commitment? How do you actually confirm that it is a logistical money objection? So step one is getting on the same side of the table and reaffirming their want and need to do the program. But it's simply just logistics that's stopping them from moving forward right now. So how do we do that? So we go, okay, from what I can understand, money might be the issue right now, but if you did have the funds available, would this be the answer for you? Okay. And then you make the answer and you ask for detail go o. Okay, well that makes sense. Do you mind telling me why? Like, what is it specifically about what I've kind of gone through today that you think will be of most benefit to you? Make them go into detail and sort of maybe clarify and probe exactly what that looks like. Then you go, okay, well that makes sense. This is where we would then pitch either a payment plan if you've only pitched the paid in full, or you pitch a deposit or some small way of moving forward. Okay, man. So because now we're on the same side of the table, now what we've done is establish the fact they want to do it. If they had the money right now, that, that like that they would pull the trigger. So you go, okay, well, so from here, I suppose, like, what are some ways that you think that we can sort of come up with that you'd be able to find the findings that you can learn XYZ skills so that you can insert emotional driver here. What are some ways we can do that? And then make them think about it, Maybe make them come up with one or two ways, prompt them. You know, if I was able to offer you a payment plan, would that, would that be of help to you? Okay. Would you want to kind of want me to take you through exactly how the payment plans work? Okay, I can do that. Okay, so what we can do is this, this and this. Now usually people proceed with like a three or a four pay. What's sort of the most appropriate way that you think would be the most reasonable for you? Okay, the four pay. Okay, then that makes sense. I can do that for you. Okay. So it's just kind of taking them through the process where they're thinking about it. Like we get them on the same side. We reinvigorate their want and their need for specifics about the program. We make them think about a few options and then we prompt them and we coach them into a payment plan. Now if the payment plan doesn't work, then we can do a deposit. If the deposit doesn't work, we can do like a credit card number, which is a placeholder, not as like a scarcity tactic. It's like an emotional commitment. Sound very clear in that. And then we can help them through funding options. And so that's where it's always important to have a funding option or some way they can use other people's money. So opm, that is how I deal with a logistical money objection. What I'm going to take you through now is the logistical place partner objection. This is all part of our objection handling matrix series. Okay, so what is a partner objection? A partner objection is a money objection, which is an appeal to a third party authority which isn't there, so that they can use that as a deflection. Essentially, it's a deflection. Now sometimes they do have to tell their partner, which is fine, so. But essentially it still breaks down to a money objection because they have to ask permission from their partner to spend the money. There's a couple of ways that we can attack this, but the first thing is, first thing that we do with every single objection is we try and figure out if it's logistical, if it's fear, if it's a smokescreen. So the way that we do that is by getting on the same side of the table. So step one, like, okay, from what I can understand, you want to run this by your partner, which I think is a good idea. If your partner was here right now, would, you know and they were saying yes, would this be the answer for you? Do you mind telling me why, though? Okay, that makes sense. And I guess, like with what we've kind of gone through, like, what is it that you feel like, you know, you and your partner would find the most amount benefit of doing this program. Okay, okay, that makes sense now. So like, how do you think your partner feels about you learning the skills? So you can insert emotional driver here. Like, how do you think your partner feels about that? And then they're probably going to say, oh no, my partner's really, really supportive and be like, okay, so let me ask you a question, dude. What happens if your partner doesn't want you to, to move forward with learning these skills? What happens then? And then a lot of the time you're going to get either. I'm going to do it anyway. Well, I'm not going to do it. And so that's two different scenarios. So if they're going to do it anyway, then I would ask them, well, like, why do you say that? Well, because I really need it, you know, this, this and this. And be like, okay, so well, if you're going to do it anyway, I guess, like, how do we present this in the best way where your, your partner is going to be on board? Because we want to make sure that they're on board. Right. It's just easier for everybody. Yeah. Okay, cool. And then get them to present and then coach them through it and then take a deposit or just take the credit card details and be like, okay, cool, man. So from here, this is what we usually do in this scenario, we go ahead and take your credit card details, we schedule the payment for 24 hours time, and then we can convince you. Onboarding that's really just like an emotional commitment that you're finding a way to move forward and that, you know, you can go to your partner and say that, you know, you are committed to this process, but you've respected them enough to where they can pull that if they want to. But this is something you really want to move forward with. And now what we don't want to go to your partners With a whole bunch of, hey, this is going to be amazing, and this and this. What we really want to do is just kind of focus on some of the problems that you've been having and how you think we can help solve them. Would that be cool? Okay, perfect. So that's how you handle that side. Now the next side is if they say that they're not going to do it, so we go, then it's about coaching. Okay, we know that we're not going to try and get a deposit because they really do need to run it by their partner. And like, this is a real logistical objection. So what we have to do is go, okay, well, how do you think that you're going to talk to your partner about this is. And then go through that same sequence before where we coach them through it, Talk about the problems, not the solutions, as if they're already fit. People in business only start becoming successful when they make the decisions that a successful person make. So if the decision making process that you're using has led you to be where you are, how do we put you in a position in a situation where when you go to bed tonight, you know that you're doing everything that you can to get where you want to be? There's a couple of different analogies and stories in there and you can just do them one at a time. You can do them all at once. Right? Because they have to come to a realization that their decision making process around that particular part of their life is fundamentally broken and they have to start changing in order to change. Okay, so fear based money objection. So what is a fear based objection? Essentially it's an objection where they're masquerading as logistical. But, you know, it's kind of like a mindset thing or they're just scared to move forward, which, you know, with decent size investments is fair enough. Like, especially if it's someone in like say the self development space, the fitness space, the business coaching space, whatever, they might never have done that before. We have to empathize and understand the situation that they're in where it's not the normal behavior. A lot of us as salespeople, we have these conversations every single day and we, we have people take action on this stuff every single day. So we see it as the norm, but it's most definitely not. So first things first, with a fear raised objection. We have to have the empathy and we have to understand and really try and nurture them through the situation. But also, like coming from that big brother, big sister approach where like at some stage we have to get them out of their own way. We need to go through like gradations of sort of objection handling. So first things first, like we handle every objection. Get on the same side of the table. Okay. Hey, you know, hey, I just really, you know, this is a really interesting. To go check my finances. Let's just say that checking finances is a combination of think about it and money. And it's usually a fear based objection because I could ask every single one of you watching this video how much money is in your bank account and everyone can probably tell me down to the dollar, right? So no one needs to check their finances. That's another thing. So really what we're dealing with is a money or a think about it. So we got to define it. We're like, okay, so you know, if you did have the funding available, would this be the answer for you? Okay, do you mind telling me why? Because we don't know if it's logistical or if it's ferriot. So we have to handle them all the exact. So go. Okay, that makes sense. Do you mind telling me why. Do you mind telling me, you know, a little more about, try and get some more detail exactly what we've gone through in the previous money objections. Then we're going to go. Okay, perfect. Well, it all sounds like it's moving forward. We take them through now, you're going to keep getting your resistance and that's where you're going to start to feel like, okay, I think this is a fear based objection. Because this guy is just like everything's lining up, he wants to do it, the money's there, it's not an issue. It's just like there's something stopping them. And that's when you need to go into like some cost of inaction, you know, like, okay, we'll do like, you know, we've talked about this before, like what happens if you don't fix this in the next, you know, 2, 3, 4, 5, 6, 7, 8, 10 weeks? Like what happens then? And they would have already answered that question, you know, because you would have done a cost of an action piece and it's kind of reiterating some of those points and then it's just going back through a reframe which is like, hey dude, totally understand where you're coming from. And I think that, you know, if you mind if I can just put sort of my coaches hat on for a minute, you know, like I kind of feel like you're making decisions based off a perspective that you have instead of their perspective that you want to have. Does that make sense? And you'd be like, yeah, I guess so. And be like, so everyone makes decisions based off their worldview and the perspective they have right now. And so the really hard thing is, and thing that takes a lot of like, courage and really a lot of forethought on your part is to start making decisions based off where you want to be. Because the only way you get there is by being there and by taking the steps today so that you can eventually get to where you want to go. Like, so nobody loses weight until they start making the decisions of a fit person. So the moment their brain became fit person, their body followed. Same thing with business, same thing with anything. Like, what do you need to do so that when you go to bed tonight, you know that you're in the best possible position to get the outcomes that you want. Just like, let that ring out. That's how you handle a fear based objection. So it's essentially trying to reframe the decision making, establish their need and want to do the program, and then sort of dissect the fact that, well, everything's lining up so they should be pulling the trigger, but there's something holding them back. So then stories, analogies, and reframes are a really good way to do that. All right, guys, I hope that was helpful. We'll put some examples in. And then that's how you handle of fear based money objections. So so far we've gone through logistical money, logistical partner, logistical. Think about it. Fear based money. And this is fear based partner. So we handle all the fear based stuff very, very similarly. First thing we do, establish the need and the want for the program, try and dissect what it actually is. So this partner objection, it sounds really, really good. I just want to run it with my partner. Okay, that makes total sense, man. Like, you know, just let me ask you, if you're. If your partner was right here, you know, and they're on board, would this be the answer for you? Yes. Okay. Why? In detail and reference, basically the exact same way that through the logistical partner objection. However, the hard part about the fear based partner objection is that it's not really a partner objection, it's a fear objection. And they're using their partner as an appeal to a third party authority that isn't there so they can offload the decision making process because they're scared to move forward even though they want to, because not everybody does what's in their best interest, like abundantly clear in life in general. What we have to do is, I guess, move aside the partner. Objection. The same way that we moved aside the money. Objection. So get them to. Is your partner supportive of you learning the skills? Okay. Do you mind? Why? If you put it. What happens if your partner doesn't want you to move forward? Okay, that makes sense. There's the two routes that we can go down with that. Explaining the logistical partner objection. Handle those. Right? And then they still want to ask their partner. And then we need to go into a reframe and be like, okay, man, well, like, what is it that your partner wants to hear? And then, like, what would be the reason why your partner doesn't want you to move forward? And that's when you're going to hear their actual reason. So by allowing them to say it in terms of their partner, you're kind of giving them permission to. To say what's their deep, dark secret? Without them having to say it. They're like, hey, man, so totally get it. Do you want to speak to your partner? But I suppose, like, what would be the main reason why your partner doesn't want you to move forward today? And they'd be like, well, you know, I've just tried a bunch of things in the past, and they might be a little bit concerned that this won't work this time. Okay, that makes sense. I can. I can respect that. What is it that your partner thinks won't work and what have you done in the past? And explore that with them, Go down that road and then allow them to know that it's okay, that things haven't worked out? The mistakes you make in the past is the tuition that you pay in the future. Right. And so by allowing them to go down that road and exploring it, you can be like, well, I guess. Let me ask you a question. Have you ever had this level of support before where you've had a program with this, with this, with this, with this, with this? And they're like, well, no. And then it's like, okay, well, how do you think it would be different if you had that level of support? Like, why would you be successful with that much support as opposed to the strategy you had before? And now they're going to tell you why they'll be successful and be like, okay, man, like, given that, do you feel like your partner would be more supportive if they knew how much support you had and how much help and how much these problems really, really mean to you? Like, okay, so, like, we have sort of a couple options from here, man, like, because it sounds like to me like what we do would, would work and that, I hope that helpful. We'll put some examples in and then that's how you handle a fear based money objections. So so far we've gone through logistical money, logistical partner, logistical. Think about it, fear based money. And this is fear based partner. So we handle all the fear based stuff very, very similarly. First thing we do, establish the need and the want for the program. Try and dissect what it actually is. So this partner objection, it sounds really, really good. I just want to run it with my partner. Okay, that makes total sense, man. Like, you know, just let me ask you, if you're. If your partner was right here, you know, and they were on board, would this be the answer for you? Yes. Okay. Why in detail and reference. Basically the exact same way that we go through the logistical partner objection. However, the hard part about the fear based partner objection is that it's not really a partner objection, it's a fear objection. And they're using their partner as an appeal to a third party authority that isn't there so they can offload the decision making process because they're scared to move forward even though they want to. Because not everybody does. What's in their best interest, like abundantly clear in life in general. What we have to do is I guess, move aside the partner objection the same way that we moved aside the money objection. So get them to. Is your partner supportive of you learning the skills? Okay, do you mind? Why? If you put it, what happens if your partner doesn't want you to move forward? Okay, that makes sense. There's the two routes that we can go down with that. Explaining the logistical partner objection. Handle those. Right. And then they still want to ask their partner. And then we need to go into a reframe and be like, okay, man, well, like, what is it that your partner wants to hear? And then like, what would be the reason why your partner doesn't want you to move forward? And that's when you're going to hear their action, actual reason. So by allowing them to say it in terms of their partner, you're kind of giving them permission to, to say what's their deep, dark secret without them having to say it. They're like, hey man, so I totally get it. Do you want to speak to your partner? But I suppose, like, what would be the main reason why your partner doesn't want you to move forward today? And they'd be like, well, you know, I've just tried a bunch of things in the past and they might be a little bit concerned that this won't work this time. Okay, that makes sense. I can, I can respect that. What is it that your partner thinks won't work and what have you done in the past and explore that with them. Them go down that road and then allow them to know that it's okay that things haven't worked out. The mistakes you make in the past is the tuition that you pay in the future. Right. And so by allowing them to go down that road and exploring it, you can be like, well, I guess. Let me ask you a question. Have you ever had this level of support before? Or you've had a program with this, with this, with this, with this, with this? And they're like, well, no. And then it's like, okay, how do you think it would be different if you had that level of support? Like, why would you be successful with that much support as opposed to the strategy you had before? And now they're going to tell you why they'll be successful and be like, okay, man, like, given that, do you feel like your partner would be more supportive if they knew how much support you had and how much help and how much these problems really, really mean to you? Like, okay, so like, we have sort of a couple options from here, man. Like, because it sounds like to me like what we do would, would work and that we could definitely help you. You know, what we can do from here is we can go ahead and take your payment details and sort of like commit to the program, but I'll explain what I mean mean, and we can grab your details and then schedule your first payment for 24 hours. And in that time, you can speak to your partner and you can go to them with the fact that like, hey, I really want to do this, I've committed to it, but if you say no, it's totally fine, we can always back out. But you know, I have these problems and these guys are really going to help me fix that. And that means a lot to me for these reasons. So you coach them through that process and then if they don't want to do that, then what you have to do is you have to book the next call with the partner or with them. Okay, so that's how I deal with a fear based partner. Objection. And this is the fear based, think about it portion. I'm going to link in the logistical think about it portion because essentially they're the same. It's just that they're scared to move forward. We have to figure out why we have to chunk down to exactly what it is and then open up the conversation for to talk about what's really holding them back and what the decision making paradigm is doing for them. And we have to do it in a really supportive and nurturing way. There's no great revelations in this video. It's very, very similar to logistical. Think about it. It's a think about it objection. It's a incoherent. I don't really know what the hell I'm doing. Let's just, you know, have a think about it. When nobody needs to think of anything. Not many people are that deep a thinker where they're really going to talk themselves in or out of anything and really consider all the different angles. People, generally speaking, just make decisions based off whatever they feel at the time. So we have to get them feeling where they want to buy. Okay, so go ahead and link that video here and then we'll move on, on to the smokescreen section. Now the way this works is that pretty much smokescreen is the same for whether it's a think about it, money or partner, because they're all bullshit objections. What do I mean by smokescreen? I mean that like you basically haven't done your job or they're just not your client. They shouldn't have been on the sales call. They came through as a lead. They didn't know what they were doing. You've pitched, presented, and they just, they're not really very interested in what you're saying. The thing you have to do is just identify it as a smokescreen. And there are a couple of things that we can do. First of all, all those, those strategies that we put in place where you get on the same side of the table, define the objection, go through, do some reframes, do this, this, this, those are all the techniques that we have to use. So we have to go through all those first to figure out if it's a smokescreen or you just kind of get the feeling that, you know, you're just like, ah, this just isn't the guy. Sometimes that happens. Here's what it is. Champs. You can't win them all. There's a couple of tests that you can do. The first is the open wallet test, which is that deposit method. Even if it's a $0 deposit or a very, very small deposit, it. If they're saying it's logistical and that they really want to do it and then all signs are pointing to yes, but they're not willing to go through and get out the credit card to like reserve a spot so they can have that emotional commitment. And then you go through the fear based component and you're still not moving forward, then it's just a smokescreen. Maybe they're interested. They're just super polite. Okay, you can do all the reframes that we've taught. I'll even link the podcast where I go through stories and reframes and analogies to where I kind of go into the stuff in real depth. Depth. So we'll make sure we link that. But yeah, like that's all you can do. Sometimes you just, you can't win them. So if you can pick that, you know, the key is to go through logistical, then go through fear. And if you can't come out the other end, if the person is just like, okay, schedule a follow up, hopefully they turn up. If they don't turn up, you know, it was a smokescreen they have no intention of buying. They're just very, very afraid of commitment or they're very, very afraid of, you know, having a confrontation or they perceive to be confrontation, so they just lied. It is what it is. You win some, you lose some hope. That was helpful. Probably not what you wanted to hear, but it's the truth.