A sales coach breaks down how to handle the two objections that kill Christmas deals: timing and money. Learn the specific responses that work when prospects say they're waiting until January or don't have budget right now.
Ho ho, ho, ho. Merry objectimus. In today's very serious video, I'm going to teach you how to overcome the Christmas objection blues and how to make Santa bring you all your delicious, delicious commissions come Christmas. So come children, and join me for a tale of Christmas objections. Alright, guys, so for a Christmas objection. Okay, there are two main objections you're going to be getting. As you can see, my beautiful Christmas in here is the time. Now, right now is in the right time. I've got a lot of things coming up. I've got. There's Christmas and there's New Year and there's this and this and this. Okay, there's sort of a couple of ways that you can deal with this. The first of all is kind of agreeing with them and then playing out the logical sequence. Because that thought pattern is really, really flawed for the reasons. Because if it's not the same line of thinking that causes you to not do something today is the same that cause you just not do it tomorrow, the next week, next month, next year, next decade. You don't even get around to it in this lifetime. Yeah, man. From what I can do, I can totally understand that Christmas might be a bit of a crazy time. New Year's is also coming up as well. Which is, which is. Which is also kind of crazy. And then like at the end of January, if you're in Australia, like we have Australia Day and then it's Valentine's Day, then there's like, my cousin's wedding is coming up after that, then it's fourth of July, then it's Labor Day, then it's this. It's like, well, how about we kind of schedule a call for like maybe October of next year? Does that kind of work for you? Yeah, so you can kind of do it like a playful way. The other one is like, it's not about how much time you have. Because if right now, if you're really busy and I ask you to do anything, you don't have the time for it. It's not how much time you have, it's how much time you really need to put aside to actually put yourself in a position where you can get the result that you want. And so what do you think is a reasonable amount of time to set aside so you can get xyz? So you can do xyz? Like what is that? And then this is where I always give them a higher number. I go, would five hours a week be reasonable? And they go, well, yeah, that'd be reasonable. Okay, I'm only Asking for three, right? So you do things like that. So the next one is that you're going to get is a money for Christmas 1. The reason why this one doesn't make any sense as well is because, like, you're not going to magically come into more money after Christmas. And, like, you, like, you don't need to spend a ton of money at Christmas. I've got kids and all that kind of stuff. Like, you don't have to do it, but it's about, like, setting yourself up for the future. So I remember I was selling a woman years ago into a weight loss program. She said, hey, listen, like, I've got Christmas coming up and just all this kind of craziness. I'd really just like to do this in January or February. And I'm like, I can totally understand where that works. You mind if I offer you a different perspective? Just ask a few questions. She goes, that's fine. And I said, okay, well, like, do you. Do you gain weight over Christmas usually? She goes, yes, I usually gain about 4 or 5 kilos right over that whole Christmas period. And then she spends the whole Q1 trying to lose it. And I go, well, like, even if your goal was to not gain weight and you learn the strategies to not gain 4 to 5 kilos every single Christmas, like, and you did do a program where you got to learn that skill set during the most difficult time that set you back the most, do you feel like having the skill set to be able to not gain weight every single year for the next 50 years of your life during Christmas would be a skill set that would benefit you in the long term? Yes, it would. Do you mind telling me why? Okay, so what do you feel like puts you in the best position to be able to not only get a handle on Christmas, but also put yourself in a position where next year you can actually lose the weight and get the goal that you want. Oh, I need to do it. Okay, cool. So you can see that cycle can kind of play out really, really easily. So those are the two main types of Christmas objections that we get. And I hope you can go away, use that, have a better Christmas, make more money, all that kind of good stuff. Thanks, guys. Bye.
