The "Silent Objection" Killing Your Sales

Hey guys. This week on hey Sabri, I'm answering Priyank Patwa's question. He's written, hey Sabri. I face the challenge of a lot where people just wouldn't admit that they have a problem with the price of the service. Most common excuse is that they just don't want it right now. They'll definitely do it in the future. It's like they don't want to face the reality of price problem. Many even find it offensive if pull with the same question on pricing. It's a great question. So basically, you know what, what I find is that the first thing I'm going to assume that you're actually generating leads, right? This person reached out to you and you've obviously got them to the stage where they've wanted to look at a proposal or they've wanted to even see the price, right? So you know that there's obviously a level of interest. And then what you're coming up against is really what I call the silent objection. And it is the absolute biggest killer to all sales. And when people ask me like, what is the toughest objection? It's always a silent objection. It's the objection that you don't even know what it is because then you can't dress it. So you can really objection handling close over that, right? So the first thing that you want to say is like, you know, they're like, oh, we just don't want to do it right now. Then I would be saying, cool. What motivated you to reach out? Right. When we initially started speaking, you said that you've got X problem that you're really looking to solve. You leaving this is not going to help you solve that problem. So is there anything else other than the timing that you wouldn't buy? And then they're typically going to say, oh, look, no, it's just the timing. And then you really want to just start diving into unearthing that silent objection and say, cool, well, if you're going to obviously leave this to the future, what's going to change in your current situation? And by asking that question like in a few different ways from a few different angles, then slowly the real objection will start to rear its little ugly head, right? And they'll be like, oh, yeah. And it's like, it's just the finances. It's not a good time. And then like, aha, okay, cool, it's the money. And then you'd say, you know, something along the lines of like, you know, in terms of what would it need to be? What Would the price need to be in order for this to make sense and for us to really be able to move forward and get this problem solved for you? So you, you have to get creative in the way that you ask it. And what you really need to remember, what most salespeople don't, is that you can't get combative and you can't build pressure on the call and start to, like, create this friction between you and the prospect. You have to still keep things very friendly, very nice. Ultimately, you're here trying to solve a problem for this person, right? So regardless of what they hit you with, you want to kind of angle it from different questions and come through, still be polite, still still be very approachable, but also straight shooting, straight to the heart of the matter and find out exactly what the real problem is. Once you've done that, you basically unearth the silent objection and then you can start to address that. And that's when the sales really start happening. So it can get uncomfortable because that's when you know that you're getting close to a sale, when you're really getting in the weeds and having those really honest conversations with people. But just it's something that you have to train and exercise and get comfortable being in the ring, getting punched in the face with objections and still being able to try to go for that outcome that you're ultimately trying to get to. So I hope that helps you. Hey, guys, if you enjoyed this video, make sure that you click the like button and subscribe. We're dropping a video on YouTube every other day, and if you've got any questions about any of the content that I covered in this video, just basically leave a comment with Heysubree in the comments section. And every week we're also trying to go through all those questions and get them answered. So go ahead, click subscribe, and we'll see you in the next video. Sam.