Nicolas Cole says most salespeople face only 5-10 recurring objections. Create a one-page cheat sheet with each objection, a brief answer, a follow-up question, and a rebuttal. Memorize it and add new ones as you go.
Overcoming objections. People like to think of these as big bundled skills. Oh, I have to get better at overcoming every objection under the sun. What you start to realize is that there's really only 5 or 10 objections that you're going to get related to whatever service you provide. You're going to know what the 5 or 10 are because you're going to hear them over and over and over again. The more times you pitch one specific service, the more familiar you're going to get with the objections. What I would recommend doing is just creating a little one-pager for yourself, and every time you hear a new objection from a client, you should write the objection down. You should make a little list for yourself of these are the things that people are most likely to say to me. And then you should write up a tiny little, like, as compressed as possible. How would you answer that question? What's the clarifying question you would ask back? And then how would you ultimately educate them on why that's not true? And if you have that little cheat sheet that you build out over time, you start to realize like there's really only 5 or 10 objections and you memorize them and then you get really good at them.
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