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My Go-To Overcomes In Sales

Name: My Go-To Overcomes In Sales
Uploaded: 2025-09-10T00:00:33+00:00
Duration: 26 s
Channel: Shanli Liu, CPA, CTP
Description: In this concise sales coaching monologue, the speaker outlines a two‑step approach for dealing with the first objection—typically a prospect saying they…

10 Sept 2025 · 0 min

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0:26

In this concise sales coaching monologue, the speaker outlines a two‑step approach for dealing with the first objection—typically a prospect saying they need to think about it. The first step, used early in the sales process, is to ask the prospect directly about their main concern, inviting a collaborative discussion to surface the real issue. If the prospect is further along, the speaker recommends a more probing tactic: asking what the prospect is afraid might happen, thereby uncovering hidden fears that often constitute the true obstacle to closing the sale. The overall message is that early objections are not deal‑killers but opportunities to identify and address underlying concerns.

What happens as soon as someone says, I'm not sure, I need to think about it, whatever. Early on in the sale, and this is the first no I get, I'm like, hey, what's your main concern? It's not like, oh, I need to think about it. The sale's over. It's what's your main concern? Let's talk about it together. Let's figure it out. If you're further on in the sale, then I like to ask a little bit harder questions. I would be like, hey, what are you afraid of having happen? Right? If they're like, dude, I just need to think about it. It's like, dude, what are you afraid of? Right? What do you, what do you think's gonna happen? What you hear after that is usually the real obstacle.