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GET PAST THE BS

Name: GET PAST THE BS
Uploaded: 2023-04-22T18:00:08+00:00
Duration: 39 s
Channel: Nate Auffort
Description: A mentor/coach explains how to 'get past people's BS' when prospects give superficial objections (e.g., 'I'd be fine'). The speaker recommends probing…

22 Apr 2023 · 1 min

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A mentor/coach explains how to 'get past people's BS' when prospects give superficial objections (e.g., 'I'd be fine'). The speaker recommends probing with targeted questions and using third-party references (e.g., 'talk to Bob' or 'talk to Mary') to help prospects realize their own need and move toward a solution, with examples drawn from insurance/product sales contexts.

Chapters

My mentor also taught me to get past people's BS right Sometimes I'll be sitting with somebody like oh I'd be fine. Well back of my brain goes if they would be fine why did they respond to the lead? Does that make sense? Right? So I would just dig that out of them. I said okay well great if you'd be fine I'd either talk to Bob or I'd talk to Mary and this is tough Cody a little bit I get think because I don't know what industry they're in and I'm only talking about what industry my product that I sold and my service that I sold but hopefully that helps whatever industry I'm not industry whatever type of insurance you're selling to be able to ask those questions and find out what the need is and the solution and it creates the realization because in their mind they're creating their own realization man we need this honey.