The Feminine Way To Enter Objection Handling Mode

Hi guys. Welcome back to my channel. We are doing another change today. I know you guys love these and if you can't tell already, we are doing how to enter objection handling mode. Now, if you watch my channel often, you are going to know that I will consistently stand by. Objections can be pre handled most of the time. And this industry loves to sell. More sales training, more sales training, more sales training. So they're always going to tell you that you're bad at something and usually it's bad at objection handling to sell you more training. Now in my opinion, we could just pre handle objections, get you confident at diagnosing early on and then we don't have to fight, we don't have to battle, we don't have to try and force someone to buy a product at the end of the call. That is the feminine way of selling. And I'm going to show you exactly how I do it myself and exactly how I was able to close over $4 million in deals in less than two years and and how I teach the ladies in my program to do the same. And if you have been looking at my program for a while, we have a masterclass coming up on Sunday the 14th. And yeah, there's a link below. You can get your seats. They are nearly all gone. I'm genuinely not just saying this, they actually are. It's pretty mind blowing. I can't believe it myself. So if you want to get your seat to join us on our training, then you can as well. But without further ado, let's get into it. So objection handling mode. So what is an objection? An objection is at the end of the call, someone will give you a reason why they can't buy today, why they can't close today. Some objections are valid and some objections are not. So what I mean by a valid objection is sometimes someone really wants to start, they're ready to go, they want to do this, but maybe their money is genuinely locked away in a savings account or maybe they genuinely will be able to pay next week once they've been paid because they're going to use their wages to do that. Maybe that is true and sometimes that is true and that's totally fine. But we want to learn how to handle objections that are lies. Because a lot of people will lie because they feel uncomfortable and they don't want to be forced to do something. Hence why I like to pre handle. So there's no awkwardness, there's no weirdness. You get straight to it in the discovery. But let's just say We've done everything that we needed to do. And so for some reason we still have an objection at the end because that happens. We're going to fix it together. So objection handling mode. This isn't like an exact word track on how to handle an objection. This is to get you into objection handling mode. There is a big, big difference. So I'm going to show you what that looks like and bear with me. You know, I'm not a protyper if you've watched any of my other trainings. But we're going to get into it. So the number one first things, first thing you need to do when you are given an objection, let's say I need to think about it, what is it we're going to do? We are going to get on the prospect's side and diffuse. So get on the prospects side and defuse. Okay? That is the first things first. Think of it of like a predator and prey. We are not a threat. The prospect can feel comfortable around us. We get it, we understand. So I need to think about it. No problem at all. Okay, get on their side. Most sales reps will not do that. Most sales reps go into panic mode and be like, what do you mean you need to think about? What do you need to think about? You told me xyz that is not what we want to do. That is only going to get someone's guard up, which we do not want to do. The next thing we want to do is we want to find the root problem and not assume. So find the root problem and never assume. Assumption kills in sales. We all know that, right? We don't want to assume. We know why this person needs to think about it. We need to find the root problem. Now let's go into that in more detail because I often see new sales reps when they are trying to objection handle. Let's say if somebody think about it, they'll be like, yeah, no problem, totally fine. What is it you need to think about? And then the person will be like, yeah, I just need some time, I need to think about it. And then they'll immediately take them down. The fear word track. The fear word track of, you know, inspirational quotes, pushiness, you know, you said you wanted to do this, you know, how long are you going to keep, you know, kicking the can down the road, etc. Etc. And that will literally just get the prospect in the flight mode. We have the flight fight or flight predator or prey. It will be like you're the predator and they're the prey. We do not want that. So we genuinely just want to be calm and find the root problem. We do not move on until they answer our question. Sure, no problem. When you say you want to think about it or what is it you want to think about it? Just to see if I can help. The prospect may say, oh, yeah, I want to think about it. Totally fine, but just help me understand why we are here together. Like when you do want to go ahead and think about it. Totally can. Not a problem. But what is it you want to think about? Just to see if I can help you. Do not move on until they answer that question. Like I said, I just need some time. I never make decisions on the spot. Totally fine. No pressure, doubts. You don't have to make a decision on the spot. We want to make sure you feel comfortable. But in the past, when you've made decisions like this and you've gone away and thought about it, what has come up for you? Like, what are the main things that you have thought about? You don't move on. You keep on re looping and re looping and re looping. And they will tell you, they have to tell you. And that is how we find the root problem. So let's say we have a money fear. Think about it. Objection. They'll probably say something like, oh, yeah, it's just quite a lot of money. Like more than I wanted to spend. Now, that could be quite a lot of money. I don't have it. Or that could be quite a lot of money. I'm scared to do this. We don't know. The most common mistake people would do again is run with the fear. People love to chase the fear and objection handling and make life difficult for themselves. For me, I do not handle an objection per se, even though this technically is handling, but I would not handle the objection until I know exactly, word for word, verbatim, what the problem is, what the objection is. So it's quite a lot of money, more than I wanted to spend. That's what the prospect says. Okay, so we need to handle money first. Because first things first. If your coach has told you or if you've learned from me, you know, money check first. Because the prospect could have all the intent in the world. They could want to, you know, get started and be your top student. But if they don't have the money, it's not going to happen. So we need to cover the money first. So let's write that down. Handle money first, then fear. Well, no, handle money first. And we need to break that down into fear or logistics. So is it fear or logistics? And that's what we need to know. So how are we going to do that? I will tell you. So, okay, so to handle money first, is it fear or logistics? First things first. I'm just going to assume they don't have the money because if they don't have the money, that is going to be the easiest thing to handle. So not assume like I'm assuming a whole different thing. I'm just going to pick one. I need to handle fear or logistics first in this money situation. So I'm just going to pick one first. I personally always like to go with logistics. So I would say something along the lines of, okay, totally get that diffuse when you say it's a lot of money, help me understand is that that you like what the program has and for you, this is the program for you, but you just don't have the funds right now. You just don't have that capital to invest or you have the funds. But again, there's a little bit of nerves around it, a little bit of hesitation to make that investment. We break it up. We want to get as granular as possible. Like I said, we want them to spell it out to us. So we're just going to keep on probing and clarifying, probing and clarifying until we get to the exact root cause. So we've just probed into do they have the money? There's nerves or do they not have the money and they actually want to do this, but that's why they can't move forward. Then they will tell us. So let's say if they told us they have the funds, so let's say they have the funds. So if they do have the money, what we would do is fair work track. We want to now start handling fear. So I would say something along the lines of, okay, got you, so you have the funds. So would you say perhaps there's just a little bit of nerve, a little bit of apprehension around kind of investing into yourself and taking that step. Ask the question. But ask an open ended question. Would you say, and we want to start calling out the nerves here. We're still in probing and clarifying mode. Okay. And from there they'll give you an answer. Of course it's going to be, well, yes, of course. And then from there you want to say, okay, just to clarify before we go any further, because I want to make sure we're on the same page, do you feel that what we're doing here, let's say with this High tech sales program can help you achieve the x, y, z, 5k a month to spend more time with your family. Or how do you feel? Do a temp check on how they feel about the program. Yes, of course I do. Okay. And why double down? Why do they feel that way from there, if they say no, that's a whole other ballpark. Then they probably just don't like your product and they're trying to reply, they're trying to get off the call. That's fine. So not everyone's going to like your product. Okay. But if they do like the product and they've explained to you why, now it's time to handle the fear. Now you can do this a million different ways. Everyone will tell you how to do this a million different ways. Throughout my career, I have tried so many different ways. In my training program, the female sales accelerator, we actually have a couple of different ways that you can pre handle this. My favorite right now and what I have found to get the most genuine results or the best results is by being the most genuine. So it's not by going through this, like, crazy word track and not being yourself. It's by genuinely having an open and honest conversation. So something along the lines of, okay, totally fine. So when you say you feel nervous, what is it that scares you the most? What's coming up for you? Don't be a threat, Sit back, lower your voice, be sympathetic and just probe. Keep on digging. As I said, we're still not done with the digging. We're going to probe and clarify and probe and clarify until they say this is the exact objection. Which is going to be, let's say, well, I don't know if I can do it because, you know, I've tried another program in the past and I failed. Maybe that's the objection, right? We need them to spell it out to us to a T. So you can see, throughout this whole training, I have never assumed anything. I'm digging and digging and digging and digging. So what's coming off you? What do you feel nervous about? They'll tell you, or if they don't, you re loop totally get it. But how can we understand what is coming up for you from there? When was the last time you did something that scared you the most but you succeeded? How did that make you feel? And why will this time be any different? There's other trainings on this that you can go and watch and that is super important to start gaining perspective. Because we have our emotional brain and we have our logical brain. And in These moments process prospects will always communicate in their emotional brain. And it is our job to make them more logical. It is our job to bring them back to planet Earth. So that's what we want to do. And then from there we would do a whole other word chat to close the objection, which I can do in another training. But this training is specifically how to get into objection handling mode. This training will show you how to find the root cause of the objection. And then part two, which I can actually do is how to actually then close the deal based off that objection. But we have to get to the root cause. I probably said root cause a gazillion times, but I just want to like drill it in that this is the most important thing we can do. Okay. Now if they don't have the money, it's very simple. They don't have the money. Right up then and there. It's actually the easiest thing. Even though you think, okay, well they don't have it. They're going to have some of it. Most nine times out of 10 they're going to have some of it. They wouldn't be on the call if they didn't. So. Yeah, well, I just can't afford it right now. Like I can't afford the full amount right now. Oh, totally fine. Not a problem whatsoever. Are you open to me asking you a couple of questions just to understand your current situation, to see how I can help. This goes into the open wallet and I'm pretty sure I have done an open wallet training. I can check on that. If I haven't, leave it in the comments. But I'm pretty sure I have. So if they don't have the money, you go into an open wallet and offer a solution that helps a payment plan, finance, whatever it is. That's it deals up two things. Fear, logistics. That's all. That's all it's ever going to be for any objection, fear or logistics? Logistics. Time, money, partner, perhaps Fear, nerves. If we can probe and clarify on that and if we can really get to the root cause of the problem, we can go through more deals and without having to battle, right? Without having to try and force and hoax and push. Who wants to do that? I want to sell my feminine energy. I don't know about you. I don't want to be pushing. I want to have fun on my calls. I want to build a great rapport on my calls and build trust and connection and I want someone to be able to take this first step and take this nervous step where I'm buying and feel good about it and not feel pressured. And don't get me wrong, there are times that you do have to give that nudge in someone's favor. But we shouldn't be forcing someone to buy. This should be a joint decision. Together. You're guiding them through and this is how you can make that happen. Plus pre handle all day long pre handle objections. And that is the end of my training. Objection. Handling mode. I hope you've enjoyed. Let me know in the comments what your key takeaways are and and don't forget to get your masterclass seats in the link below. And I'll see you on Sunday. Bye.