Objection Handling

THIS MODULE IS A REFERENCE POINT FOR YOU TO REFER TO EACH TIME YOU MEET A NEW OBJECTION

Overview of Objections

Guarantee
Often not a real objection
You must still get the credit card details to ensure this is the real objection - If you don’t, this is not the real objection and you must dig deeper.

Only time you will let the client off the phone without paying on the spot.

Send me More Information

If a client is asking this then you have not done a good enough job on the call

Ask them exactly what information they need to be convinced that you solution is a good fit for them

Go into detail about exactly what they need from you and explain how you can provide that, and if you can’t, don’t tell them you can.

Make sure you only provide the details that they are asking for rather than every detail about your program. The client will paint their own picture of what they need from your program and convince themselves that they need you.

Another angle to managing objections

Don’t butt heads on an objection

Thank the client for raising it, go with the objection and then turn it around onto your path to overcoming it.

Internal (your own objections) vs External objections (clients objections)

I don't know enough about you

If you are getting this question you have not done enough on the call

Find that this is the only objection and there is nothing else hiding behind this

Find out what they need to know about you to convince them that you can take them there

Take them there

The Magic Question

Partner Objection
Often not a real objection
You must still get the credit card details to ensure this is the real objection - If you don’t, this is not the real objection and you must dig deeper.

Only time you will let the client off the phone without paying on the spot.

I Need to Think About it

I need to make money first

I can't afford it

No business has a “budget” but every business has the funds to get a return on investment

Can you afford not to take up this offer?

Paint the picture for them that if they do not invest in your program then in 12 months time they will still be going through the same pain, stress and frustration they are now, only now they will be another year away from reaching their goal.

Self Doubt

The hardest

If you have overcome all objections and there is nothing else to do and they still haven't bought you must find out if there is still an objection hiding that they haven't raised (then overcome it), or if it is their own self doubt.

If it is their own self doubt, call them out on it. Tell them you have confidence in them and that they will achieve this result if they put the work in.

If they are not willing to put the work in then they are not a good client - wish them on their way.