Sales Tip:
Objection: Your service/product is too expensive…there are cheaper options there.
This is the best way to respond
Objection: Your service/product is too expensive…there are cheaper options there.
This is the best way to respond
Before I teach you this…
Let’s establish some facts.
1. You can guarantee results
2. You’ve done your information gathering well
So this thread is based on these assumptions
This is how you handle that objection
Let’s dive in.
Let’s establish some facts.
1. You can guarantee results
2. You’ve done your information gathering well
So this thread is based on these assumptions
This is how you handle that objection
Let’s dive in.
Step 1: Always agree with them.
Say:
“Hey Bruno…I totally understand that we aren’t the cheapest and that this is a lot of money.”
Tonality is king.
The tonality here is one where you empathize and agree.
If your stuff is expensive?
Own it.
Next
Say:
“Hey Bruno…I totally understand that we aren’t the cheapest and that this is a lot of money.”
Tonality is king.
The tonality here is one where you empathize and agree.
If your stuff is expensive?
Own it.
Next
Step 2: Isolate the objection
Say:
“…but money aside…is this the only thing stopping you from moving forward today?”
Or…
“But Bruno…let’s imagine you were Elon musk… and you had 99 problems and money ain’t one of them…
Will anything else be stopping you?”
Now…
Say:
“…but money aside…is this the only thing stopping you from moving forward today?”
Or…
“But Bruno…let’s imagine you were Elon musk… and you had 99 problems and money ain’t one of them…
Will anything else be stopping you?”
Now…
Why is this step necessary?
Because there’s nothing worse than dealing with a false objection.
So when you ask that question you’re clarifying if that’s the main objection.
“If money wasn’t a problem AT ALLL would you do it?”
But then a sophisticated prospect would say:
Because there’s nothing worse than dealing with a false objection.
So when you ask that question you’re clarifying if that’s the main objection.
“If money wasn’t a problem AT ALLL would you do it?”
But then a sophisticated prospect would say:
“But why would I pay more money for something when I can get it cheaper else where”
And this is where your information gathering comes in.
You then use one of the most powerful persuasive element on earth.
Commitment and consistency.
Here’s how:
And this is where your information gathering comes in.
You then use one of the most powerful persuasive element on earth.
Commitment and consistency.
Here’s how:
People have a bias to be seen as consistent and not be hypocritical.
So if earlier in the call they’ve revealed something that contradicts this?
You can use it.
E.g. If it’s weight loss
Maybe you had asked them why they’ve not been able to find success with losing weight
So if earlier in the call they’ve revealed something that contradicts this?
You can use it.
E.g. If it’s weight loss
Maybe you had asked them why they’ve not been able to find success with losing weight
In the past 12 months…
And they tell you that they’ve tried lots of stuff…but for some reason it didn’t work.
Then you can say:
“So Bruno…earlier in the call you did mention that you had tried lots of other stuff and you had no results yh?”
Them: Yes.
Now…
And they tell you that they’ve tried lots of stuff…but for some reason it didn’t work.
Then you can say:
“So Bruno…earlier in the call you did mention that you had tried lots of other stuff and you had no results yh?”
Them: Yes.
Now…
We advance to step 3.
Take control by asking a question:
You then say:
“Let me ask you a question Bruno…
Why do you think some of our clients after trying every other program out there…
They still come back to us and decide to work with us?”
This is important
Take control by asking a question:
You then say:
“Let me ask you a question Bruno…
Why do you think some of our clients after trying every other program out there…
They still come back to us and decide to work with us?”
This is important
Everybody believes that if something is more expensive than others…
THERE HAS TO BE A REASON WHY.
But if you say it…
It’s your words.
But IF THEY SAY it?
It’s everything!
That’s why you frame the question like that.
So that THEY are the ones justifying your price
Now…
THERE HAS TO BE A REASON WHY.
But if you say it…
It’s your words.
But IF THEY SAY it?
It’s everything!
That’s why you frame the question like that.
So that THEY are the ones justifying your price
Now…
If you’re selling any good offer then you’ve had this experience.
You just need to find it so it’s true)
But that question is powerful.
So they’ll say
“Well…I guess because you get them results and your stuff works?”
You say:
“Exactly…
You just need to find it so it’s true)
But that question is powerful.
So they’ll say
“Well…I guess because you get them results and your stuff works?”
You say:
“Exactly…
And if we put the money aside and we got to do this…
And we were able to help you lose 20 kg and now…
(You mention all the other benefits they say they wanted that was attached to the goal…
Because what you’re about to do is paint a picture of life after your product)
And we were able to help you lose 20 kg and now…
(You mention all the other benefits they say they wanted that was attached to the goal…
Because what you’re about to do is paint a picture of life after your product)
So you say:
And if we put the money aside and we got to do this…
And we were able to help you lose 20 kg and now…
1. You’re able to give your spouse mind blowing sex and she can’t take her hands off you.
2. You feel more confident about your body
And…
And if we put the money aside and we got to do this…
And we were able to help you lose 20 kg and now…
1. You’re able to give your spouse mind blowing sex and she can’t take her hands off you.
2. You feel more confident about your body
And…
3. You’re able to move more without getting tired.
Will you look back and regret investing $3k to get to this moment?
Of course they won’t say
“Yes I’ll regret it”
They’ll say
“No…I won’t regret it”
This was step 4 i.e. Future pacing
Now they’ll logically then say…
Will you look back and regret investing $3k to get to this moment?
Of course they won’t say
“Yes I’ll regret it”
They’ll say
“No…I won’t regret it”
This was step 4 i.e. Future pacing
Now they’ll logically then say…
“But how am I sure I’d get the results… do you have a guarantee in place?”
Now if you have a guarantee…
You should say this:
“Bruno if we had a guarantee would you be moving forward? Yes.
Okay then we have a (insert your guarantee)”
But ideally…
Now if you have a guarantee…
You should say this:
“Bruno if we had a guarantee would you be moving forward? Yes.
Okay then we have a (insert your guarantee)”
But ideally…
Anything that involves their participation can’t have a 100% guarantee.
So you can say:
“Why do you think you won’t get the results?
I mean… if all our clients just like you followed the same program and got results?”.
Then add:
So you can say:
“Why do you think you won’t get the results?
I mean… if all our clients just like you followed the same program and got results?”.
Then add:
“Okay Bruno…We have a guarantee but it’s based on one condition…
That you’d guarantee us that you’d do everything we tell you and you’ll follow the program…
Can you guarantee you’d do that for us?”
Them: Yes sure I’ll do it.
Then you’ll say:
That you’d guarantee us that you’d do everything we tell you and you’ll follow the program…
Can you guarantee you’d do that for us?”
Them: Yes sure I’ll do it.
Then you’ll say:
So if we give you the same program we gave people just like you…and they followed it just like you said you would…
And they got results… what the only reason why you won’t get results?”
Here you’re indirectly instilling certainty.
Them: there’s no reason…
Then…
And they got results… what the only reason why you won’t get results?”
Here you’re indirectly instilling certainty.
Them: there’s no reason…
Then…
You say…
So what do you think we need to do next to ensure we get started so you can see the results?
Them: I need to pay.
Boom!
Collect payment and welcome them
So let’s recap:
So what do you think we need to do next to ensure we get started so you can see the results?
Them: I need to pay.
Boom!
Collect payment and welcome them
So let’s recap:
When a prospect gives you that objection you do these 5 things
1. Agree
2. Isolate the objection
3. Take control by asking a question
4. Future pace
5. Implied guarantee
Make sense?
Does it help?
Let me know…
Now one more thing.
1. Agree
2. Isolate the objection
3. Take control by asking a question
4. Future pace
5. Implied guarantee
Make sense?
Does it help?
Let me know…
Now one more thing.
If you’ll like to become a master at sales…selling high ticket products for business owner…
We are launching the most elite sales school in Africa…and we are guaranteeing you a $4k/mo job.
To find out if you qualify go to
communityofclosers.com
Now if you got value
We are launching the most elite sales school in Africa…and we are guaranteeing you a $4k/mo job.
To find out if you qualify go to
communityofclosers.com
Now if you got value
Do this two things
1. Follow @bruno_nwogu for more tips on sales…objection handling etc
And
2. Click this and RT this first tweet so others can benefit.
1. Follow @bruno_nwogu for more tips on sales…objection handling etc
And
2. Click this and RT this first tweet so others can benefit.
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