How to handle objections the right way
(This will save you thousands of dollars in unnecessary discounting):
(This will save you thousands of dollars in unnecessary discounting):
1. Actively listen
Your first reaction when you hear an objection might be to start fighting back.
Don't do this.
Let your prospect speak.
And listen to every word he's saying.
This way you can respond in a thoughtful manner
Rather than speaking out of impulse.
Your first reaction when you hear an objection might be to start fighting back.
Don't do this.
Let your prospect speak.
And listen to every word he's saying.
This way you can respond in a thoughtful manner
Rather than speaking out of impulse.
2. Mirror
Mirroring is a great way to let your prospect know that you hear his questions.
You build rapport with your prospect and show that you understand where he's coming from.
A great way to do this is to simply repeat back what your prospect is saying.
Mirroring is a great way to let your prospect know that you hear his questions.
You build rapport with your prospect and show that you understand where he's coming from.
A great way to do this is to simply repeat back what your prospect is saying.
3. Validate their concerns
Let your prospects know that their concerns are valid.
But there's a fine line between supplicating and being rude.
You want to show that you care, while at the same time responding in a way that disproves their objections.
Let your prospects know that their concerns are valid.
But there's a fine line between supplicating and being rude.
You want to show that you care, while at the same time responding in a way that disproves their objections.
4. Get them to talk about their problems
This can be done by asking follow-up questions.
The questions you need to ask must get them in their emotions.
This is done by getting them to talk about their biggest pain points.
This can be done by asking follow-up questions.
The questions you need to ask must get them in their emotions.
This is done by getting them to talk about their biggest pain points.
5. Show your value
Show them exactly how you can solve their problems.
And leverage social proof as a way to show your value.
Show your prospect what other people have to say about you...
And show the results you've previously achieved for similar people.
Show them exactly how you can solve their problems.
And leverage social proof as a way to show your value.
Show your prospect what other people have to say about you...
And show the results you've previously achieved for similar people.
6. Don't be defensive
It's natural to be defensive when someone objects to your offer.
Don't be.
Instead, understand where they're at.
And provide solutions to their problems.
It's natural to be defensive when someone objects to your offer.
Don't be.
Instead, understand where they're at.
And provide solutions to their problems.
7. Confirm you answered the objection
Make sure you've satisfied all their concerns.
Ask them if they're happy with your solution.
And explain it further if you have to.
We want to make sure ALL of your prospect's questions are answered.
Make sure you've satisfied all their concerns.
Ask them if they're happy with your solution.
And explain it further if you have to.
We want to make sure ALL of your prospect's questions are answered.
8. Continue on
Once you've handled the objection,
Keep the conversation going.
If all your prospect's questions are answered,
Then book a follow-up call while you're still on the call.
Or
Be prepared to close this client and begin the onboarding process ASAP.
Once you've handled the objection,
Keep the conversation going.
If all your prospect's questions are answered,
Then book a follow-up call while you're still on the call.
Or
Be prepared to close this client and begin the onboarding process ASAP.
In summary:
1. Actively listen
2. Mirror
3. Validate their concerns
4. Get them to talk about their problems
5. Show your value
6. Don't be defensive
7. Confirm you answered the objection
8. Continue on
1. Actively listen
2. Mirror
3. Validate their concerns
4. Get them to talk about their problems
5. Show your value
6. Don't be defensive
7. Confirm you answered the objection
8. Continue on
Thanks for reading!
If you found value in this thread,
Follow me @jbowofficial for more!
And RT the first tweet to let others know about this.
Thanks!
If you found value in this thread,
Follow me @jbowofficial for more!
And RT the first tweet to let others know about this.
Thanks!
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