The sales objections that prospects give you on a sales call are never real. People don’t mean what they say, and they don't say what they mean.
We live in a day and age where people have lost the ability to be honest with one another.
If you’re a service provider, coach, or consultant you’ve heard these sales objections (and many more) but you have to remember that they are NEVER real. People don’t mean what they say, and they don't say what they mean.
When you understand how to unwind these objections and get to the heart of what a prospect is really trying to say, you will close more sales AND your prospects will feel understood, appreciated, and heard.
Win Win.
Too many business owners discount the importance of sales. They see selling as something sleazy or unimportant, but the truth is, you wouldn’t have a business without sales. No one would.
Being able to communicate the value of your product or service and exchange that value for cold hard cash is the single most important skill you can learn as an entrepreneur.
Whether it's on the phone or getting someone to buy your product online, the principles of selling are cornerstone to everything you do in business.
You should ALWAYS be selling.
This is exactly how we scaled Traffic and Funnels hit a milestone last year – ONE MILLION DOLLARS IN REVENUE in a single month and we’ve gone on to do so every month since. If you want to invest in scaling your business, check out this Million Dollar Month Training where we show you EXACTLY how we did it.
After tens of thousands of sales calls, we've narrowed it down to the 4 most common objectives.
Let's dive in.
Objection #1: “I Want to Think About It”
Prospects tell you that they want to think about it when they don’t trust you.
Chances are, they have deeply rooted trust issues. It’s also an indication that you haven’t done a good enough job to address their needs and expectations. People who use this objection have been burned by someone else in the past. They hired someone to help them, it didn’t work out, and they lost a lot of money.
If you sell consulting, coaching, or info products and services that require clients to do the work themselves to get results, you will probably hear this often (Taylor completely obliterated this objection on a recent role-play in one of our sales meetings).
It is essential that you reframe the prospect and reassure them that you’re different than the people that let them down in the past – you have their best interest in mind.
It is essential that you reframe the prospect and reassure them that you’re different than the people that let them down in the past – you have their best interest in mind.
Objection #2: “I Don’t Have Time”
Prospects tell you they don’t have time when they don’t trust themselves.
What they’re really saying is, “I’m not confident in my ability to implement this and get the results I want.” This is an opportunity for you to show them what IS possible and advising them on how to achieve what they really want.
Belief is a major key to success in working with you, so if they don’t believe in themselves enough to take the leap, they’re not a good fit. More often than not, they just need that extra bump of confidence to know that they can be successful and to trust themselves.
Objection #3: “I Don’t Have the Money”
When someone complains about money, it's because they don't have clarity or they don't believe the certainty of the process.
Let’s be real. It’s NOT about the money.
If they really wanted to win, they would do whatever it takes.
Gary Vee is out there telling people to scan the free section of Craig’s List, get items, and flip them on Facebook Marketplace to make an extra $400 a week… probably not the best recommendation for a prospect that needs help growing their business, but you get the point.
Money is everywhere and it’s abundant. You have to reframe their negative view of money and get to the real root of the issue.
Fear.
Fear of failure, fear of not having enough, or some other screwed up view of money that they’ve had since their lemonade stand went under due to poor cash management and lack of vision. If you believe that someone has what it takes, take a moment to coach them on how to get where they want to be and, if you do it well, they will find a way to work with you by whatever means necessary.
If you believe that someone has what it takes, take a moment to coach them on how to get where they want to be and, if you do it well, they will find a way to work with you by whatever means necessary.
Objection #4: “I’ll Try it Myself and Get Back to You”
Some prospects will object to your offer by thinking they can get results on their own. This happens when they don’t understand the value of their time.
Time > Money
Time is something we can never get back and a prospect who would rather waste their valuable time by not leveraging your expertise or services isn’t fit to be a client anyway. Most people don't fully understand what their time is worth – if they did, they wouldn’t have any objections to you helping them.
Most people don't fully understand what their time is worth – if they did, they wouldn’t have any objections to you helping them.
The Best Way to Obliterate these Objections
It’s your responsibility to give prospects what they need to trust themselves, you, and the process that you’re selling.
If you’re getting these objections regularly, know that you haven’t done a good job of showing them how locked in your process is and how other clients have gotten results using the same system.
If you don’t believe in yourself as the expert, your prospects won’t, and if you’re not exuding the confidence of knowing you can help them get results, they’ll feel it.
As for dealing with objections from prospects, there’s one line of defense that will save you every time: OPPORTUNITY
If you have ten more people on the calendar ready to let you help them, you don’t have to waste your time with the people who aren’t.
Knowing how to overcome common objections when selling is the first step to growing your business and implementing a sales system that works. These might be the four most common, but there are a host of other reasons someone doesn’t buy.
Your job is to do the RIGHT thing and serve no matter what.
Want more sales training? Traffic and Funnels Specialist, Josh Johnson went in-depth on sales, how to build a specialist team, and uncovered exactly how we do it. It's a part of the Nov 2019 ELITE Gathering Event Recording Pack where you get this session and much more for only $297 for a limited time. Click the button for more info!
