Sales objections Flashcards
Other agencies provide the same service for cheaper.
Yeah no doubt about that!
But…
Which one in your opinion is a better option when buying a specialist service like this?
A: The cheapest option in the market
OR
B: The service provider who actually cares that you get EXACTLY the service you need to fix your biggest problem
The cheap option cant provide exact customized solutions for you because they didn’t price it into their offer.
While on the other-hand the service provider who priced their service correctly (us) is able to provide you the exact high quality service you need since it is taken into consideration when pricing the offer.
Do you prefer to work in a quality result oriented partnership or in a partnership that is little bit here and there if you know what I mean haha…
Prospect answers: In the quality and result oriented of course!
Exactly! And thats what we do at AceLeads.
Every time when we start a new partnership we give a 100% money back guarantee and a 100% performance based model to our partner to make sure there is no possibility for them to lose anything.
Would it make sense to start generating growth for company X?
What if you deliver us low quality leads?
A great question! So the main reason why LinkedIn / Cold email cold outreach is so powerful is the quality of leads.
Compared to traditional cold calling, when the prospect receives a cold message - it has HUGE friction.
If they are not interested, they can just not reply to it.
So if someone schedules a sales call for an offer via cold email, they have to be REALLY interested on it.
Also before we start working together, we are going to map out your dream customer and build a clear client avatar based on their industry, company size, titles, locations & tech they use.
This way all the calls we deliver are
A: Clearly interested in your offer & service
B: The right type of company
IF YOU HAVE A 100% QUALITY QUARANTEE:
Also since we are super confident on the quality we provide - we always offer all of our clients a 100% quality guarantee.
Meaning that you only pay for the leads that you see as qualified.
If I deliver you 15 calls and only 13 fit the criteria, you only pay for the 13.
The price is too high
I completely agree Mr prospect haha!
All services and products are expensive and they could be 50% cheaper also in my opinion.
But only if you think about it from the perspective of “what does it cost” instead of “what does it get me?”
Lets put it this way… Do you think that if today you invest $2500 in the growth of your business and it generates you on average $320,000 back in the next 12 months - in your opinion is it cheap, an okay price or a fucking ridiculously expensive price?
Then use the ROI Calculator
I have to talk with my partner
Yeah I 100% understand that!
But think about this… what if your partner said no…
Would you still do it?
If they say “yes I would do it” → CLOSE IMMIDATELY. DONT DO ANYTHING ELSE
If they say “No, I would not / maybe” use this:
Does your business partner know you’re struggling with this?
Do they want you to continue to struggle or do they want to see you succeed?
Great, then why would they be opposed to you moving forward?
Sound fair enough?
Well, what do you think your partner’s biggest problem would be…
(The problem they tell you is most likely THEIR biggest problem)
Use the rest of the objection overcomes to go over it.
If you cant move them forward based on that:
Let’s talk best-case and worst-case scenarios.
I’m sure your deepest, darkest fear is that I take your money, what we do doesn’t work and you don’t scale your business.
But with this model, there is literally no risk.
You can’t lose. Either you get more meetings booked into your calendar, or you don’t. but either way you cant lose.
If you are not satisfied with the service - we’ll refund you everything. EVERYTHING
Look, we need to make a decision.
I have a decision making framework that I use always in situations like this, do you mind if I share it with you?
- Do you think our service can help you with your lead generation problem?
- Do you want to work with us?
- Do you think if you work with us, you have a greater or lower likelihood of growing your business?
IF YES TO ALL 3 → CLOSE. DONT DO ANYTHING ELSE
If still can’t move forward, ask:
What’s your main concern? DIG DEEP
Do you have any case studies I can see?
The process of building a lead gen machine like this, the assets, and the execution is very similar across the board.
We haven’t worked with a client whos exactly like you.
But thats why I am so hyped for you!
The truth is that if you are the first to implement this process in your industry, you will have a significant advantage over your competitors.
If we don’t have a case study for your particular niche, then you will be the only one in the meadow.
It’s like your competitors are playing with sticks and knives and you are playing with gun.
There is usually a window, approx 1-2 years for first entrants to reap rewards of being first.
If we get you in, and you are first, you will be able to capture surplus like you’ve never seen before.
We need to sell a large deal before we can work with you
Let me ask you a question.
If we could help you shorten that sales cycle on deals in your current pipeline, wouldn’t that make sense to move forward with us today?
Especially if we break up the payments?
This way you get ROI immediately.
We need to bring this to our board
Great. Most of our customers said the same thing.
What we did for them was give them an evaluation period.
This way, you and your team feel comfortable working with us.
We can book an onboarding call and start building the systems and getting some calls so its easier for you and your board to evaluate if you want to move forward with this for the long term.
We are going to try this on our own for now
There are many strategies to building an outreach system & a systematic lead generation process.
Some are great, but some are pushed by folks with good intentions, but no real track record and end up hurting customers.
The key is not only knowing what to do, but knowing exactly what order to execute the steps. For example: if you start scaling outreach before properly dialing in the messaging and A/B testing it, you could end up wasting a ton of money and time.
If you target the campaignsimproperly, then you could get a false negative when you are validating your product-market fit and offer.
When you work with us, we not only help you execute the steps, but we help you execute the steps in the correct order.
This will give you the highest chance of success.
My market is too small. Will this work?
The smaller the better when you are starting since the competition is zero.
I love working with companies who are in small, unique markets and with founders who have weirdly specific domain experience that is useful in a small market.
These founders often KILL IT.
Don’t let anyone tell you that your market is too small when you are starting.
Facebook started with just Harvard.
Paypal started with just Ebay power sellers.
Once you exhaust your small market (you will know this happens when you start getting a diminishing return on your marketing dollars), then you will pivot into an adjacent market and leverage your current case studies, learnings, and profits from your first market.
Let’s get you going with your small market!
I’m not sure we can dedicate financial resources to this at this time.
If the business is not spitting out profits, there are only 2 problems:
1. Your messaging is off - you can’t get someone’s attention and convince them to buy your products or services, or
2. Your offer is off - meaning the products or services are not resonating as well as you need them to be in the market.
We will help you solve one or both of these problems.
I’m not ready to buy today, I just wanted to learn about what you guys do.
That is totally fine. We want to make sure you are armed with enough information to make an informed decision.
You are in this call for a reason: this reason could be that you are struggling with one of the particular problems we solve and you are in need of help.
If that’s the case, then take the chance and give us a shot to help you.
Worst case, you learn what you don’t know and get a clear perspective. You will only lose your time since we offer a best in class guarantee.
Best case, you solve the heck out of the problem and you increase your momentum like never before.
I don’t have the bandwidth right now.
This is what a lot of our customers say before starting.
However, once they started working with us, they often learned that the tasks they were prioritizing before they joined turned out to be of lower priority than they thought.
When you are working with us, we will help you make the best use of your time and get much more out of your current efforts.
If you have someone who is managing marketing or sales, then you can have him in calls with us and significantly increase their output.
If you give it a shot, you will likely be pleasantly surprised at the amount of time and energy we will be able to save you.
Is there revenueshare-based pricing? Do you only get paid if we close deals?
We don’t do revenueshare pricing unless we own part of the business.
The reason is because your success is heavily dependent on you and your team executing and putting in effort with the calls we book you.
We can give you everything that you need and help you a long the way, but we ultimately can’t wake you up every morning and make sure that you execute.
Our job is to put you in a position to succeed and make sure that the calls we give you are the best possible connections you need to sell more of your offer.
It can’t get easier than this - but you still need to take the last step and bring the deal home.
We are doing a lot of inbound/referral business right now. Is there value in this for me since I’m already doing alright without marketing?
Yes, of course. If you are already getting a ton of traction without marketing, that means your product or offer is stellar.
The next thing we need to tackle is the predictability and outreach - a well oiled machine that predictably provides you qualified high-ticket leads each month from the list of your dream clients.
We love working with folks who are already successful.
