Objection Handling Toolkit Flashcards
(19 cards)
Why do you get objections?
Objections are caused when your prospect has uncertainty based on your tonality your pitch and the questions you asked them in the call
Objections resonate from a lack of need , a lack of trust, no budget, or decision making power
They are limiting beliefs in your prospect mind
What is an internal objection?
The prospect doesn’t believe in themselves to produce the results
They don’t trust themselves
What is an external objection?
Excuses that lie out of their control they blame for lack of results.
For example, it’s not gonna work for them because they have to work two jobs , they have a family, they have bills coming up
What is a vehicle objection?
They don’t believe in you your product or your results
They are sceptical of your credibility
What are the form objections?
Fear
Money
Partner
Think about it
What is the objection handling matrix?
Think about it= smoke screen
Partner = smokescreen or logistical
Money = logistical / fear or value
Fear = emotional
What is the four step framework to overcome objections?
Diffuse
Isolate
Overcome
Ask
What is the goal for diffusing an objection?
Lowering their sales resistance
No problem, I totally understand where you’re coming from
Yeah, hundred percent get where you’re coming from
And pause
What is the goal of isolating the objection?
Beneath the surface level and the smoke screens of their objection to find the real reason there’s struggling to buy.
Using a confused and curious tonality
And when you say (repeat back their objection) what do you mean by that? Exactly?
Can I ask, in your opinion do you genuinely believe in that what I walked through today can get you to insert their goal? Because that’s the most important part.
IF YES= okay cool why do you feel like it can?
If we were to solve (objection) would there be anything else preventing you from moving forward today? Or is it just (objection?)
What is the goal of the overcoming objections?
To identify the real objection and reframe their beliefs
What is the goal of asking after an objection?
Do you want to ask them if they’re ready to move forward once you’ve overcome their objection?
Best way to ask
Right so let’s get started. Do you want to go with option or option? B?
Would it be bad idea to get started now?
What are the variations of the think about it? Objection
I just need some time to think about it
Can you send me an email with all the information?
Can you get back to me in a day?
I need to review other options /shop around
I need to pray about it
I need to check my finances
What is a think about objection?
A smokescreen
The prospect doesn’t want to tell you the real reason they they are struggling to buy
How to handle a think about it objection
Mirror back the last three words in a confused and upwards tonality
When you say you need to think about it, what do you mean by that specifically?
Yeah, you know usually when people tell me they need to think about it it means one of three things (a.k.a. Cut the BS.)
Yeah, hey that’s not a problem . What’s your timeframe for getting back to me today or tomorrow just to see if I’ll be available? If you have your calendar handy, I can put my calendar and Will book a time so you don’t have to chase me down and vice versa.. now before you go, you want to go over in your mind just so I know what questions you might have when we talk tomorrow?
What are the variations of a partner objection ?
I need to discuss it with my partner
I need to get my spouses input before deciding
I can’t make a decision without consulting blank person
We had this route to discuss major purchases together
My partner handles our finances so I can’t sit alone
I want to get my partners opinion
I need to get approval from my boss/board
What is a smokescreen partner objection?
The prospect is using the objection to get you off the phone because they don’t want to tell you what the real objection is
How to handle a smokescreen partner objection
Diffuse: I totally understand that
Isolate : so before you go talk to your partner, do you want to feel that what we went through? Can help you get 10 appointments a month?
Okay, cool. Why do you feel like that?
When you ask your partner, do you think he or she would want you to get 10 booked appointments so you can increase your revenue?
Okay, and when you speak to your partner, what do you think might be the potential reason that has stopped them from moving forward on something similar like this?
Okay, cool so would you say the actual she wouldn’t be speaking to your partner but X objection instead? Would that be fair to say?
What are variations of money objections?
It’s too expensive for me
We don’t have the budget for this
I want to do it, but we just don’t have the full amount
I’m not sure if it’s worth the price
I can’t afford it right now
We’re worried about the financial risks
We’re dealing with unexpected expenses right now
We’re not sure if the ROI covers the cost
What does a when a prospect gives you a money objection?
When you say, X objection what exactly do you mean by that? Just so I can understand?
Their answer will clearly identify if the objection is based on fear value or logistics
