Objection Handling

‘it’s just a lot of money’

money aside, if i handed you a duffle bag with £10,000, would you do it?

how do we follow up the duffle bag question

okay, but why thought - because you think it would get you to (goal)?
- then say, is it just the initial investment of X, or if we could break it up… would it make it more digestible

what do we need to do after asking whether we could break it up (money objection)

find out what they have available and make a payment plan that works for them

what does removing the money objection do?

puts them in a fear box

time objection - what do we say first?

‘not a problem man’

time objection - what analogy do we use?

2 types of people

2 types of people analogy for time objection

• 1st guy goes I have XYZ (wife, kids) so I can’t achieve goal

• 2nd goes I have XYZ (wife, kids) so I HAVE to achieve goal

after we explain the two types of people - what do we ask? - time objection

which one do you wanna be? why though?

after they decide they want to be the 2nd guy, what do we say? - time objection

what happens to each person, what if you decide to be the 1st guy?

make them think about being the 1st guy - what do we ask - time objection

are you willing to settle for that?

partner objection - what do we first ask and how do we probe it?

okay man, if she was 100% onboard and say honey we have to do this - would you? ‘yes’ ‘but why though? what would it do for you?’

partner objection - what do we ask second and how to we probe it?

what happens if she says no after you say it will change everything, would you still do it or give up?

what analogy do we bring in after the second question? partner objection

heavy is the head that wears the crown

how does the heavy is the head that wears the crown analogy go?

• the weight is not the jewels or diamonds

• its the decisions, as king, you have to make e.g. sending army’s

• its not anyone else’s responsibility e.g. the knights, the queen

after we explain heavy is the head - what do we ask? partner objection. (3)

• for you man, like who is going to be the one getting on all the calls and making the money - learning all the training etc

• so who’s responsibility is it to earn this money so you can get to (goal)

• so would it be fair to put that responsibility onto anyone else but yourself? why not?
  

after they agree it wouldn’t be fair to put that responsibility onto anyone else what do we ask? - partner objection

what do you think happens if you put the weight of the decisions into somebody else’s hands without context?

how do we probe the weight of the decisions question? - partner objection

what happens on a deeper level? are you willing to settle for that?

how do we round off the heavy is the head analogy segment - partner objection

after they say they aren’t going to settle for it, ask ‘so man, what decision do you have to make to put yourself in the best position?’

how do we deal with fear objection (4)

1. agreeance statement

2. reframe

3. pushback

4. CTA

Agreeance statement - what are they seeking?

makes sense man, I guess you are kind of seeking certainty on the result?

what analogy do we use when they agree they are seeking certainty? REFRAME - frame

beach analogy
- weather can be wrong, if i only ever went if it was guaranteed, would i ever go? SHOWS CERTAINTY DOESN’T EXIST

how do we link the beach analogy to the topic at hand?

if i never invest in my skillset to learn sales, get out the 9-5 unless its 100% guaranteed, would i ever be able to do so - you know invest and learn and actually achieve that goal?

after we bring the certainty beach bit back to the topic - what do we ask the prospect?

could that lack of certainty be the reason we haven’t progressed? why though

how do we probe - after we ask ‘is that why we haven’t progressed’?

what happens if we keep having that mindset, looking for certainty - even if it doesn’t exist?

what must we get after the certainty analogy.

a consequence/pain so deep that makes them think, 'i’m never going back’

what is the final sentence we should say (CTA)

the version of you that stops seeking certainty, what decision does he make here?