Sales HQ

I'm handling an objection and suddenly don't know what to say. What should I do?

• Get curious and ASK

• Possible questions?

  • What makes you say that?

  • Tell me more about that?

  • What’s your biggest concern around that?

  • What happened last time?

What does the AAA-R objection-handling framework?

• Agree → Ask → Answer → Re-close

  • Agree - lower tension

  • Ask - Understand real objection (questions)

  • Answer - Address/reframe what was actually said

  • Re-close - Determine whether concern has been resolved & establish next step

Objection - “It’s too expensive”

• Don’t immediately defend the price?

  • Can't afford it?

  • Doesn't see enough value?

  • Doesn't trust us?

  • Comparing competitors?

  • Afraid of making a mistake?

• “When you say “expensive” are we concerned that it isn’t workable or you’re not sure the program is worth $2,500?”

What's the difference between PRICE and COST?

• Price - what someone pays

• Cost - consequence of not solving the problem and letting it get out of hand

Q: If someone is concerned about price & cost, what question can you ask to discover it?

• “If nothing changes over the next 6 months, what does that look like for you?”

Objection - “I need to think about it.”

• “What specifically needs thinking about?”

• Could actually be price, trust, spouse, doesn’t want it

Objection - “I need to talk to my spouse".”

• “Absolutely. When you two make decisions like this, what do you think they’re gonna wanna know?”

• “Absolutely, but you'll either go to your spouse with a problem or solution which (depending on the situation might add stress or alleviate stress).

Objection - “I tried something similar.”

• Investigate…

  • What happened?

  • What did you feel like you were missing?

  • What would you need to be different for this to work?

Objection - “I saw a bad review.”

• “yea, I’d want to look into that too. What specifically did the review say that concerned you?”

• “How many bad reviews did you see that concerned you?” (2/8000 is a pretty good success rate)

What is a soft close? What are you trying to establish beofre talking price?

• Are they willing to commit

• Realistically, how much time could you commit every week to this?

• Do you think this would be a good solution for you

• Do you think this program could get you our desired outcome?

How should I behave when presenting price?

• Calm and natural

• If you act scared or nervous your prospect can sense it

• Your job is just to present the information

• Be busy after presenting it like it’s a natural thing and don’t give them room to negotiate or add more after presenting it. (it’s a cash or card situation)

Objection - “Couldn't I just piece this together myself for cheaper?”

Discover the trade-off

• What trustworthy tools would they need to find themselves to make it happen?

• Why are they considering a structured solution in the first place?

• What problems are they currently unable to solve alone (not enough time, energy, resources, trust)

“If you could build this system yourself and consistently follow it, what made you start looking for a structured program in the first place?”