09 August 2020
What doesn’t kill us makes us stronger. But a lot of stuff can kill us!
There is no glory in handling objections. The true professional prevents objections. How?
By avoiding words and phrases that trigger objections in our prospects’ minds. For example, the fees objection.
We don’t see people walking down the street, and all of a sudden, they throw up their arms and yell, " The fees are too high “Doesn’t happen.
It is the same when we talk to people. For this objection to occur, we must have done something to trigger it. Did we pressure our prospects too hard? Did we draw our compensation plan in the shape of a triangle? Did we act like a sleazy used-car salesman from old 1970s movies?
There really aren't many objections. Maybe 8 or 10 common ones. First, we will learn how to answer them. Second, as we grow, we will learn to change our words and actions, so they don’t occur in the first place.
Here is the good news. People with objections have interest. They want what we have to offer. If they didn’t, they wouldn’t be having a conversation with us.
So if an objection happens, don’t panic. Smile and think, "At least I have an interested prospect."
"Most people."
Prospects want what we have to offer, but prospects also hate change. Our job is to help our prospects have the courage to change things, so their lives will be better.
The words "most people" help our prospects make decisions to move forward. Some examples:
- Most people who invest in coaching want ongoing support and accountability
- Most people take the 3-year plan.
- Most people love this product
- Most people call their best friend first.
- Most people make a list of prospects immediately.
- Most people start with this pack.
- Most people get their convention ticket right away.
- Most people take the guarantee, for peace of mind
Prospects feel better about change when others have gone before them.
Humour
- I was delighted when the Tax authorities wrote to me and said that my tax return was "outstanding," especially since I don't even remember sending it in.
- My friend says to me: "What rhymes with orange" I said, "No it doesn't."
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