sales objections every beginners worst nightmare but what have I told you the
objections are the best part of a meeting and here's why so guys look
objections when handled properly give us the opportunity to get rid of any final
concerns that our prospects have when we're trying to sell a product or a
service I've said this before and I'll say it again an objection is not a
rejection it's just a request for more information and what I want to go
through in this video today is how to overcome some of the most common
objections in sales and more importantly how you can prevent them when you are
trying to sell your product or service as well now there are five categories
that an objection could fall into regardless of your industry and we're
gonna be breaking them down today number one is price number two is competition
number three is buying ability number four is
compatibility and number five is just an outright dismissal now as I said I'm
gonna be breaking down each of those individual categories and some of the
most common objections within them today but but in this video I want you to come
out not fearing objections but really understanding the reasons why people
have objections in the first place because when we're selling a product or
service we want our customers or our potential customers to be fully bought
in we don't want them to feel cornered or pressured into saying yes so when
they give us an objection they're asking us for more information they need us to
go back and retrace or maybe we can even prevent that objection completely in the
first place and that's what I really want you to take from this video today's
how to actually prevent these objections but also to embrace them because this is
the time when you're going to learn and you're going to develop your skills as a
salesperson so let's start off with number one its pricing okay so somebody
has a pricing objection maybe they've said to you it's too expensive okay this
is something that comes up sometimes if you're selling a high ticket product or
a service and the key thing to take away from somebody saying it's too expensive
the motivator behind that is the fact that actually they just don't see the
value in what it is that you're trying to sell them because the majority of the
time they can afford the all the service they just don't see the
value or they're gonna get return on what it is that you're actually offering
them so the key thing to do here is to make sure that throughout your sales
pitch you're conveying as much value as you possibly can so this product or
service is an absolute no-brainer to them but there is going to be a rare
instance where they actually genuinely cannot afford it if you're selling
business-to-business stories then business the customer some of these
people just won't be able to afford your product or service so you could just
fire back with something like is this a value problem or a money problem so it
essentially what you're asking them is 'la do you just not see the value of
what I'm trying to offer you all can you genuinely not afford this product now at
this point they could just tell you that they don't have the budget for your
product or service or they just simply cannot afford it
now this really is a prospecting issue you haven't really done your research
correctly that they're the correct kind of person to buy your product or service
in the first place but that being said they're always gonna be some people that
slip through the net now in this instance you can either go one or two
ways you can stick to your guns because you know the value of your product okay
and you stick and I normally recommend you sticking to your guns do not devalue
yourself and drop your price in the heat of the moment but you could then
negotiate on price you could offer a counteroffer or a down sell as well to
try and push that prospect over the line so that's a couple of examples for
pricing and the key thing to take away from here is you really can prevent
these objections pricing objections in the first place just by making sure you
do your prospecting correctly you're reaching out to the right people but
again there will sometimes be people that slip through that net and also
conveying enough value throughout your pitch whether that's on the phone or in
person so moving on to number two we have
competition now when you've pitched your service or you're trying to picture
service somebody could say to you hey that we're already working with one of
your competitors we've already got somebody who's doing this for us and at
that point you could simply ask them okay that's great well how's that going
for you and just ask them and probe and always
push back on that because the worst thing you could do in this position and
I see this happen certainly in the marketing industry is people would just
be like okay no problem like contact you and let me know if you need anything in
the future but you really want to dig deeper here because just because they're
already using someone that could just be a quick-fire objection for them you want
to really find out whether things are actually working for them and you also
want to ask them about what kind of results they're getting with that
company already because they you might find that you're as
majorly differ and you might be able to exponentially improve the results
they're already getting from that competitor of yours now another
competition based objection I hate this one it's I can get your product or your
service cheaper else well if had a cheaper quote and all you simply need to
fire back is just ask the question just say let me ask you a question do you buy
everything in your life based on the price or based on the value that it can
bring to you because generally speaking the lower the price the lower the value
would you go to the cheapest airline which is going to leave you
uncomfortable are you going to go to something middle-of-the-road or
something a little bit higher up so you can have a comfortable flight I've even
said in the past which you buy cheap toilet roll and risk the finger coming
through no I don't think you would I've said that to someone but you need to
make sure that you're gauging the conversation and reading what you can
get away of speaking to a person but you really need to make them understand
aquila price is not a representation of value you can't place coda prices for a
Ferrari it doesn't happen now it's really hard for you to prevent
competition-based objections and the only thing you really can do is push
back as always but also make sure you check in with that person in the future
let them know that okay great like if you've got a good service at the moment
with a competitor if you need anything in the future don't hesitate to give me
a call don't hesitate to come back to me do you mind if I give you a call in a
couple of months time to check in with how things are going okay just make sure
you plant that seed and you definitely do not burn any bridges because if
something goes wrong with that competitor you're gonna be the first
person they come back to so moving on number three is buying ability so it
happens every now and then you might be speaking to somebody who doesn't
actually have that decision-making power this is really frustrating when this
happens so they say to you you get to the end of the pitch and they're like I
don't actually have the decision-making power I can't actually move forward on
purchasing this product I need to ask my boss I need to ask such-and-such and in
this instance the number one thing you want to avoid is second-hand sales
secondhand sales doesn't work but you don't want that person to go to their
boss and sell the product for you they're not going to be able to do as
passionately as fluently or as effectively as you were going to be able
to so you have two options number one is you ask who the
decision-maker axle actually is you ask for the contact details and you go ahead
and you actually pitch the product or you can still include the person this is
what I recommend you doing you say look why don't we jump on a call a freeway
call you I and Roger whoever the decision-maker is and I'll go through
this hole again and get this all nailed down how
does that sound so essentially you're keeping that person still in the loop
they don't feel like you're casting them aside they're still interested in it and
they might even help you cell wall shot on the phone based on things they're
excited about beforehand now you can avoid this by making sure that you're
doing your prospecting properly but sometimes somebody would just black
people like to feel more important than they are and so when you're speaking to
companies sometimes somebody will just blank that their decision maker when in
reality they're actually not now another objection you could get is I don't have
time we don't have the time right now and this is actually a really common -
there's an easy one for people just to brush off and just say to you but it's
also a really easy one to call out and all you need to simply ask is okay
that's fine do you have time next week or when do you have time to go through
this if they still push back like we just don't have time in general we're
really really busy at the moment you say okay fine let me just ask you a final
question is increasing your revenue not a priority to you right now is your
product benefit not a priority to you right now and you ask them that okay so
you've got to think about okay what is your product or your service what's the
benefit of that is marketing is increasing their revenue so it's
increasing your revenue or expanding your business not a priority to you
right now okay and it's like okay shit no it is a priority you're like so when
will you have the time to look into increasing your revenue or to continue
increasing or growing the business so you want to push back and just check
with them that your products or whatever your product fulfills isn't a priority
to them and you want to really try and retake that I mean sometimes your
product or your service just won't be a priority whatever it may be even the
expanding revenue some business owners are just complacent in where they're at
and if they still say to you at this point
like to be honest I'm pretty happy where I am we're pretty busy I'm getting older
I'm not interested in expanding then you have to respect that and you simply have
to say look that's absolutely fine let me know if that changes in the future
you know what I am you've got my content detail so you do have to respect their
decision but you want to ignite that fire back in their belly and almost make
them question themselves and snap back to reality and be like of course I want
to increase my revenue what am I talking about pull yourself together yes of
course I can speak to you next week okay so always push back but at the same
time you have to respect that final decision
now finally we have number five and this is outright
dismissal this is probably the most frustrating of them all and that we can
start off number one when somebody just hangs up on you and people do this right
sometimes you can be made pitch speaking to someone and they just look this up
hang up nothing dead so they haven't even like to say that now I'm not
interested some people to cow it bang hang out I've done this myself many many
times to people like spam callers and things like that so guilty as charged
I'm sure you guys have as well now you can do two things in this instance
number one is you could accept that probably not interested right now when
they think they're not interest it depends how far gone you are on your
sales pitch if they haven't even listened to your full sales pitch then
you need to make sure you followed them up on another day except maybe they just
had a bad day or they're busy or they're just a bit tech to you right now and
just follow them up in a couple of days time using a different outreach strategy
now option number two and this is what I do is just call them straight back up
the temp like they didn't just hang up on you know they hang up on you but just
pretend they didn't okay you're plus aid to it they just got disconnected or
something like that if they answer then great if they don't then follow option
one if they do want to though just be like I don't know what happened then we
must have must have got disconnected and just carry on your pitch but I would
recommend you trying to think about just before you call up just think about
maybe the reason they may have hang up were you a bit too forceful do you need
to change your tonality do you need to adapt to that person is there anything
that you can change on the second time that you call them up but don't need too
much time okay you want to call them up pretty much instantaneously because you
just want to act like they've just got disconnected from you now the final
object I want to go through today is I am NOT interested and the way you
overcome this is very similar to when somebody says I do not have time because
it's just another easy dismissal objection of people just say okay I'm
not interested and so many people just ball over here like okay no worries like
I'll speak to you later on or no worries I'll speak to you in the future or do
you mind if I contact you in the future like don't do that push back on this
person why aren't you interested okay so you're not interested let me ask you a
question are you not interested in benefit are
you not interested in increasing your revenue why are you not interested
increasing your revenue and the key here is if you have a case study that you can
name drop right let's say you're a marketing agency and you're calling up a
Jim Tom's gym or York like you and you've got a
current client called bills Jim right okay and you're getting bills Jim eight
times their money okay you're getting eight on certain investment for every
pound they're spending with you you're giving them eight pounds back right if
you were speaking to Thomas Jim right now and you're trying to pitch this and
it's all I'm not interest you about okay well Tom let me ask you a question why
are you not interested increasing your revenue just so you know I'm working
with bills Jim at the moment and we're getting them eight times return on
investment so every pound they spend with us they're getting eight pounds
back why would you not be interesting getting those kind of returns and then
they're gonna be like yeah I really do not have a good answer for now so this
is a really great chance no matter what your product or your service is to give
them a like for like something is similar to them something which is close
to home which is relatable to them and they can really feel okay yeah I'm being
silly here I should be interested in this and you're gonna prick their ears
up so you want to make sure that you give them that extra bit of interest
that they may be lacking at the moment and really make them again reconsider
the fact they're they're just being a little bit dismissal and they should
really just think about what you have to say you can also push back and say look
I only want to share 10 to 15 minutes with you these these 10 to 15 minutes
have the power to transform your business is these 10 to 50 minutes have
the power to benefit what have you got to lose by spending 10 to 15 minutes
with me okay you just ask them that question again they're making them think
I really don't have much to lose from that always always always push back on
objections I cannot stress this enough right like the majority of clients I've
closed in my entire life through every single business that I ran have been
after some kind of an objection if you fall short and objections you're falling
short on 90% of the clients that you could be signing or selling for your
business and that's the bottom line now guys it's obvious that we can't go
through every single possible objection in every single possible industry in
this video today so what I want to do is I want to help you guys out I want you
to comment down below on this video and let me know what objections you have had
in your industry I don't care what you're selling what are the objections
you have had and I'm gonna help you try and overcome them okay I'm gonna give
you a exact answer of what you should say to that person in that individual
scenario okay so make sure you comment down below and of course as always or
pick a random person next week's video and we'll do a
giveaway of someone can jump on a coaching call we really dig deeper into
not just this one objection but we can dig into ton of objections and your
whole sales process and how we can improve that for you so make sure you
drop a comment down below and of course make sure you have your notification
bell turned on so you get notified every time that we announce those winners so
now if you want more SMM a specific objections we of course have the
Affluent Academy with the only Academy in or agency training program pretty
much in the world to have each individual possible objection that you
could get I mean literally every objection you could get as an agency
owner and the exact sentence that you should fire back with to overcome that
and that's all covered in the Academy now I need to do a an actual I need to
pick a winner from our competition where is okay our competition last week so we
did cold calling techniques that really work I'm pretty sure it was cold calling
script video last week and so I'm gonna pick of that right now
let's just have a look okay Adrian denk Adrian's biggest tip for cold calling
has be genuinely prepared both for the meeting in itself and knowledge wise
provides a specific business with actual results so Adrian we're gonna reach out
to you and we can arrange that coaching call we can go through anything that you
want to go through through to your sales process more of that and of course you
guys again break down and comment down below don't break down comment down
below with whatever objections you're struggling with right now I will answer
all of those and of course we'll do the giveaway so make sure you have your
notification bell turned on I hope you have enjoyed this video make sure you
check out the sales playlist that we have going on at the moment we're
putting all of these sales based videos into a sales based playlist we're trying
to make what is seen as a complicated industry very very simple that's how it
needs to be anybody can sell and you just need to understand the reasons why
selling works and hopefully these videos are being mega valuable to you guys and
please do share them with other people who maybe need to improve their sales
knowledge too hey guys I'll be back very very soon
thanks so much watching chit