- Okay, how do you handle the objection
when someone says to you, well, I've had a bad experience
with a similar or service.
How do you redirect that?
Today, I'm going to give you the exact language
and the exact move you need to make
in order to handle that objection.
One of the most powerful features of our training program
is the ability that allows you to role-play,
to practice your line, your script, in a safe environment,
because when you go out there
when you are practicing some of these lines
on a real prospect, when you don't close that sale,
there's an opportunity cost, right?
You might end up pissing off the prospect,
you might end up losing the sale.
So what I've created is a safe rejection-free
risk-free environment.
Kind of think of it like a virtual, verbal dojo,
that you can practice your moves,
you can practice your techniques
with other sales professionals from anywhere in the world
so that when you make a mistake,
it actually doesn't cost anything.
So you can feel very comfortable practicing your techniques
and honing your skills without ever worrying
about losing sales.
If you want to find out more about our training program
and watch our preview, you can click on the link below
and find out more.
When a prospect says to you, oh, I've had a bad experience,
that's actually a great opportunity.
It is a great opportunity for two reasons,
first of all, chances are whatever problems that they have,
their problems have not gone away.
They still have that same problem
because whatever they bought from other people,
didn't work, that's number one.
Number two, it means that this prospect is willing
or at least at the time, willing to invest in a solution
that could help solve his or her problem.
That's a buying signal.
They just haven't found the right thing
and maybe whatever you are selling
could be their perfect, ideal solution for them.
So don't shy away from the opportunity thinking,
oh, they've had a bad experience, that's it.
No, that's simply not true,
and my entire closing methodology is based on empathy.
We always remember that people buy
not because they understand what you sell,
they buy because they feel understood.
They want someone to understand their struggles,
their worries, their frustrations,
what's not working for them.
How could you help them solve their problems?
When you understand that,
and when you can convey that message to your prospect,
it's not difficult to close that sale
and the way you do that is
by asking a series of strategic questions
with finesse to find out a little bit more.
So let's do a quick role-play with you and me.
Let's say you are the prospect and I am the copywriter,
I'm trying to offer my services to you,
but you've had some bad experience
with other copywriters, okay?
So then, you give me the objection,
well I've had a bad experience with another copywriter.
I will reply with empathy,
Mr. Prospect, I'm sorry to hear that,
would you mind to share with me just a little bit
what frustrates you the most
about working with this copywriter or that copywriter?
Well, they just try to overcharge me for everything, right?
I hired him to write this piece of copy
and for every little tweaks they just overcharge me.
They ding me for everything
and we agree on a timeline that they are going to get it done
in one week and ends up being three weeks
and I have to keep chasing them,
I mean, I just, I don't like that.
Hmm, I understand that.
But you don't need another copywriter now do you?
Well, yeah I do, 'cause no one is writing all those emails.
I'm trying to do it on my own,
it's like, I don't have time for that.
Yeah, but couldn't you find someone within your team
kind of just do the writing for you?
Yeah, but I mean, they're not copywriters,
I mean their writings are not very, very good
and I need those emails to sell to bring in more leads
to generate more revenue.
Well, Mr. Prospect,
I don't know if this is going to make a difference or not
but let's suppose you and I,
we could establish a clear scope of work,
that I could guarantee a deadline,
that I would meet that deadline,
and for every single day that I miss the deadline,
that you would deduct 10% of my fee.
You wouldn't be interested in anything like that, would you?
Yeah I would, of course.
Boom, you've closed that sale.
So the key to handling that objection is,
you have to dig a little bit deeper,
finding out exactly what didn't work in the past
with that previous relationship.
Then you want to mitigate that,
you want to prevent that from happening
and make the prospect feel comfortable,
how that is not going to happen again.
It is not enough to just say, oh yeah, I am different,
and I'm not like the other copywriters,
I do better work and I'm trustworthy.
No, how could you make him feel comfortable to say yes?
Those two things, deadline, also the scope of work.
Okay, if I could make him feel comfortable,
he would give me the assignment, it is that simple.
So don't be afraid to go deeper
and ask those deep questions to find out a little bit more.
They want their problem solved,
they're just not comfortable because they just got burned.
So if that's the case, what can you do?
Comment below how you are going to use this
next time when you close a sale.