- In this video, I'm gonna show you
the top three objections that I hear
all over the place right here right now,
and more importantly, how you overcome them.
(gentle melody)
My name is Matt Elwell of the Elite Closing Academy.
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During this video I'm gonna give you the three
key objections that we hear all the time,
and more importantly, how do you overcome them?
The three absolute key objections that I hear
just about everywhere I go, in just about every
single industry, are I haven't got enough time,
I haven't got enough money, or I need
to speak to my business partner or partner.
The technique that you must use to overcome
these standards objections, and let me
just be clear, these are not really objections,
they're pauses, they're stalls,
but let's call them objections for now.
The skill that you need to learn
to overcome these is called The Three As.
The first A stands for agree.
This disarms anybody who throws
something like a stall at you.
So let's give you an example.
I'd absolutely love to go ahead,
but I just haven't got the time.
That is a standard stall in the world of sales.
So the first thing you must do
is go of course time is a problem.
Or I understand that you're pushed for time.
So I try and mirror, in fact I don't try,
I mirror the words that they've used.
So if somebody says I'd love to go ahead,
but I just haven't got the time,
I want to agree and say I totally
understand, you haven't got the time.
This is actually really disarming for people
because think about the opposite,
what do most salespeople do here when
you say I haven't got the time?
Their tonality changes, they speed up,
they get a little bit flustered.
And what happens to your energy?
What happens to you when this is happening?
It feels a bit uncomfortable.
The thing to do is go into a complete
and total and utter position of agreement.
Totally understand that time is a problem.
That's the first thing.
The next thing you have to do is appease.
And I'm gonna use the third thing here
because this happens quite quickly.
I want you to see how quickly it actually happens.
So the last part is accelerate.
That's accelerate into whatever
it is that you decided to do at
the very beginning of the call,
or the face to face situation
or exchange that you're having.
If your outcome was to close somebody,
and they start off and they say,
let me just go into a live roleplay.
Hi, is that Mr. Smith?
Yeah, who's that?
This is Matthew from the Elite Closing Academy.
Oh hi Matthew.
Look, the reason for the call today
is to get you booked on to my
two day training in a couple of weeks.
Oh, I'd absolutely love to, but I'm
a bit strapped for time at the moment.
I understand you're strapped for time,
so I'm gonna get right to the point.
What are you doing on the 26th and 27th of April?
And I just accelerate into a closing question.
That's a really good example of how you
agree, appease, and accelerate.
Now you need to use this exact process
for all of the objections, all of the stalls.
I'd love to, but I'm too busy, I'd love to,
but it's more than I wanna spend,
I'd love to, but I haven't got the time.
All of therm follow agree, appease, and accelerate.
And I need to make this clear.
It all depends on where you are in the sales
process as to what the acceleration is.
If you're at the very beginning of the process,
then this accelerate question is a prospecting question
such as I understand you're busy,
so let me ask you the question.
When would be a good time
for us to speak about X Y Zed.
That's a really good example at the beginning.
If it's a close, in a close they're
expecting the call, it's a hot qualified lead.
You've locked the call back down
and they know you're gonna call,
and they just chunk in a standard stall.
Matt, I'm in a meeting at the moment.
Give us a call back at 7.
Of course you're gonna meet them at the moment.
I understand how busy it is, so let me get to the point.
How many tickets do you want for the event?
What's the 16 digits across your car,
I'm just gonna get you booked in.
Now for some of you listening to this
you might be thinking wow, that was
a little bit get to the point.
This is the point.
If you are in a closing conversation,
this acceleration must be towards the close.
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(gentle melody)