LIVE: Susan Says! Ep. 16 – I can’t afford it and other objections
>>Why this happens (hint: it has to do with your sales process!)
>>What to do when it happens
>>What objections actually mean
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Dreaded Objections…
Have you ever wanted to do something and known it was exactly what you needed to do, but in the moment you freeze and end up saying no?
That’s exactly what’s happening on your sales calls.
When you hear objections (which can be virtually eliminated when you create the right type of compelling content that’s designed to convert), your job as the expert is not to simply say…
“K, bye-eee. ”
Your first job is to step up and help your person move through the fear and uncertainty.
To help them to make the right decision for them.
Don’t be afraid to ask more questions.
“What’s the biggest issue for you right now getting in the way of saying yes?”
“If money/time/etc wasn’t an issue, would this be a perfect fit for you?”
“How would your life/ relationship/ health/ business be different if we worked together to solve your biggest struggle?”
“What’s making you feel like this is a NO for you right now?”
The key with any questions asked is to simply listen. To hear what’s being said, but also what’s NOT being said.
Or even not right now
* Prequalify your potential clients. * Goal is not to hear a yes. Goal is to hear what is true.
I like that approach – finding what’s true
If they truly cannot afford you right now, give them resources to help them now (freebies, etc) (keep the relationship alive/going)
sorry, just recapping…
objections mean NO!
They’re not interested or just making excuses
Or they’re not motivated
Not yet- I need more information
I used to think that what i have to offer is not of value. Now i just think that they don’t make it a priority.
I feel like I wasted my time trying to help but them not being willing to receive it
No means no to me so I stop. But, I always wonder WHY?
That’s good Linda – lack of urgency has been a thing for me too
That’s really good
I feel like I need to have a client readiness model so I can identify where people are
Maybe Target, they have cute stuff
I like the concept of triggers
Old Navy too
Just solve one problem! I need to remember this!
Yes! Confidence is important to take control of the situation
Another one I need to remember: I’m not hearing objections because of my price.
Right people, right message, right solution
Thank you
Thanks, Susan!