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OBJECTIONS ARE ONLY CONCERNS First of all ... we have to realize that an objection is only a concern your prospect has. It’s not a rejection of YOU. Now is not the time to REACT .. but most sales people just REACT to an objection. Unfortunately, at that point many salespeople just fly off the cuff instead of working to uncover what the objection actually means. Please realize that this is not the time to go back into a selling mode to try to persuade them with logical facts on why your solution is good for them. It’s time to use the same principles and methods you have learned from N.E.P.Q. If you have done your work correctly and gone deep into the conversation with your prospect ... most, if not all objections, will be eliminated during the engagement stage of the process. If you do get an objection at this stage, just look at it as a concern. Try to understand the customer, and put yourself in your customer’s shoes as they determine if what you’re offering is only a promise of a better future. Understand that they have to make that commitment before you deliver what you promised. Quite possibly, their objection is nothing more than a request for more information. There’s also the possibility that their objection may just be a request for a few simple changes that they would like to see included in what you have offered them. Perhaps they want a few changes to the terms of what you are offering. Objections, or concerns, are sometimes requests for any of the following: 1. The price of the solution you’re offering. 2. The timing of your solution. 3. The follow-up, or how they will be serviced. 4. The quality of what you’re offering ... perhaps they want you to commit more time or more resources like personnel to meet their needs. 1 3 OBJECTION OBLITERATION SCRIPTS WORD-FOR-WORD
OBJECTIONS ARE ONLY CONCERNS First of all ... we have to realize that an objection is only a concern your prospect has. It’s not a rejection of YOU. Now is not the time to REACT .. but most sales people just REACT to an objection. Unfortunately, at that point many salespeople just fly off the cuff instead of working to uncover what the objection actually means. Please realize that this is not the time to go back into a selling mode to try to persuade them with logical facts on why your solution is good for them. It’s time to use the same principles and methods you have learned from N.E.P.Q. If you have done your work correctly and gone deep into the conversation with your prospect ... most, if not all objections, will be eliminated during the engagement stage of the process. If you do get an objection at this stage, just look at it as a concern. Try to understand the customer, and put yourself in your customer’s shoes as they determine if what you’re offering is only a promise of a better future. Understand that they have to make that commitment before you deliver what you promised. Quite possibly, their objection is nothing more than a request for more information. There’s also the possibility that their objection may just be a request for a few simple changes that they would like to see included in what you have offered them. Perhaps they want a few changes to the terms of what you are offering. Objections, or concerns, are sometimes requests for any of the following: 1. The price of the solution you’re offering. 2. The timing of your solution. 3. The follow-up, or how they will be serviced. 4. The quality of what you’re offering ... perhaps they want you to commit more time or more resources like personnel to meet their needs. 2 3 7 Objection #1: Well, I’ve tried several programs that just haven’t worked for me. 9 3-Step Formula to Help Prospects/Customers Overcome Their Own Concerns 11 Objection #2: This is just too expensive! 18 Objection #3: We don’t have the money for this. 23 Objection #4: I need to think it over. 26 Objection #5: Send me some references 28 Objection #6: I’m so busy can you just send me a quote? 30 Objection #7: Can you send me some information? 30 Objection #8: I’m just so busy, can you just call me back? 32 Objection #9: Can you send me a proposal? 34 Objection #10: I need to talk to my spouse or partner. 41 Objection #11: I need to check my finances. 42 Objection #12: I’m going to try and do this myself. 45 Objection #13: I don’t know if I have the time. 47 Objection #14: I need to pray about it. 48 Objection #15: I need to take to this to the board and see what they have to say. 49 Objection #16: This is just too expensive for us right now. 50 Objection #17: I already have a coach/mentor! 51 Objection #18: I’ll get back to you or we will get back to you. Table of Contents 56 Objection #19: I’m happy with my current vendor/company. 57 Objection #20: I don’t know what I need to improve. 57 Objection #21: I don’t know if it will work for what we do/for our industry. 58 Objection #22: There is no budget allocation left for this year, maybe next year, call back then. 62 Objection #23: I’m already speaking with another company. 63 Objection #24: You’re more expensive than our current vendor. 64 Objection #25: I’ll get back to you on this. 66 Objection #26: I want to make sure it’s the right time for me to focus on this. 69 Objection #27: I just have way too many things going on, can you give me a call back later? 71 Objection #28: What’s different about your company compared to others out there that do similar things to you? 71 Objection #29: Can you give me a better price, we had another quote that was cheaper. 74 Objection #30: I want to compare prices with another vendor. 75 Objection #31: I don’t need the product/service. 75 Objection #32: I saw some negative reviews about your company online. 77 Objection #33: I can get the same thing somewhere else. 78 Objection #34: If I buy this, I could lose my job. 79 Objection #35: Not interested. 80 Objection #36: I make the decisions around here, we don’t need to talk to anyone else in the company. 82 Objection #37: I’m worried this might not work out. 84 Objection #38: What’s different about your company compared to others out there that do similar things to you? 85 Objection #39: Can you give me any guarantees? 88 Objection #40: I’ve never done this before, that’s more money than I’ve ever spent. 89 Objection #41: We are still “price shopping”. 91 Objection #42: I want to speak to other companies first. 92 Objection #43: I never make rash decisions. 94 Objection #44: We already use vendor X, why should we go with you? 96 Objection #45: I don’t want to go into debt. 97 Objection #46: I don’t want to commit to anything. 99 Objection #47: I need to ask my mom/brother/financial advisor/uncle who lives in a van down by the river. 101 Objection #48: Is this a scam? 103 Objection #49: I just have this fear that it won’t work out for me. 105 Objection #50: It sounds too good to be true. 108 Objection #51: Can you just give this to me for free, and once I make money I will pay you back?
OBJECTIONS ARE ONLY CONCERNS First of all ... we have to realize that an objection is only a concern your prospect has. It’s not a rejection of YOU. Now is not the time to REACT .. but most sales people just REACT to an objection. Unfortunately, at that point many salespeople just fly off the cuff instead of working to uncover what the objection actually means. Please realize that this is not the time to go back into a selling mode to try to persuade them with logical facts on why your solution is good for them. It’s time to use the same principles and methods you have learned from N.E.P.Q. If you have done your work correctly and gone deep into the conversation with your prospect ... most, if not all objections, will be eliminated during the engagement stage of the process. If you do get an objection at this stage, just look at it as a concern. Try to understand the customer, and put yourself in your customer’s shoes as they determine if what you’re offering is only a promise of a better future. Understand that they have to make that commitment before you deliver what you promised. Quite possibly, their objection is nothing more than a request for more information. There’s also the possibility that their objection may just be a request for a few simple changes that they would like to see included in what you have offered them. Perhaps they want a few changes to the terms of what you are offering. Objections, or concerns, are sometimes requests for any of the following: 1. The price of the solution you’re offering. 2. The timing of your solution. 3. The follow-up, or how they will be serviced. 4. The quality of what you’re offering ... perhaps they want you to commit more time or more resources like personnel to meet their needs. 3 3 First of all, we have to realize that an objection is only a concern your prospect has. It’s not a rejection of YOU. Now is not the time to REACT to an objection you get! Unfortunately, at that point many salespeople just fly off the cuff instead of working to uncover what the objection actually means. Please realize that this is not the time to go back into a selling mode to try to persuade them with logical facts on why your solution is good for them. If you have done your work correctly and gone deep into the conversation with your prospect using NEPQTM ... Most, if not all objections, will be eliminated during the engagement stage of the process which we will show you tomorrow. That’s called objection prevention. Let me repeat that you can literally reduce the objections you are getting right now by 70% or more. If you do get an objection at this stage, just look at it as a concern. Try to understand the prospect’s point of view and put yourself in their shoes as they determine if what you’re offering is only a promise of a better future. Understand that they have to make that commitment before you deliver what you promised. Are you with me?
OBJECTIONS ARE ONLY CONCERNS First of all ... we have to realize that an objection is only a concern your prospect has. It’s not a rejection of YOU. Now is not the time to REACT .. but most sales people just REACT to an objection. Unfortunately, at that point many salespeople just fly off the cuff instead of working to uncover what the objection actually means. Please realize that this is not the time to go back into a selling mode to try to persuade them with logical facts on why your solution is good for them. It’s time to use the same principles and methods you have learned from N.E.P.Q. If you have done your work correctly and gone deep into the conversation with your prospect ... most, if not all objections, will be eliminated during the engagement stage of the process. If you do get an objection at this stage, just look at it as a concern. Try to understand the customer, and put yourself in your customer’s shoes as they determine if what you’re offering is only a promise of a better future. Understand that they have to make that commitment before you deliver what you promised. Quite possibly, their objection is nothing more than a request for more information. There’s also the possibility that their objection may just be a request for a few simple changes that they would like to see included in what you have offered them. Perhaps they want a few changes to the terms of what you are offering. Objections, or concerns, are sometimes requests for any of the following: 1. The price of the solution you’re offering. 2. The timing of your solution. 3. The follow-up, or how they will be serviced. 4. The quality of what you’re offering ... perhaps they want you to commit more time or more resources like personnel to meet their needs. 4 3 Now, when a prospect brings up an objection how do you usually react? What starts going through your mind when you hear an objection like this? ● Your price is too high. ● We don’t need it. ● I’m not interested ● Let me think it over. ● Can you leave me some information? ● We don’t have the budget for this. ● Is this a scam? ● I can’t afford it. ● I saw some negative reviews about your company online. ● We already have a company we use for that. ● I need to get more quotes. ● I need to talk to my spouse. What goes off in your mind when you hear these objections? You go into “Objection Handling Mode” like a robot because that’s what you might have been taught. We get impatient. You’ve heard this same objection before so you sometimes cut them off before they even finish their sentence, and try to overcome it with facts and logic to try and prove and support your solution. You might even use the old feel, felt, found technique that’s been around since the stone ages of selling. “Mr. Prospect I know how you feel, others have felt the same way and this is what they found.”