How to deal with ANY objections in business

Welcome!

So I’ll be giving you the 5 steps that you can use to deal with any sales objections.

However there’s a caveat, if it doesn’t apply to the situation, and it doesn’t make sense = don’t use it.

But let’s get to it.

The first thing to do is acknowledge. And this is somewhat of a Grand Cardone thing because he used to say something in his old material, that sounded something like “You always wanna agree with the prospect”

And it’s almost true, but you don’t wanna necessarily agree with everything, because then you’ll be buying into their limiting beliefs which you don’t want to.

What you DO want to do is make them feel heard. And don’t make it feel combative, because once the objections pop up it can sometimes feel like you’re going toe to toe with them, and you don’t want that.

You want them to feel understood.

So for example, let’s say the prospect says “I need to talk to my spouse about this”.

Then you could respond by “Yeah of course you need to talk to your spouse, I’m a married man myself, I get it…” Because by doing that you made them feel acknowledged.

Then, the second step is:

Figure out what other objections there are, so you could then continue by saying “Let’s pretend your spouse was here, right now, and they’re all about it, would you be moving forward today?”

And this simply tells you if the spouse objection is real or if they’re something else. 

Because then they might say “I don’t know, I may have to look at my finances, it’s a lot of money”.

Boom, now you know that we have two objections, the spouse, and the money objections.

And then you could say “Okay, is there anything else giving you pause? Anything making you hesitant?”

Then they could say “Ahh, maybe this is not going to work for me. I’ve bought some programs in the past and didn’t see any results”.

Right there, the third objection.

So now you have an “uncertainty” objection as well.

You see, this step is all about collecting their objections.

Then step three is figuring out the real objection

Maybe you might just need to dig a little deeper which in this case, you could just ask them:

“So, you know, out of these three objections, that you gave me, the spouse, the money, and you thinking it might not work for you, which one do you think is the main obstacle?”

Say something along those lines, and keep trying to find out what the real objection is. 

Because you need to address the real objections, the rest are just smokescreens, they’re not real. 

Once you’ve figured out the real objection, we’ll move on to step 4, the important question.

“So John, let’s say you had the money, and money wasn’t an issue, would you be moving forward with this, do you think it could take you from where you are now, to where you wanna be?”

And when you do this you wanna tie it down a little bit, so when they answer this question with like “Yeah if I had the money, I’d definitely be all in”

Then you wanna follow that up and say, “Why do you think it would work for you though?”

Because now they tell you why, and they’re reinforcing that.

And now you know that it’s a money objection, and they really want to do it. 

So the last step, step number 5 is problem solving.

In the case of a money objection, you can start splitting the payments, payment plans, etc.

And to solve the “I wanna think about it” objections, most times it comes down to nerves for your prospect.

They don’t wanna make the decision right now, because they don’t wanna feel like they’re making a mistake, they don’t want to have buyer's remorse, they want to push things off.

Especially with deals that are like $10.000 or similar to that. They wanna think about it, talk with their spouse about it, postpone it, and so on.

And often times this really just means that they’re not actually sure about you, the company, or the process, or maybe even themselves.

So that’s why digging deeper here is really important. 

Hope you enjoyed reading this, have a great day!