| 1.19.2017

THC Podcast 046: How To Handle The 10 Most Common Objections To A Sale

If a salesperson isn’t always ready to deal with objections at any time during the sale, they are going to have skinny kids. Straight up.

Every step of the sales process will consist of barriers and objections from your prospects, so you got to be ready.

In THC Podcast episode 46, Ryan Stewman is going to help you get ready. Ryan is going to review the 1o most common sales objections and the exact word tracks he would use to overcome them.

You will be able to leave with proven responses that will help you close more deals right away.

You can’t beat that, so let’s jump into it now.

How To Handle The 10 Most Common Sales Objections

All 10 Of These Word Tracks Use The AAA Formula

Agree. Address. Advance.

Agree

Always, no matter what agree with your prospect.

One thing every sales trainer can agree on is always to agree with your prospects no matter what.

When you disagree with a prospect, you are creating another sale you need to close. You need to not only sell them on your product but also on your way of thinking.

Trying to close a sale when there is a conflict between you and your prospect is just going to make your job even harder. Agree with your prospects so you can start from a position of agreement.

Address

After you have agreed with your prospect, (even if they are dead wrong you still want to agree) you need to address their issue.

For example, when a prospect says “man, that is a lot of money” you would then agree “ yes, it is a lot of money” which then you address that issue “ but here is why it is a lot of money.”

This technique will keep the conflict low and help keep you on the path to a smooth sales transaction.

Advance

Once you have agreed with your prospect and addressed their issue, it is time to advance towards the close.

All this means is you go back to your agenda and process and ask them again for their business.

Below you are going to see ten examples all using the Agree, Address, and Advance formula.

“I’d Like To Speak With My Partner”

It doesn’t matter what industry you are selling in we have all heard the prospect say “they need to speak to someone else” before they can make a decision.

The someone else could be a business partner, spouse, child, accountant; the list goes on.

A lot of times this isn’t even the case, and your prospect is just using this as a way to get out of making a decision right now.

Check out this word track you can adopt now to start closing over this objection now.

 Speaking with your partner is a great idea. However, highly doubt they will be as excited to talk about it as you are. After all, you’re here. They aren’t. I’m right in front ofyou and able to answer all YOUR questions right now, not theirs. Here’s what I suggest you do. Let’s go ahead and get you signed up and taken care of. You’re here. Let’s not waste any more time shopping. In the event your partner throws a fit and totally shoots down your proposal, you can simply return the item tomorrow. The only catch is if your partner wants the refund, ask him to come in with you to collect it. I got your back to make sure you get what you need.

“I’m Just Not Ready To Make A Decision Yet”

Your job as a salesperson is to help people make a decision. Whether that decision is yes or no, you have to get them to make one.

Humans require reassurance that they are making the right decision for themselves because most likely their life is full of bad decisions.

Here is a proven word track you can use to close more sales when your prospect says “I’m not ready to make a decision”:

 I agree 100% that making a decision takes preparation. That’s what I’m here to do for you. Prepare you to make a decision. We both know you need the product. You like it and it solves your problem. The longer you go without making a decision, the longer you’ll have this problem. Let me help you. Sign here.

“It’s Too Expensive”

It doesn’t matter what the price is, it will always be too much for someone.

No one is excited to part with their precious dollars so this one of the most commonly used objections from prospects in every industry.

Take a look at Ryan Stewman’s go-to word track for addressing any payment or price objection:

 I agree it costs more than what you came in prepared to spend. We both know you don’t want a cheap product though. Cheap products don’t solve problems. The key is not how much my product costs, but how much getting the solution to your problem is worth to you. There’s no such thing as a solution to a problem being too expensive. There’s only those who aren’t willing to do what it takes to get the problem solved. I’m ready to do what it takes for you. Are you ready to do what it takes for yourself? Let’s do this!

“I’ll Have To Come Back Tomorrow”

If all your prospects that tell you “they will be back” actually came back to buy you would be a millionaire for sure. Am I right?

In most cases, this is just another BS stall tactic to get out of making a decision, so it is your job to handle it and move the sale forward. The chances of them coming back are slim.

Here is a word track you can use to help close over this objection:

 I completely understand you are running short on time.You’ve come here, spent your time with me and now have to go. Coming back tomorrow only takes more of your time, though. You can spend a few extra minutes with me now, and get this over with, then instead of spending more time with me tomorrow, you can use that time to make up for the few extra minutes it takes to do this deal right now. Let’s go. You ready?

“I Need To Shop Your Competitors To Make Sure I’m Getting The Best Deal”

Your prospects are always looking to get themselves the best deal possible, so that means they are also shopping your competitors as well.

The best way to get through this objection is by building their confidence in you, your product and your service.

Take a look at Ryan Stewman’s favorite word track for handling this objection:

 I understand that you want the best deal. We all do! There’s nothing wrong with that. We can easily do a quick Google search if you’d like, and you’ll see our prices are the same or better than anyone else. I’ll meet or beat whatever is out there. What I care about is you. I want you to be happy and glad you decided to business with me. I assure you the deal on the table is way more than fair, if it’s not the best. Let’s close this up, move forward and let me show you why people love doing business with me.

“Let Me Think About It”

Your prospect has been thinking about the purchase they are about to make with you for some time before sitting down with you so don’t let this stall hold up the sale.

Try this word track when your prospect tells you they “need to think about it”:

 I agree you need to consider all the options before pulling the trigger. That’s completely normal. Here’s the thing, though; I know you’ve been thinking about this for a lot longer than you’ve been here. You’ve thought about this a lot. That’s why you showed up today. You want my product. It does exactly what you need. You just want to make sure it’s the right decision. I get it and let me assure you with 100% certainty that it is the best decision for you. Thinking about this another day, week, or month, won’t change the fact that you need this and want it. Let’s just get you what you want and need. Sign here.

“I Wasn’t Prepared To Buy Today”

As a professional salesperson, it is your duty to prepare your prospects to buy today.

If they took the time to let you present your product/solution and your offer they are ready to roll! They just need your help is all.

Use this word track when a prospect drops this word track on you:

 I agree with you on being prepared before you make a buying decision. No one wants to be sold on something before they need it. When we were talking earlier, you said this was exactly what you needed. I’m not sure how long you’ve been putting your needs off, but that’s never a good thing. Whether you buy today or a year from now, you’re going to end up buying. Why wait any longer than absolutely necessary, to solve your problem and fill your needs? Let’s get this over with and get you all fixed up.

“I’ve Got To Go Home And Do Some Research”

In the technology era we are living in today the chance your prospect hasn’t already done research on you or your product before meeting with you is very unlikely.

Chances are they are using this as an excuse to not make a decision, so it’s up to you to step in and help them feel good about making the decision.

Close over this objection like a boss with this word track:

 I agree with you that research is an important step to making a buying decision. Lemme ask you, though. Have you done any research before you contacted me? I’m sure you have, and I’d be willing to bet you know a lot more than you’re letting me on to believe. And that’s ok. I get that you can be leery of sales people. I’m here to assure you with product, service and satisfaction, that you’re making the right decision and getting exactly what you need. Let’s wrap this deal up.

“I Can Get It Cheaper Online”

Anyone with a smartphone can shop online prices around the clock even while they are sitting across from you in your office.

Online pricing is not always as authentic as it may seem, so it is important you are prepared to handle this common objection.

Here is how Ryan Stewman would handle this objection:

 I agree that online can sometimes be a less expensive place to purchase this. However, online takes the human element out of the equation. That means if you have questions, a problem comes up, or you need to return the item, it’s all up to you. On top of that, what most people don’t know is that most items sold for less online are scratch and dent. There’s a reason they sell them for less, and I assure you it’s not because they don’t like making money. My price is fair, and my service and support come along with the package. Let me help you make the most of the product. Let’s wrap this up.

“I Don’t Have Time Today”

Nothing is more valuable than time and today everyone seems to be in a hurry.

When a prospect claims they “don’t have the time today” it is up to you to show them how much time they are going to save by moving forward on the deal today.

Here is a word track you can use to conquer the “I don’t have the time today objection”:

 I agree that we are running low on time here. You’ve invested a lot of time into this. Time on research, travel, thinking and now with me. You told me this was exactly what you wanted today. You are out of time. And I think we can both agree you’ve already spent lots of time. Since you’re out of time, let’s wrap this up now and you’ll never have to worry about the time dealing with this problem again.

Take These Sales Word Tracks And Go Close More Deals

The ten-word tracks above are proven to work across multiple industries, so all you need to do is custom tailor them to fit yours. Make them your own get good at delivering them when it’s game time.

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