How To Crush Client Objections And Increase Your Sales by 75%

- Imagine having to explain less while selling more,

Imagine clients looking at you like a professional and not some hustler.

Imagine getting more YES in sales

How you handle objection is a huge deal (Thread)

Your product may be good,

Your sales message may hit the client where it matters,

But one area where people lose the sale is in how they handle client or customer objections.

Here are 7 things to keep in mind when handling them:

Objections are simply questions in the mind of the client that you have not answered.

They are areas of concern that the client has not gotten clarity on.

When a client has an unanswered question, they won't make the purchase.

They'll use every excuse they can come up w/ to avoid the sale.

Your job is not to try to force the sale.

The client will instantly put up a wall of resistance.

They'll stop listening and start defending.

FIRST THING FIRST:

1. Eliminate objections before they show up.

This is how you disarm the client of their objections.

You do this by:

- Being confident and assuring
- Leading the conversation
- Mentioning the objections that may come up.

2. Understand human behaviour: Why they do what they do.

If you don't, you'll allow your emotions get the better of you.

Read books that explain human nature and how to influence it.

Robert Green has some good titles.

3. Understand this client before you even go into negotiation.

Knowing details like if they are single or married with kids can help you get the sale.

Here's an example:

I had talked with this client for over 2 hours and just when he was about to pay,

he told me he needed to confide in his partner with whom he ran the business.

(This was a high ticket deal)

I did not argue.

In fact, I told him it was a good idea since they ran the business together.

But there was going to be a problem

He asked me what it was.

"Don't you think the fact that she was not in our conversation the last two hours means she does not YET see the BIG picture you now see?"

He agreed that I was right.

"So any decision she makes will be based on the money and not the big picture since it's not yet clear to her"

He agreed.

"She'd definitely ask you questions and you may not be able to explain to her as clearly as I have to you."

He agreed I was right.

Then I made a suggestion:

Bring her into the conversation and we can all talk together.

The short story is

He paid immediately.

I chose to go that way because I already took time to understand this person.

4. Get them saying yes.

So you want to ask questions that make them say YES.

Questions about results they want.

Questions about overcoming their pain.

Every yes, gets you closer to the sale.

5. Never take NO as a final answer.

No simply means the client is not yet sold on your offer.

He doesn't believe your story just yet

Or he is not sure if it will work.

6. Always qualify the objection. Don't answer or respond directly to it.

Sometimes when people say they don't have the money, it is not because they don't have the money.

So instead of saying:

"Yo man, go look for the money and pay me. Can't you see I'm about to save yo ass?"

"Go, just to be sure we are on the same page, is it that you really don't have the money or You just don't YET see how this will work for you?"

What you are trying to do is really qualify the objection.

7. Speak with clarity and confidence.

Don't confuse them with your industry terms.

When I talk with a copywriting client, I hardly ever use the word 'copywriting.'

Same rule when I talk with coaching clients

I only ever use words they relate to:

More money, faster results...

Stop trying to impress them.

Speak clear, simple words they can understand.

Learning how to handle objection takes work and learning.

So study books on human behaviour.

Be deliberate about practicing what you learn.