01-Objection Handling Scripts

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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.
OBJECTION
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.
OBLITERATION SCRIPTS
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
Table of Contents
7 Objection #1: Well, I’ve tried 56 Objection #19: I’m happy with my 80 Objection #36: I make the
several programs that just haven’t current vendor/company. decisions around here, we don’t
worked for me. need to talk to anyone else in the
57 Objection #20: I don’t know what I company.
9 3-Step Formula to Help need to improve.
Prospects/Customers Overcome 82 Objection #37: I’m worried this
Their Own Concerns 57 Objection #21: I don’t know if it might not work out.
will work for what we do/for our
11 Objection #2: This is just too industry. 84 Objection #38: What’s different
expensive! about your company compared
58 Objection #22: There is no budget to others out there that do similar
18 Objection #3: We don’t have the allocation left for this year, maybe things to you?
money for this. next year, call back then.
85 Objection #39: Can you give me
23 Objection #4: I need to think it 62 Objection #23: I’m already speaking any guarantees?
over. with another company.
88 Objection #40: I’ve never done this
26 Objection #5: Send me some 63 Objection #24: You’re more before, that’s more money than I’ve
references expensive than our current vendor. ever spent.
28 Objection #6: I’m so busy can you 64OBJECTIONS ARE

Objection #25: I’ll get backONLY
to you CONCERNS
89 Objection #41: We are still “price
just send me a quote? on this. shopping”.
30 Objection #7: Can you send me 66 Objection #26: I want to make sure 91 Objection #42: I want to speak to
some information? It’s it’s
not the right time
a rejection for me to focus on
of YOU. other companies first.
this.
30 Objection #8: I’m just so busy, can 92 Objection
Now is not the time to REACT .. but most sales people just REACT #43:
to anI objection.
never make rash
you just call me back? 69Unfortunately, at that
Objection #27: point
I just many
have salespeople
way too just fly decisions.
off the cuff instead of working to
many things going on, can you give
32 Objection #9: Can you send me a me realize
Please a call back later?
that this 94
is not the time to go back into Objection
a selling mode#44:toWe
try already use
to persuade
proposal? them with logical facts on why your solution is good for vendor
them.X, It’swhy
timeshould we same
to use the go with
71principles
Objection
and #28: What’s
methods you different you?
have learned from N.E.P.Q.
34 Objection #10: I need to talk about your company compared
to my spouse or partner. to others out there that do similar 96 Objection #45: I don’t want to go
things
with to prospect
your you? ... most, if not all objections, into debt.
will be eliminated during the
41 Objection #11: I need to check my 71 Objection #29: Can you give me a 97 Objection #46: I don’t want to
finances. better price, we had another quote commit to anything.
that was cheaper.
42 Objection #12: I’m going to try and 99 Objection #47: I need to ask my
do this myself. 74 Objection #30: I want to compare mom/brother/financial advisor/uncle
Understand thatanother
prices with they have to make that commitment
vendor. before
who livesyou
in deliver
a van downwhat you
45 Objection #13: I don’t know if I by the river.
information.
have the time. 75 Objection #31: I don’t need the
product/service.
There’s 101justObjection
also the possibility that their objection may be a request#48:forIsathis
few asimple
scam?
47 Objection #14: I need to pray changes that they would like to see included in what you have offered them. Perhaps
about it. 75they want a few
Objection changes
#32: to the negative
I saw some terms of what 103
you are offering. #49: I just have this fear
Objection
reviews about your company online. that it won’t work out for me.
48 Objection #15: I need to take to Objections, or concerns, are sometimes requests for any of the following:
this to the board and see what 77 Objection #33: I can get the same 105 Objection #50: It sounds too good
they have to say. 1. The
thing somewhere
price else.you’re offering.
of the solution to be true.
49 Objection #16: This is just too 78 Objection #34: If I buy this, I could 108 Objection #51: Can you just give
expensive for us right now. lose
3. The my job. or how they will be serviced.
follow-up, this to me for free, and once I make
money I will pay you
50 Objection #17: I already have a 794. The quality of
Objection what
#35: Notyou’re offering ... perhaps they back?
interested. want you to commit more time or
coach/mentor! more resources like personnel to meet their needs.
51 Objection #18: I’ll get back to you

or we will get back to you.
2 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 NEPQ™ ...
Most, if not all objections, will be eliminated during the engagement

stage of the process which It’s notwe willof show
a rejection YOU. you tomorrow.
That’s called objection prevention. uncover what the objection actually means.
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
information.
shoes as they determine if There’s

whatalsoyou’re offering is only a promise of a
the possibility that their objection may just be a request for a few simple
better future. they want a few changes to the terms of what you are offering.
Understand that they have 1.toThemake

price of thethat
solutioncommitment
you’re offering. before you deliver
what you promised. 2. The timing of your solution.
Are you with me? 4. The quality of what you’re offering ... perhaps they want you to commit more time or
3 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 them

when youfactshear
on why these
your solutionobjections?
with logical is good for them. It’s time to use the same
You go into “Objection Handling

If you have Mode” like
done your work a robot
correctly and gonebecause that’s what
deep into the conversation
you might have been taught.engagement stage of the process.
We get impatient.
You’ve heard this same objection before so you sometimes cut them
information.
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 old1.feel,

The pricefelt, found
of the solution technique
you’re offering. that’s been around
since the stone ages of selling.
“Mr. Prospect I know how more you feel, others

like personnel to meet have felt the same way
resources their needs.
and this is what they found.”
4 3
This does not work on most of your prospects..Throw it out the door,
unless you want to be average in sales….
Now is not the time to try to sell them or persuade them on why you are
“right”.
It’s time to listen and validate what they are saying and feeling, and even
ask them to expand on why they feel that way.
You will notice that once you do, they will completely open up to you and
look at you as an expert, as a trusted authority, not someone trying to
just sell them something.
Once again, if you have asked the right questions at the right time in the
conversation, most, if not OBJECTIONS ARE ONLY CONCERNS
all their objections will be eliminated during the
engagement stage”.
You don’t want to have commission breath here!!! #noCO breath

How powerful could you bethemin with

selling if on
you knew solutionspecific skilled
logical facts why your is good for them. It’s time to use the same
questions, and when and how to ask them to get your prospect to
overcome their own concerns and
If you have donepersuade
your work correctlythemselves
and gone deep into the that they
conversation
wanted to buy from you, rather than you trying to chase after them
yourself? If you do get an objection at this stage, just look at it as a concern. Try to understand
I’m going to give you someUnderstand

very powerful
that they have toNEPQ™ questions,
make that commitment likewhat
before you deliver hors
you
d’oeuvres, just a little nibble, that you can ask them at any time in the
information.
conversation if a concern arises that will automatically put you in front

of the pack of salespeopletheytrying to win over that same account or

want a few changes to the terms of what you are offering.
prospect and put you at the top inor concerns,

Objections, your sales office.
are sometimes requests for any of the following:
5 3
I want you to understand that sometimes even with a perfect dialogue

with a prospect you might encounter a few ‘concerns’. Discuss these with
your potential customer.
If you try to hide the objection or just sweep them under the rug, it
will still be in their mind when you try and close the sale which will
create even more objections.
So if we hear certain things in the conversation that are signs to you

that they are possibly going to have an objection about when you
go through your presentation at the end, then you need to ask certain
questions to seed in their mind and eliminate the objection.
Let me give you an example of this that is industry specific so you can
see how it might work.
Let’s say, if you sold in the high ticket
It’s not a rejection industry and you sold a
of YOU.
training program that teaches business owners how to scale their

companies. uncover what the objection actually means.
I was just working on a script right before this for a company in this
space. If you have done your work correctly and gone deep into the conversation
information.
6 3
Objection #1: Well, I’ve tried several programs

that just haven’t worked for me.
And the prospect says halfway through “Well, I’ve tried several
programs that just haven’t worked out for me.”
Well now you know they still have that fear in their mind, so when you
drop the price of what it will take to buy your services do you think that
fear is still going to be there? You bet it is!
So I might say, “Hold on when you say they didn’t work for you, what
programs did you go through?”
Let them answer... OBJECTIONS ARE ONLY CONCERNS
YOU: Oh and what parts ofFirstthose

of all … wedo
haveyou feel
to realize that andidn’t
objection work for you?
is only a concern your prospect has.
PROSPECT: Well they didn’t do this
Unfortunately, at thatand they
point many didn’t
salespeople do
just fly that…
off the cuff instead of working to
YOU: Awww, okay and were there other people getting results in that
program?
PROSPECT: (Most will say) Yeah I guess there were some I saw that
said they were. If you do get an objection at this stage, just look at it as a concern. Try to understand
YOU: So if other people were getting results

objection is what do you feel
promised. Quite possibly, their nothing more than a request held
for more
information.
you back from having success like they were?
PROSPECT: Well I really didn’t like their support system they had and
around that time we had our baby and we just didn’t have a lot of time to
put into it. 1. The price of the solution you’re offering.

Now most will start to view in their mind that maybe it was them, maybe
they didn’t put in the time, maybe they
more resources didn’tto really
like personnel work hard enough
meet their needs.
7 3
or really show up and it empowers them to feel like they won’t let that
happen again.
YOU: Okay so support is important to you then?
What did I do there?
They just said that the last thing they got involved with didn’t have great
support, so instead of me saying “Oh don’t worry, we have the best
support here, that will NEVER happen with us.”
Which is what every salesperson says, and even the person who sold her
the last program said that too, so if you sound just like them, she starts to
get skeptical and loses trust.
So when I say, “Okay so support is important to you then?” That

implies what? That we haveIt’s great support.
not a rejection of YOU. I just seeded that into her
mind. Now is not the time to REACT .. but most sales people just REACT to an objection.
And now at the end of the presentation it’s

why hard foris good
them toIt’shave this
them with logical facts on your solution for them. time to use the same
objection now because you have helped them overcome it in their mind
so it doesn’t resurface laterIfwith
in
you the sales
have done process
your work correctly and as gone an objection.
deep into the conversation
your prospect ... most, if not all objections, will be eliminated during the
Do you see how that works?

Let’s jump back in, so NEPQ™ questions

Understand that they have towillmake have already
that commitment established
before you deliver what you
something that most salespeople
information. never do with their prospects, you have
established TRUST! There’s also the possibility that their objection may just be a request for a few simple
So you will already have a good

Objections, relationship. So be
or concerns, are sometimes open
requests for anyand ask if there
of the following:
is anything they would like to address

1. The to you
price of the solution at this point and bring any
you’re offering.
concerns to the table. If there

2. Theare,
timing oftalk about them as two people working
your solution.
together to resolve them. 3. The follow-up, or how they will be serviced.

8 3
3-Step Formula to Help Prospects/Customers

Overcome Their Concerns
I’m gonna give you a 3-Step Formula to help prospects/customers

overcome their own concerns:
1. CLARIFY
2. DISCUSS
3. DIFFUSE
Let’s take a closer look at each of these steps.

STEP 1: CLARIFY First of all … we have to realize that an objection is only a concern your prospect has.
First, we have to understand exactly what their concern is,cuffand why

Unfortunately, at that point many salespeople just fly off the instead they
of working to
have the concern - what’s behind it?
Most salespeople just assume they know and they go into objection
handling mode and never ask. Then what usually happens? Theyduring
lose
with your prospect ... most, if not all objections, will be eliminated the the
sale. engagement stage of the process.
You’ve heard this concern before from other prospects, so you start
rattling off a “rebuttal” that you might

Understand have
that they been
have to make taught.before
that commitment I want you
you deliver toyoustop
what
doing that! HOLY MOTHERinformation.
OF MARY! STOP THE MADNESS!
Now let’s find out what is behind their concern so we can help them
9 3
resolve it.
Here are some NEPQ™ Clarifying Questions to ask:
● When you say … (repeat back what they said) what do you mean by
that?
● When you say … (repeat back what they said) how do you mean by
that?
● I’m curious why you feel this way?
● Can I ask where you got that information from?

● How did you arrive at thinking that way?
● How did you arrive at that?
● Can you tell me more about that? uncover what the objection actually means.
● Why do you feel that way?
● Can you tell me what you mean by that exactly?
When you say (repeat the concern)…What’s behind that?

Like if they say “I just have some concerns about what’s in the contract?
information.
You say: Can I ask what’s behind that just so I understand?

10 3
Objection #2: This is just too expensive!
PROSPECT: This is just too expensive for our company.
NEW MODEL SALESPERSON: How do you mean by it’s too

expensive?
PROSPECT: Well, another company I am looking at is 10%

cheaper for the same product.
Do you see how that works? The salesperson now knows what the
prospect means when they say it’s too expensive.
In other situations, it could mean something completely different.

It could mean: “We just don’t have the budget for this right now.”
OR … “Your quote would be too high at thatfor

point us
manyonce
salespeoplewe add
just fly off thein
cuffrepairs
Unfortunately, and
instead of working to
maintenance costs.”
(If you sell farm equipment, train companies that sell that.)
OR … “Once we hire someone to implement the software, it takes us over

what we have allocated forIfthis.”

you do get an objection at this stage, just look at it as a concern. Try to understand
It could mean many different things

Understand depending
that they have to make that on your before
commitment industry.
you deliver what you
information.
Can you see how each of these answers

they would likereveal a different reason
offered them.for
changes that to see included in what you have the
Perhaps
objection of “this is too expensive”?
Here is another example: 1. The price of the solution you’re offering.
PROSPECT: This proposal is just too expensive for the company.

NEW MODEL SALESPERSON: Why do you say it’s too

expensive? or “How do you mean?”
11 3
PROSPECT: Well, the most we could pay for this service is about
$7k a month maximum, and you’re quoting me around $11k a
month.
NEW MODEL SALESPERSON: Can I ask you how you arrived at

that monthly figure of $7k a month?
PROSPECT: That is what our CEO has allocated us to be able to

spend on this type of service because of cutbacks in our department
from the merger.
Now the salesperson can see the picture more clearly than before.
The meaning of “it’s too expensive” is that the CEO has only allocated
$7k monthly due to cutbacks because the company has recently gone
through a merger.
With this extra knowledge, Nowtheis not

salesperson may be able to negotiate a
the time to REACT .. but most sales people just REACT to an objection.
different agreement on price, perhaps by changing service options from

the original offer or by giving them a facts

different
on why yourtype
solution isof service
for them. It’s that matches
them with logical good time to use the same
their budget.
OR, when you get really good and you’re a client of ours and you go
through our NEPQ™ trainingIf youcourses youat this

do get an objection ask questions
stage, like this;
just look at it as a concern. Try to understand
“Do you feel like the budget you’ve

Understand been
that they have to makegiven is sufficient
that commitment to
before you deliver solve
what you
this problem?” information.
OR… they want a few changes to the terms of what you are offering.
“So help me understand, 1.with

The pricecost being
of the solution the most important thing
you’re offering.
to your CEO can I ask how that

2. The compares
timing of your solution. to your company actually
getting results and being 3.able to solve this problem though?”
The follow-up, or how they will be serviced.
12 3
Now what does that question do?
Now that gets them to think that maybe they need to go get funds from
somewhere else, a different department to be able to invest with you to
solve their problems. They will go get the funds to do it if they don’t have it.
Do you see the difference?
Our first B2B client was Google Adwords. We trained three of their
divisions about 250 people in total.
So someone referred me to them, they had heard of my sales success,

they probably said, “Yeah we will meet with this stupid kid, we’re
Google we dont need any sales training, we already do billions.”
They bring me in there Tempe AZ offices, this whole glass building for
miles, very intimidating, likeIt’s“OMG what
not a rejection of YOU. am I doing here?”
Within 15 minutes they were into it, they started to realize from my
questions that they were just

themreally
with logicaldoing product training.
good for them.Which was
facts on why your solution is It’s time to use the same
costing them millions a month in lost sales.
They were just educating the prospects about the products and services,
winging and then hoping and

If youpraying they
do get an objection would
at this stage, justbuy.
look at it as a concern. Try to understand
But then they said this… “We arethatintheybut

Understand have towe makehave already
that commitment allocated
before you deliver what youour
training budget and it’s been used this year.”
information.
So we have to wait ‘till the new budget comes out next year. A lot of
companies are set up that way if you

Objections, sellareB2B,
or concerns, sometimes especially
requests for anyFortune 100-
of the following:
500 companies. 1. The price of the solution you’re offering.
They said that in early September. They wanted to start January 20th.
That was 5 months away! 4. The quality of what you’re offering ... perhaps they want you to commit more time or
Now, do we really believe that 5 months later a sale is going to happen,
13 3
probably not right. So I knew I had to help them overcome this concern
for them.
And I started to help them find out by my questioning ability they were
also losing about 40% of their salespeople every 90 days in those 4
divisions, which was costing them $3-4 million of dollars a month in
rehiring, onboarding, product training etc. And after ten minutes of me
probing deeper, they were sweating with the pain of them realizing
that their jobs were at stake if this kept happening.
And I simply asked them, “Well you tell me which is more risky? You
guys getting the funds from another department, the $68K, your problems
get solved, and you double to triple your numbers in these divisions? Or is
it more risky for you to do nothing at all over the next 5 months, you lose
another $4 million x 5 months is $20 million by losing more salespeople
and the situation gets even worse?”
Which is more risky? Now is not the time to REACT .. but most sales people just REACT to an objection.
The VP of those divisions said “That’s

logical factsright!” picked upforthe phone
time to useand
them with on why your solution is good them. It’s the same
called a different department and were asking for our wire details. They
paid me $68k for 12 hrs of Ifwith
inyouclassroom
have done your worktraining!
correctly and gone deep into the conversation
This was before we even had

If you our virtual
do get an objection training platforms
at this stage, just for Try
look at it as a concern. clients that
to understand
we have now.
The point here is because of the questions I asked them and how I asked
information.
them they started to realizeThere’s

thatalsothey were losing millions of dollars a
month in revenue because theytheir sales process wasn’t working and they
had about 40% of salespeople quitor concerns,

Objections, everyare90 days.requests for any of the following:
sometimes
They were able to see that 2.itThewas

timing far
of yourless
solution.risky for them to go get the
funds from a different department to solve the problem now, than to wait
5 months, lose millions more dollars

more inpersonnel
resources like lost sales, and
to meet their needs.attrition with their
sales teams and nothing would change.
14 3
Now if I didn’t know how to resolve their concern, I wouldn’t have been
able to solve their problems, and that was up to me to do, just like if
you’re not able to help your prospects resolve their concerns.
Whose fault is that?
It’s yours. You’re holding back your prospects from solving their problems
and getting what they want, because for somehow, selfishly, you’re still
not willing to learn the right skills to be able to help them find the problems
they didn’t know they had, so they can buy from you and solve those, and
you get paid a lot of money for that.
Somehow you just are selfishly not learning those skills so you can
help your prospects get the results they want!
Now I’m not willing to do that, are you willing to do that?

Do you want to change ALLNow

ofis not
that right now?
Now we got them a 244% increase in onsales

why yourin those 3them.
divisions insame
the
them with logical facts solution is good for It’s time to use the
first 90 days!!!
It made them close to an extra $60 million more in sales that year in those
3 divisions. If you do get an objection at this stage, just look at it as a concern. Try to understand
Was it worth the $68k they Understand

invested? that they have to make that commitment before you deliver what you
information.
Asking skilled questions There’s

about their concern helps you get better
also the possibility that their objection may just be a request for a few simple
information that clarifies they

their concerns and assists you in finding a
solution. Objections, or concerns, are sometimes requests for any of the following:
You are also helping your prospects think

2. The timing of your solution. and overcome their own
concerns. You’re requesting3. The

clarification about their objection so that you
follow-up, or how they will be serviced.
can fully understand it. 4. The quality of what you’re offering ... perhaps they want you to commit more time or
15 3
STEP 2: DISCUSS
Now, once you know what their real concern is and why they feel
that way you will then discuss it like a friend talking to another friend,
conversationally.
Most salespeople at this point go into presentation mode where

they try to prove with facts and figures that they are right and the
prospect is wrong.
This is a sin in sales! GOOD LORD! Do you know how many sales you
lose every week because you are doing that?
Never do that if you want toOBJECTIONS

make the sale
ARE and
ONLYbe a top performer in
CONCERNS
sales!
Talk conversationally. Remember, at this point in the conversation you

have built trust, you are the authority,
Unfortunately, at that pointthe trusted
many salespeople
just one.
fly off the cuff instead of working to
Because of that they are open with you. You are working and discussing
the concern as two people on the same team trying to solve their
problems. with your prospect ... most, if not all objections, will be eliminated during the
information.
16 3
STEP 3: DIFFUSE
You’re going to ask them how they see themselves resolving their
concerns. Let me repeat myself….
After you have discussed the concern, you can then start diffusing their
concerns and helping them overcome their concerns in their mind. You
can ask NEPQ™ starter phrases like these: (I’m just going to give you a
little nibble here compared to what our clients learn in our virtual training.)
● Suppose it wasn’t what you thought it was?
● Suppose you could … ?

● What if we could … ?
● What if you could … ?

Stop saying, “If I could show you…would you buy today?”
Or, “What’s it going to take for us to get you in the car today, or get you to
buy this product today?” with your prospect ... most, if not all objections, will be eliminated during the
HOLY HELL BATMAN!!! You are

If you do losing
get an objection so
at thismany sales
stage, just look by
at it as a doing
concern. this!!!
Try to understand
It just triggers resistance where they feel you are just trying to sell them
something!!! Understand that they have to make that commitment before you deliver what you
information.
You would just change the wording
changes oflikethat
that they would to something
to see included likethem.
in what you have offered
this:
Perhaps
“If there was a way you could ____________ … would that help you?”
17 3
Examples of How to Diffuse Concerns:
Let’s go over specifically how to overcome certain objections. I know all of

you get on here!
Let’s talk about the price concern.
Objection #3: We don’t have the money for this.
Who wants to learn how to do this?
Here is an example of how this might look.

This is deliberately generic so that you can easily plug in your own
industry and tailor to the product
First of all …or service
we have you
to realize that sell. is only a concern your prospect has.
an objection
PROSPECT: We likeUnfortunately,
your product, butsalespeople
at that point many at thisjusttime
we
fly off the just ofcan’t
cuff instead working to
afford it. Please realize that this is not the time to go back into a selling mode to try to persuade
NEW MODEL SALESPERSON: That’s not a problem...Tell me, if

you did have the money/funding,
with your prospectwould this
... most, if not be something
all objections, that
will be eliminated duringwould
the
work for you?
***If you have asked the right questions in the conversation they will
always say YES.*** Understand that they have to make that commitment before you deliver what you
information.
Did you notice how I paused
changes that there?
they would like to see included in what you have offered them. Perhaps
PROSPECT: Yeah, for sure.

NEW MODEL SALESPERSON: Why do you feel it would


though? 4. The quality of what you’re offering ... perhaps they want you to commit more time or
Do you see the skepticism here?
18 3
PROSPECT: Well, we like ... but we just don’t have the money for it.
NEW MODEL SALESPERSON: I can appreciate that money

might be an issue for you. How do you think you can resolve that
where you can find the money so that you can… Here you just plug
in what they said they wanted.
You are tying in them getting the funding/money with having what
they said they wanted.
If they don’t get the funding/money then they can’t have what they
said they want.
Many times when you ask them this question, because of the trust they
have in you, they will be theOBJECTIONS ARE ONLY CONCERNS
ones to come up with ways on how they can
get the funds together.
When you do this correctly,Now they’ll think about using a credit card, getting
is not the time to REACT .. but most sales people just REACT to an objection.
a loan, refinancing their house, borrowing from their 401K, investments,

or getting their boss to takethem

money
with logicalfrom a different department touseinvest
facts on why your solution is good for them. It’s time to the same
in your solution depending on what you sell.
Now, if they cannot come up with ways on how they can get the money,
you can ask them this question: “What

If you do get an objectionother avenues
at this stage, just look at it do you have
as a concern. to find
Try to understand
the funding so that you canyou’re

...”offering is only a promise of a better future.
Once again, you are just filling in the second thing they said they wanted.
information.
Here are some examples. We train hundreds of different industries. I wish

I could show all of the examples to you but here are just a few.
If you sell Home Security1.Systems:

The price of the solution you’re offering.
“What other avenues do you have to find the funding to protect your
home and family from4.intruders breaking in?”

The quality of what you’re offering ... perhaps they want you to commit more time or
19 3
If you sell Health Coaching or Supplements:
“What other avenues do you have to find the funding to be able to

lose this 90 pounds so like you mentioned you can be able watch
your grandkids grow up? (If that’s what they said they wanted.)
If you sell rental or commercial properties:
“What other avenues do you have to find the funding to purchase

this rental property so you can get a greater return on your money?”
For Real Estate:
“What other avenues do you have to find the funding to use

as a down payment soOBJECTIONS
you can getARE ONLY CONCERNS
your family into this safer
neighborhood?”
For Lead Services or Marketing to companies:

“What other avenues do them you have towhyfind the isfunding

good for them.to start
to usegetting
with logical facts on your solution It’s time the same
a higher quality of leads so your salespeople can make more sales
for you?” If you have done your work correctly and gone deep into the conversation
And for Life Insurance: If you do get an objection at this stage, just look at it as a concern. Try to understand
“What other avenues do youthat

Understand have totofind
they have the
make that fundsbefore
commitment so you
that your
deliver what you
family can be financially protected when you do pass away?”
information.
For Cyber Security to business/banks: they want a few changes to the terms of what you are offering.
“What other avenues do 1. Theyou

price ofhave toyou’re
the solution find the funds so you’re
offering.
able to protect your customers from

2. The timing of your the fraud and identity theft?
solution.
Now I’m going to give you an industry specific example so you can
see how the structure works for what you sell. Just plug in your
product or service here.
20 3
In this example, the salesperson is selling e-Commerce training.
“Tell me … if you did have the funds, is this something that would
work for you?” (They will always say yes.)
“Why though?”
(Take note of the tonality I use with this question. It’s like you’re a
Hollywood actor - George Clooney.)
Or if they say, “I do BUT I just don’t have the money…”
You say, “Money aside why do you feel it would work for you
though?”
“Okay, so I can appreciate that money
It’s not a rejection of YOU. might be an issue for you.
How do you think you Now
can resolve that? Where you can find funding
so you can start making profits in your stores?”

(Let them come up with ways.)
If they cannot figure it out: engagement stage of the process.
“What other avenues do you have to find funding to start a business

so you can make more money?”

information.
If they still can’t come up with ways:

“Have you ever considered

Objections,putting
or concerns,it areon a credit
sometimes requestscard and
for any of just paying
the following:
it off when we start making

1. The priceprofits after
of the solution we set everything up with
you’re offering.
you?” 2. The timing of your solution.
OR… 4. The quality of what you’re offering ... perhaps they want you to commit more time or
“Can I make a suggestion?”
21 3
“What I can do is show you the avenues that our other clients use
to get the funding if they don’t have it themselves, you will have to
see if you have those options if you’re wanting to (repeat back what
they said they wanted) start your own business where you can make
more money.”
After you go through the ways they find the funds, you simply ask…
What of those avenues do you have?
Here is the complete generic version. Once again, plug in what you sell to
this structure:

“Tell me, if you did have the funding/budget/money, is this something
that would work for you?
“Why do you feel it would though?”

“I can appreciate that money might

facts on be ansolution
issue from what you told
them with logical why your is good for them. It’s time to use the same
me. Tell me, how do you think you can resolve that so you can … ?”
(Repeat back what theyIfwithwant.)
you have done your work correctly and gone deep into the conversation
“What other avenues do

If you you have
do get an toat find
objection the
this stage, budget/funding/money
so you can … ?” (Repeat backis only

what they said they wanted.)
you’re offering a promise of a better future.
“Can I make a suggestion?” information.
And you will simply suggest what other clients of yours do to find the
funds to solve the problem.

22 3
Objection #4: I need to think it over.
How do you disarm the prospect where they won’t push back, where they
will open up to you and tell you what their real concern is.
What do most reps say when they get this concern at the end? Most
reps say something like this or they have different versions of this.
PROSPECT: We really like this but we need to think it over.
SALESPERSON: I’m confused you said, (and then repeat back what
they said they wanted, and then say) what do you want to think about, or
what do you need to think over?
Now all that is a logical based trap to get the prospect to admit that they
said they wanted to changeFirsttheir situation, but do people buy on logic or
of all … we have to realize that an objection is only a concern your prospect has.
emotion? It’s not a rejection of YOU.
Emotion, of course, so you will win over a few but you are losing a ton
that you could be making ifthem
you withknew how
logical facts on whyto youruse
solutionhuman behavior
is good for them.
It’s time to use to your
the same
advantage and really theirs as well.

Realize when your prospect says “I want to think it over” most of

the time this is because youIf youhave not

do get an asked
objection thejustright
at this stage, look at itquestions atunderstand
as a concern. Try to the
right time in that sales conversation toahelp
you’re offering is only promise ofthem
a better see
future. clearly what their
problems are, the root cause of the

Understand problem,
that they have to makeand how itbefore
that commitment willyouaffect them
deliver what
you if
they don’t do anything. information.
Remember when a prospect says I want to think it over, that is NOT the
objection. Do you really think theyorgo
Objections, back
concerns, and start
are sometimes thinking
requests for any of theabout
following: it
several hours a day? 1. The price of the solution you’re offering.
NO, they have a real concern but they are just not wanting to tell you what
that is, so they just say I wantmoretoresources
think like it over.
personnel It’stheir
to meet a needs.
knee jerk response.
23 3
Remember though that you can’t tell them that. You have to ask the
right questions that allow them to tell themselves that, and when they
tell themselves why they need to change their situation, they persuade
themselves, and it creates massive urgency for them to want to purchase
now, not weeks or months down the road.
Now on the flip side, when they feel that the problem is not that bad
because you couldn’t help them see that, because your questioning
was off it causes them to feel that the problem they have might not
be that bad after all, or maybe they feel you cannot get them the
results they want.
There has to be a gap in their mind of where they are now or the current
situation, the current state compared to where they want to be, we call
that the objective state. OBJECTIONS ARE ONLY CONCERNS
And what’s holding them back
It’s not from
a rejectiongetting
of YOU. what they want? All these
problems that your questions have helped them find.
The larger the gap, the more

themurgency there is solution
for themis good forto buy now, not
with logical facts on why your them. It’s time to use the same
later.
That gap can only be created in their mind by the questions you ask
them. If you do get an objection at this stage, just look at it as a concern. Try to understand
Here is an example of how Understand

to resolve that theythis
have toconcern. Thisbefore
make that commitment is ayougeneric
deliver what you
example not industry specific.
information.
PROSPECT: This soundsObjections,

good,orbut let are
concerns, me thinkrequests
sometimes it over.
for any of the following:
SALESPERSON: That’s 2.not a problem.

The timing of your solution. What’s your timeframe on
getting back to me in the next day or two just to see if I would be available
for you? 4. The quality of what you’re offering ... perhaps they want you to commit more time or
24 3
Now why on earth would I not try to overcome that objection right here?
Why would I try to set up a 2nd call?
Because it takes the sales pressure right out of the conversation, it

disarms the prospect and causes them to let their guard down.
It also positions you as busy with other clients, you don’t need the sale.
You’re detached. It disarms them and that’s where they become more
open…
PROSPECT: I guess I could call you in a few days.
***You need a scheduled time. No waffling.***

SALESPERSON: Well possibly, I’m not sure I’d be available
randomly like that. What I can do if you have your calendar handy, I can
pull up mine and have you It’s
book a specific
not a rejection of YOU. time with me, that way you
don’t have to chase me down and vice versa, would that be appropriate?
(This is called a calendar commitment, works everytime and shows

to use thethat
them with logical facts on why your solution is good for them. It’s time same
you are not desperate, you are busy, you have tons of clients you are
helping solve problems.) If you have done your work correctly and gone deep into the conversation
Now after you book the appointment, youat ask

If you do get an objection this.
this stage, just look at it as a concern. Try to understand
SALESPERSON: Now before Understand I that

go,theywhat
have to were
make that you wanting
commitment before youto gowhat
deliver
over
you
in your mind (a better wayinformation.

of saying, “What do you want to think
about?”), just so I know what questions you might have when we talk
tommorrow? they want a few changes to the terms of what you are offering.
Now this is the key at this1. The

point, they
price of the solutionare going to tell you what their
you’re offering.
real concern is. 2. The timing of your solution.
25 3
They might say, “Well I’m just concerned about, or I’m just not
understanding this part, or I’m not sure if I can get the money for this.”
Now would you rather know what their real concern is now when
you are on zoom with them, in person or on the phone, rather than
not knowing and hoping and praying they show up to the next
appointment?
And then you will be able to clarify their concern, ask a diffusing
question, and then discuss it like two people who are trying to work
out a solution together and most of the time close the sale on that
call.
Objection #5: Send me some references

If they they ask you this 99% ofa rejection
It’s not the time of YOU. it’s because they have a
concern. They don’t trust Now

that you can get them the results they said
they wanted, because youuncover don’t know the right questions to ask
what the objection actually means.
that creates that certaintytheminwith their mind on whywhere

your solutionthey
is good forview
them. It’s you asthethe
logical facts time to use same
expert, as the trusted authority, and that’s exactly why they ask you for
references! If you have done your work correctly and gone deep into the conversation
Now that being said, references from

If you do get satisfied
an objection customers
at this stage, can Try
just look at it as a concern. beto understand
a great
tool to help a prospect move forward with your solution.
However, it can also be just a way for the prospect to get rid of you, the
information.
salesperson. There’s also the possibility that their objection may just be a request for a few simple
You have to ask qualifyingObjections,

questions or concerns, toarereally
sometimes find out
requests if this
for any potential
of the following:
customer is serious about changing

1. The price of thetheir situation,
solution you’re offering. they have a concern or
they are just wasting your time.
Here are some examples of4. The

questions
more to askto meet
resources like personnel if they ask the “send me
quality of what you’re offering ... perhaps they want you to commit more time or
their needs.
some references” question.
26 3
PROSPECT: Can you send me some references from other clients

you have?
SALESPERSON: That’s not a problem, I’m curious what would you

like to ask them when you call? (This helps you find out if they have
a concern.)
OR
SALESPERSON: Yeah that’s not a problem, just so I can send the

right people to you, what specifically would you like to discuss with
them?
PROSPECT: Well I want to find out from them …

SALESPERSON: That makes sense, when do you plan on calling

them so I can let themIt’sknow to ofsee
not a rejection YOU. if they are available for you?
PROSPECT: Well, I would probably just call them tomorrow

afternoon if that works.

SALESPERSON: I can reach

If you have done out to them
your work to gone
correctly and seedeep if that
into the works
conversation
for
them. Now, let’s pretend for a moment that the clients you talk
to say good things about

If you do get how weatwere
an objection this stage, able to
just look at it assolve
a concern. the same
Try to understand
type of problems your company is having, where do you think

we should go from there?

information.
WARNING: If you simply agree to send a prospect reference without a

commitment to know what the next step is after they talk to them, then
you will most likely never hear from

Objections, that prospect
or concerns, again.
27 3
Objection #6: I’m so busy can you just send me

a quote?
Here is another example: If they ask this towards the beginning of

your call, before you have even found out what their problems are, no
real discovery, they just ask you “Can you just send me a quote? I
don’t have time to talk!”
PROSPECT: Can you send me a quote?
SALESPERSON: Yes, that’s not a problem. What is it that you are

hoping to see from the quote?
PROSPECT: Well I’m just trying to see if we have the budget for
your program/XYZ product/service.
SALESPERSON: Okay, I understand. It might make sense
before I send a quoteUnfortunately,

if I understood a littlejustbit fly offmore about
at that point many salespeople the cuff instead who
of working to
you’re using for XYZ/situation just to see if I could even help
you in the first place,thembecause maybe
with logical facts youisdon’t
on why your solution good for them.
evenIt’s timeneed
to use the us…
same
for example, what type of … (You would start off by asking a few
situation questions to find outprospect
their... present situation.)
with your most, if not all objections, will be eliminated during the
Now, after you have taken them through

If you do get an objection the engagement
at this stage, stage
just look at it as a concern. towards
Try to understand
the end of the conversation,you’re
you will
offering bring
is only up
a promise of athe
better question
future. they asked
about sending them a quoteUnderstand
like this:that they have to make that commitment before you deliver what you
information.
SALESPERSON: I will getthattotheywork

would likeon putting
to see together
included in what a quote
changes you have offered them. Perhaps
for you if you’d like. Now let’s assume for a minute we get you
the quote and we were ableor concerns,
Objections, to meet your requests
are sometimes needs toofsolve
for any the
the following:
problem that you mentioned to me. What do you see as the next
step? 2. The timing of your solution.
WARNING: If the prospect cannot give
more resources you any
like personnel to meet answers
their needs. about his or her
needs then this is probably a prospect that is either fishing for information,
and or doesn’t have any funding/budget/money for your solution and is
28 3
just a waste of your valuable selling time.
How many of you have lost sales with this objection, because you don’t
know how to overcome it, you email them a quote or proposal and
NEVER hear back from them? You follow up with them and they just
GHOST you?!?
That is a triggered objection by what you are saying in the beginning of

the call that is causing sales resistance and they just throw that objection
at you!
Now once you learn NEPQ™ in our virtual training courses you can
reduce that concern by 70% probably and if it does happen we teach you
exactly what to say and ask that helps them resolve that in their mind!
Objection #7: Can you send me some

information? Now is not the time to REACT .. but most sales people just REACT to an objection.
If they ask this towards thethem

beginning ofon a
whycall - “Can is goodyou send me some
with logical facts your solution for them. It’s time to use the same
information?”
Oh, okay great! Yes, I’m gonna email you some information. You get
excited. Yay, I’m gonna make

If you do$3k commission
get an objection onatthis!
at this stage, just look it as a concern. Try to understand
Then you email them, youUnderstand

get excited,
that they have to but you
make that don’tbefore
commitment hear back
you deliver what from
you
them, you call and email them

information.again and they NEVER get back to
you… There’s also the possibility that their objection may just be a request for a few simple
PROSPECT: Can you sendorsome

Objections, concerns, information toformy
are sometimes requests email?
any of the following:
SALESPERSON: That’s not

2. The timing a problem,
of your solution. just so I can put together
the best information for you, what exactly are you looking for?
PROSPECT: Well I’m looking to see how your XYZ product could…
29 3
SALESPERSON: Okay and who/what do you use now for your …

?
(Now, you simply start going through the engagement stage with
your first situation question. It’s a very natural way to go from just
sending some information to helping the prospect uncover their
problems and to start to engage with you.)
Now, after you have taken them through the engagement stage towards
the end of the conversation you will bring up the question they asked
about sending them more information like this:
SALESPERSON: Okay, good first call that helps us better

understand what’s going on, what I can do if you’d like is send you
more information about how we could solve those challenges you
had mentioned. Now, let’s suppose you and the firm go through
the information and it fits
It’s not intoofwhat
a rejection YOU. you are looking for. What
would you want the next step to be?
WARNING: Never, never, them never send out information

solution is good for for
them.aIt’s prospect
with logical facts on why your time to use the same
without first finding out if this is a serious person wanting to change their
situation. Otherwise, you areIfwith just
you havewasting valuable
done your work correctly andselling time.
gone deep into the conversation
Objection #8: I’m just so busy, can you just call

me back? you’re offering is only a promise of a better future.
information.
Oh yes, when can I call you back? 9 PM on Saturday night? Okay I’ll
call you then. changes that they would like to see included in what you have offered them. Perhaps
You call and they don’t answer. You leave a voicemail and text and
they NEVER respond! 1. The price of the solution you’re offering.

Oh no, I thought they were so interested!
PROSPECT: Can you call me back? I’m too busy right now.
30 3
SALESPERSON: That’s not a problem. What I can do if it helps

you is give you my number and you’ll have to call me back later
today to see if I would be available. Would that help?
My number is 573-578-9872. What’s your timeframe on getting

back to me today just to see if I would even be available for
you?
Asking them what their time frame just to see if I would be available
for you is a very powerful question that helps position you as a trusted
authority in the market.
It makes it appear that you are busy with other clients, that you are not
needy. You don’t need them. In fact, you’re doing them a favor by calling
back as they have problems and your solution will solve those for them.
They will start to view you more as an expert whose time is valuable,
rather than just another salesperson trying to sell them something.

PROSPECT: I can get back to you sometime later in the week
probably. If you have done your work correctly and gone deep into the conversation
SALESPERSON: Well possibly,

If you do get an objection it might
at this stage, just be
look atharder toTryrandomly
it as a concern. to understand
get a hold of me, with my schedule, what I can do though if you

have your calendar handy,

Understand I that
could pull
they have out
to make thatmine
commitmentsobefore deliver book
youyoucan what you a
specific time with me,information.
that way you don’t have to chase me down
and vice versa … would that be appropriate?
This also positions you as aObjections,

trusted authority
or concerns, whose
are sometimes time
requests for anyis valuable,
of the following:
rather than just another salesperson whoyou’re

1. The price of the solution they can shrug off at any time.
offering.
Now, if they don’t call back 3.atThethe scheduled time, you wait two minutes,
so it doesn’t look like you were waiting by the phone, and you call them.
31 3
“Hey John! It’s just Jeremy getting back to you. I’m just a little bit behind
schedule….”
See how that works?
Objection #9: Can you send me a proposal?
Never give a prospect a proposal without understanding what their

problems are, and if they have the budget/funding/money to solve
the problem.
You should live by this! There are no exceptions to this rule. Even if you
have a prospect that says “Can you just send me over a proposal with
your pricing in it?”
You must never fall prey to Nowthis with a prospect. If a potential customer
asked for a proposal upfront before you have discovered what their
situation is, you simply will them

saywiththis:
logical facts on why your solution is good for them. It’s time to use the same
“I’d be open to putting together ayour

If you have done proposal
work correctly for
and you,
gone deep butinto to be frank,
the conversation
I’m not quite sure I could even help you yet. Would it make sense to
ask a few questions about your

If you do get situation
an objection sojustwe
at this stage, can
look at it as a put something
concern. Try to understand
together for you that might be isuseful?

only a promiseWould that help you?”
you’re offering of a better future.
information.
32 3
information.
33 3
Objection #10: I need to talk to my spouse or

partner.
Realize when a prospect says “I need to talk to my spouse” it’s for

one of two reasons.
The first reason is you haven’t pulled out enough emotion from your
questions to help them see the problems clearly in their mind that
they have and for them to feel urgency to solve those to get where they
are wanting to go.
So because of that they are trying to get rid of you. They don’t feel
what you are saying will get them the results they want.
This is all on us as the salesperson because of our lack of questioning
skills. That can be fixed once you start implementing NEPQ™ and really
start to clarify and probe offIt’stheir answers.
not a rejection of YOU.
So the “I need to talk to my spouse” is not really a concern, they have a
real concern behind that, and
them you need
with logical facts onto whyfind outiswhat
your solution their
good for them.
real
It’s time concern
to use the same
actually is.
The second reason is thatIf youit’s just

do get logistical.
an objection The
at this stage, just spouse
look at isTryinterested
it as a concern. to understand
but they just discuss thingsyou’re
when they
offering is only amake
promise of major purchases.
a better future.
Based on how the call went from their tonality, body language, and the
information.
answers to your questions will

changestell
that you which
they would ofincluded
like to see these they
in what fall
you have into.
offered them. Perhaps
Now, no matter which oneObjections,

they orfall into,
concerns, your original
are sometimes requests for anyreaction
of the following:can
be very similar. You simply first want to acknowledge what they said
and then set up a time the2. Thenext day ideally or a day after to talk again
timing of your solution.
to either them or ideally both of them. This helps disarm them where if
they are in the first category more
andresources
theylikehavepersonnela realtheirconcern
to meet needs. so they are just
saying this objection you can help them overcome it on the actual call or
34 3
meeting.
Here is how it might look. I will show you how it will look in a few
various industries and then give you a generic example so you can
plug in your industry.
Once again this works for any product, service, or industry, it

doesn’t matter what you sell.
I will give you the generic version here and then give you some different
examples of how it would look in various industries.
PROSPECT: This sounds good. I just need to talk to my spouse as we

make these type of decisions together as a family.
SALESPERSON: That’s not a problem. How does your wife/husband

feel about you ________________? (Repeat
It’s not a rejection of YOU. back what they said they
wanted.) Now is not the time to REACT .. but most sales people just REACT to an objection.
PROSPECT: I think they would likefacts

me to your
dosolution
this,is good
butforIthem.
need toto use
ask them
them with logical on why It’s time the same
first.
SALESPERSON: Well what will you do if you go to them and they don’t
want you to _______________?If you do get(Repeat

an objection atback
this stage,the benefit
just look of what
at it as a concern. you are
Try to understand
offering, and what they saidyou’re

they wanted.)
offering is only a promise of a better future.
PROSPECT: I understand I just am not sure what they will say about
information.
this. There’s also the possibility that their objection may just be a request for a few simple
SALESPERSON: How will you ___________?

Objections, or concerns, are sometimes (Repeat
requests for anyback what they
of the following:
said they wanted) if they don’t let ofyou

1. The price getyou’re
the solution theoffering.
funds so you can XYZ
(repeat back the end result2.they wanted)
The timing then?
of your solution.
PROSPECT: Gosh I really4. do need liketopersonnel

do something
to meet their needs.about this.
more resources
35 3
SALESPERSON: Why now though, why not do this later when the
situation has gotten even worse?
Now if you still cannot get them to overcome this, you simply say…
SALESPERSON: I understand. What’s your timeframe on getting back

with me today or tomorrow just to see if I would be available for you?
(When you say, “just to see if I would be available for you”, it positions you
as the expert who is busy, not just a salesperson who is at their beck and
call because they are desperate for a sale)
PROSPECT: I could call you in the next few days.

SALESPERSON: Well, I’m not sure if I would be randomly available
like that with my schedule. What I can do if it helps you is if you have your
calendar handy I can pull up mine
It’s not soofyou
a rejection YOU. can book a specific time with
me in the next day or so, soNow you don’t have to chase me down and vice
versa, would that be appropriate?

(Notice I say “...so you don’t have to chase me down and vice versa”, this
positions you once again as Ifwith
the expert
you have who
done your is busy,
work correctly helping
and gone other
deep into the clients
conversation
solve their problems, so it’s attractive to your prospects.)
Never never say you can be available late at night or on the weekends
when they ask you for that,Understand

it makes you
that they have look
to make desperate and
that commitment before youwhen
deliver what
you
you
look desperate you are not information.

viewed by prospects as the authority or
trusted expert, you are viewed as just another salesperson trying to sell
them something. You become commoditized.

Here are a few industry specific examples

1. The price of offering.
of the solution you’re how this might look, once
again this works for any industry,
2. The timingany
of your product
solution. or service that’s sold.
Most of the time you can helpmore them resolve

resources like this
personnel to meet theirconcern
needs. on this call
36 3
and not even have to reschedule after they talk to their spouse and
or business partner, it just depends on your industry and what you
sell, especially your price points.
If it’s a B2C type of sale where it’s $1000, that would be completely
different than if it was a B2B sale selling something that is $1 million
dollars that needs to go through to the Board and Legal before
getting approved.
Amazon Coaching:
PROSPECT: I need to talk to my spouse.
SALESPERSON: That’s not a problem, how does your spouse feel

about you starting your ownOBJECTIONS ARE ONLY CONCERNS
business so that you can make more money
for the family?
(Notice I am repeating backNow

what they said they wanted which is making
more money.) uncover what the objection actually means.
PROSPECT: I think they would like that.
SALESPERSON: What are you going to do though if you go to them
and they don’t want you to Ifget

you dothe
get anfunding tostage,
objection at this putjustinto
look at the business
it as a concern. so you
Try to understand
can make more money though?

PROSPECT: Well, I guess I would just have to figure out what to do, not
information.
sure. There’s also the possibility that their objection may just be a request for a few simple
SALESPERSON: Well if you don’t

Objections, get the
or concerns, funding
are sometimes together
requests for any of thehow would
following:
you be able to even start your business

1. The price of the solutionso that
you’re you can get out of your
offering.
job to have more time with 2.your kids?

The timing of your solution.
(You are asking a consequence question

more resources here
like personnel to meettotheirhelp
needs.them realize if they
don’t do anything about this, they will just stay in the status quo, nothing
will ever change for them. We also repeat back the second benefit they
37 3
said they wanted, which was more time with the kids.)
PROSPECT: Yes I’m going to have to do something, I just need to talk to

them first.
SALESPERSON: What’s your timeframe on getting back to me in the

next day or two just to see if I would be available for you?
PROSPECT: I could call tomorrow or the next day probably.
SALESPERSON: Well what I can do if you have your calendar handy I

can pull up mine so you can book a specific time with me in the next day
or so, so you don’t have to chase me down and vice versa, would that be
appropriate?
Never ever let them just randomly call you back. If you do you will rarely
hear back, life gets busy, soIt’s you set aof YOU.
not a rejection specific time. No matter what, you
live by this rule. Now is not the time to REACT .. but most sales people just REACT to an objection.
You are on the next day and start offfacts

theon why
call:
your How
solution is does your spouse feel
them with logical good for them. It’s time to use the same
about you starting your own business so you can make more money?
Life Insurance: If you do get an objection at this stage, just look at it as a concern. Try to understand
PROSPECT: I need to talk to mythatspouse.

Understand they have to make that commitment before you deliver what you
information.
SALESPERSON: That’s not a problem. How does your spouse feel

about having stronger financial protection to pay for the house and other
expenses when something Objections,

happens to you?
or concerns, (Notice
are sometimes how
requests for anyI of
am repeating
the following:
back what they said they wanted.)

(Let them answer.) 3. The follow-up, or how they will be serviced.
38 3
SALESPERSON: Well what will you do if you go to them and they don’t
want you to put the extra funds into the policy and you don’t have that
protection for them and then something happens to you?
PROSPECT: Gosh I will have to just figure it out.
SALESPERSON: I understand. What will she have to do though if you

did pass away, God forbid, 15 years early and then she gets stuck with
having to pay the mortgage and all the other bills but she doesn’t have
the money to even do that?
PROSPECT: I don’t know. I just hope that doesn’t happen.
SALESPERSON: Are you willing to settle for that and take that risk?
PROSPECT: No, I really need to do something about this now.

SALESPERSON: Why now though? (If you feel like they still need to
talk to the spouse or they keep saying they need to, then just follow the
same format and set up thethem next appointment.)

with logical facts on why your solution is good for them. It’s time to use the same
(Let them answer.) If you have done your work correctly and gone deep into the conversation
Well what do you think you

If you should doatthen?
do get an objection this stage, just look at it as a concern. Try to understand
If they still come back and say they

Understand need
that they tomake
have to talk to spouse,
that commitment you
before you then
deliver go to
what you
plan B and set the appointment like I showed you:
information.
SALESPERSON: Okay, what’s your timeframe on getting back to me in

the next day or two just to see if I orwould

Objections, concerns,be available
are sometimes for
requests you?
PROSPECT: I could call tomorrow orsolution.

2. The timing of your the next day probably.
SALESPERSON: Well what I resources

can do if youto have
meet their your
needs. calendar handy I
more like personnel
39 3
appropriate?
Lead Services/Marketing:
In this example, let’s say you sell lead services to companies/small

business owners. It’s the same structure.
PROSPECT: This sounds good, but I will have to speak to my business

partner to see what they think.
SALESPERSON: Yeah that’s not a problem. Tell me, how does your
business partner feel about you guys getting a higher, more quality lead
type so you can make more sales? (Notice how I am plugging in what
they said they wanted, a higher quality lead and how I tie in the result of
that better lead, which is to OBJECTIONS
make more ARE ONLY CONCERNS
sales.)
Remember people don’t buy your
It’s not product
a rejection of YOU. or service they buy the results
that your product or serviceNowcan get them!
PROSPECT: Well, yeah, they would want better

solution leads for It’s
sure, I mean
them with logical facts on why your is good for them. time to use the same
who wouldn’t right?
SALESPERSON: Well, what are you going to do if you go to them and
they don’t want to put in theIf you

extra funding
do get an objection at to getjustthis
this stage, higher
look at quality
it as a concern. lead
Try to understand
and your sales keep going you’re

down over
is only the next months? (Say this
3-6future.
offering a promise of a better
with a skeptical tone. If youUnderstand

notice, thatIthey
am haveasking
to make that acommitment
consequence question
here to get the prospect to information.
realize what would happen if they don’t do
anything.) There’s also the possibility that their objection may just be a request for a few simple
PROSPECT: Yes we haveObjections,

to do orsomething for sure
concerns, are sometimes otherwise
requests we could
go under. 1. The price of the solution you’re offering.
SALESPERSON: Would 3.itThehelp you if we set up a call with your

business partner and you to4. The

discuss
more how weto might be able to help you
resources like personnel meet their needs.
solve this problem? (Especially if they have a business partner or other

decision makers in a B2B environment you would want the other decision
40 3
maker or makers on the next call.)
PROSPECT: Yeah that might help actually.
SALESPERSON: Well what I can do if you have your calendar handy I

appropriate?
And that process is how you help your prospect overcome the “I need to
talk to my spouse/partner” concern.
Objection #11: I need to check my finances.

With this concern we first need to understand what they mean by saying
“I need to check my finances.”
Does it mean they are saying they don’t know if they have the funds and
you need to overcome the “wethem withdon’t have
logical facts on whythe money
your solution is goodor
budget
for them. It’s time toobjection”,
use the same
or does it mean they are looking to see where they are going to get the
funds, and is simply logistical?
So the first thing we have toIf youdo is anask

do get a clarifying
objection question
at this stage, just look around
at it as a concern. this to
Try to understand
see what they mean by this. you’re offering is only a promise of a better future.
PROSPECT: I need to check my finances on this. information.
YOU: How do you mean exactly?

PROSPECT: Well I’m not1.sure if I should pull the funds from our 401k,
or use a credit card, or I might even be able to pay half myself and then
get a loan for the other half too.

YOU: Oh I see so you’re figuring out where you’re getting the funds
41 3
from? Yeah we have clients that do those options. Most of our clients just
use…
And then go over which avenue you want them to use to make the sale
the soonest, and at the end of that say this - Would that help you?
OR
PROSPECT: I need to check my finances on this.
YOU: How do you mean?
PROSPECT: Well we’re not sure we have the budget for this right now.

Now, you know that it’s a money/funding/budget concern and use the
How to overcome the “we don’t have the money” concern that we went
over earlier in the portal. It’s not a rejection of YOU.
Objection #12: I’m going to try and do this

myself.
The issue here is what did we say and or not ask in the discovery part of
the sales conversation that Ifthe
caused
you do get an the prospect
objection tolookthink
at this stage, just at it as ain their
concern. mind
Try to that
understand
customer, and put yourself in your customer’s shoes as they determine if what
they would be better off trying to figure everything your solution does on
their own? Understand that they have to make that commitment before you deliver what you
information.
Because, as we all know, they wouldn’t
changes that they wouldhave
like to seea cluein what
included how you to
havedo
everything
your solution provides, otherwise they would have already been doing it.
So if they go at it alone, what are the consequences?

Lost money, lost time, frustration, more stress. They stay in the status quo
and nothing ever changes for them.
42 3
So what we need to do on our end is go over three to four things that are
very technical or time consuming that they would agree in their minds
they would have no idea how to do or have the time to do it.
Once they say that to themselves they realize they would never be able to
solve their problems and get where they want to be without your solution.
Let me give you an example…
PROSPECT: This is really good, but I think I’m just going to try and do
this on my own and see how it works.
YOU: Well, I guess you could….Do you feel that you know how to XYZ,
and ABC, and be able to know how to do DYZ so that you can… (repeat
back what they said they wanted)
Let me give you an industryIt’s specific example
not a rejection of YOU. so you can see how this
would look. Just tie in whatNow
you sell to this same framework.
In this example, let’s say you

themsell consulting and training forIt’speople who
with logical facts on why your solution is good for them. time to use the same
want to start their own e-Commerce business. Your company teaches
them how to start and scale Ifwith
inyouyour
e-Commerce so they
have done your work correctly and gonecan deepmake more
into the conversation
prospect ... most, if not all objections, will be eliminated during the
money and have more time with their families by having their own
business If you do get an objection at this stage, just look at it as a concern. Try to understand
PROSPECT: This is good,Understand

but I thatthink I’mto just
they have going
make that to try
commitment beforeand dowhat
you deliver this
you on
my own and see what happens.
information.
YOU: Well I guess you could try…I mean do you feel like you know how
to research what the actualObjections,

top selling products
or concerns, are sometimes are that
requests are
for any working
of the following: in the
market now not in the past?1. TheDo you
price of the feel
solution like you know how to determine
you’re offering.
if those products are able to2. The

SCALE? Do you feel like you know how to
write the right ad copy to ensure your ads will actually convert? Do you
feel like you know how to determine which

personnelaudiences
to meet their needs.in your FB ads
more resources like
so you can start your lookalike audiences and then know how to scale
43 3
those? Do you feel like you know how to do all that so you don’t lose all
that money?
PROSPECT: Well not really, I guess I could try and figure it out.
YOU: So if you don’t know how to do all that, how much money do you
think you will lose every month trying to figure it all out without the right
knowledge and skills?
PROSPECT: Gosh I’m not sure..
YOU: Well, you tell me which is more risky? Is it more risky to get the
funding together put it into the training and ensure you have the right
skills and know exactly what to do day 1 so you’re profitable? Or is it
more risky for you to do nothing at all, try to wing it, and hope and pray it
works out for you? Which is more risky?
information.
44 3
Objection #13: I don’t know if I have the time.
Here we have a scenario where you are selling a product or service

that requires time for the end user to go through it, maybe it’s a training
program, maybe it’s software that they will have to install.
Depending on your industry, this objection could mean different things.
The first thing we have to do just like any concern we get is we have to
clarify what the concern actually means and what’s behind the concern.
In this example, let’s say you sold real estate education training that
teaches people how to invest in real estate.
PROSPECT: I really like this but I just don’t have time to go through it.
YOU: In what way? Or… how do you mean exactly?
PROSPECT: I am just so busy with my job right now and we just had a
new baby a few months ago,
themIwith
just wouldn’t
logical facts on why your know when
solution is I would
good for them.
It’s time tohave time.
use the same
YOU: How much time do you withfeel you ...would

your prospect most, if notneed to put
all objections, will beinto it toduring
eliminated start
the
buying and flipping homes? (repeat back what they said they wanted)
PROSPECT: Well I guess I thought I would need at least 15-20 hours a
week or so starting out… Understand that they have to make that commitment before you deliver what you
information.
YOU: Well I guess you could dothatthat, I would

they would say our
like to see included in whataverage
you have offered client is
changes them. Perhaps
probably doing maybe an hour a day. It just depends on how many homes
you want to purchase and how much
Objections, money
or concerns, you requests
are sometimes wantfortoanymake.of the following:
Do you feel you could put in2. The

5-6 hours a week so you can learn the right
skills to become a full time investor and get out of your job so you can
make more money? (repeat more back what
resources theytowant)
like personnel meet their needs.
45 3
PROSPECT: Yeah, that’s not bad at all.
Sometimes by just asking a simple clarifying question, you find out that
their version of “I don’t have time for this” is much different than the time
they need to put in. Prospects don’t know what they don’t know.
Now, let’s say, in the same example when you ask if they could put in
XYZ time, they come back and say this;
PROSPECT: Yeah I am so busy with my kids at soccer and my job I

don’t think I could even do that.
YOU: So without dedicating the time to learn the right skills to make more
money in your real estate business how would you ever be able to leave
your job so you have more OBJECTIONS
time with your ARE ONLY CONCERNS
kids? (Repeat back the end
result they said they wanted. In this example, it is so she could leave her
job to have more time with It’s
her not akids.)
rejection of YOU.
The “How are you going to…” question gets them to see in their mind that
they will never be able to have what they want unless theythem. change their
them with logical facts on why your solution is good for It’s time to use the same
situation.
PROSPECT: Yeah I’m not sure what I should do here.
YOU: Well you tell me which is more risky for you? Getting the funds
together to get into the training and

Understand dedicating
that they have to make that the time before
commitment to learn sowhatyou
you deliver
you
can have the skills to walk away from your job in 6 months? Or is it
information.
more risky to do nothing at There’s

all, the problem stays the same, nothing ever
changes and you end up missing out on your kids lives like you said
because you are at work allObjections,

the time? Which
or concerns, is more
are sometimes risky?
requests for any of the following:
46 3
Objection #14: I need to pray about it.
The first thing we have to do just like any concern we get is we have to
clarify what the concern actually means and what’s behind the concern.
PROSPECT: This is a big decision for us, and we really need to pray
about it.
YOU: Yeah, that’s not a problem (helps disarm the prospect). Now when
you say pray about it, what specific parts of what we went over would you
be praying about?
Now this is important as when they tell you what “parts” or aspects of your
solution they need to pray about that tells you what their real concern
actually is and then you can address the concern, help them overcome it,
and then close them. First of all … we have to realize that an objection is only a concern your prospect has.
PROSPECT: I feel we justNow need

Unfortunately,toat that
praypoint about thisjustbecause
many salespeople it’s a
fly off the cuff instead lot ofto
of working
money and we’re just not sure we have the budget for it.
See, now we know what the real concern is and we can help them resolve
that. See the “we don’t haveIfwith
the yourmoney” objection training we went
prospect ... most, if not all objections, will be eliminated duringover
the
earlier. engagement stage of the process.
Then after you help them overcome the money concern you simply ask…
YOU: How do you feel God would feel about you… (repeat back what
information.
they said they wanted) There’s also the possibility that their objection may just be a request for a few simple
(Industry example: Let’s say you sell

Objections, life are
or concerns, insurance andfor the
sometimes requests any of couple
the following:says
they need to pray about it.)1. The price of the solution you’re offering.
YOU: How do you feel God will feel about you having the financial
protection in place for your wife and like
more resources kids fortowhen
personnel meet their you
needs. do pass away and
they are completely taken care of without any stress or worries like most
people go through who DO NOT have the right insurance in place?
47 3
You won’t find anyone who says “Nope, I don’t think he would want me
to protect my spouse and children financially...” if you were selling life
insurance as an example.
Objection #15: I need to take to this to the

board and see what they have to say.
If you sell B2B and are selling to enterprise level companies this is a
pretty normal process. You might even encounter this selling to SMB as
well.
However, you need to fully OBJECTIONS

understand ARE a company’s
ONLY CONCERNS decision making
process and get the other board members, decision makers, and
influencers of those decision makers
First of on
all … we have board
to realize that anwith your
objection is only asolution.
concern your prospect has.
Because if you don’t, you have no atcontrol
Unfortunately, that point manyonsalespeople
the outcome
and
just fly off the cuff you
instead willto
of working
lose a ton of sales without that control.

PROSPECT: This looks really good but we will need to take this to our
next board meeting and present itprospect
with your to the board
... most, and
if not all seewillwhat
objections, theyduring
be eliminated think.
the
YOU: That’s not a problem.Iftheyou

Howdo get does
an objectionthe board
at this stage, just feel
look at itabout you
as a concern. Try toguys
understand
being able to solve this problem (repeat back the specific problem) so that
you can (repeat back what promised.

they said theytheirwanted)?
Quite possibly, objection is nothing more than a request for more
information.
PROSPECT: Oh I think they would
changes that theywant
would likeus toincluded
to see be able tohave
in what you dooffered
thatthem.
forPerhaps
sure,
but I still have to check.
YOU: So what happens if you go to the board and they don’t want you

to put the funding in, how would you ever be able to… (repeat back what
they said they wanted)? 4. The quality of what you’re offering ... perhaps they want you to commit more time or
PROSPECT: Well it would be much harder for sure.
48 3
YOU: Would it help if we had you introduce us to the board and we go

over some of the issues you mentioned your company was having and
how we could possibly help you solve those like we do with our other
clients, would that help you?
PROSPECT: Yeah that might make more sense…
Objection #16: This is just too expensive for us

right now.
This objection is very similar to the “we don’t have the money/budget”
objection.
The difference is we need to clarify what they mean by “it’s too expensive”
compared to what. First of all … we have to realize that an objection is only a concern your prospect has.
PROSPECT: This is Unfortunately,
just tooatexpensive for our
that point many salespeople
company.
just fly off the cuff instead of working to
YOU: How do you mean by it’s too expensive?
PROSPECT: Well, another

company
with your prospect ... most, ifInot
am looking
all objections, will at is 10%
be eliminated during the
cheaper for the same product.
Do you see how that works? The salesperson now knows what the
prospect means when theyUnderstand

say it’s
promised. Quite too expensive.
that they have to make that commitment before you deliver what you
possibly, their objection is nothing more than a request for more
information.
YOU: When you say the same
changes product, what
that they would like do you
to see included mean?
in what you have offered them. Perhaps
PROSPECT: Well it’s veryObjections,

similaror concerns,
to what you guys have.
YOU: Are you familiar with the major difference between our XYZ product

compared to the ABC product you’re referring too?
PROSPECT: Not really.
49 3
YOU: Well it just depends on what you are looking for. Is the most
important thing to you cost or how does that compare to you actually
getting results and being able to solve this problem though?
PROSPECT: We want results for sure we just were wondering about the
difference.
YOU: Well you tell me, which is more risky? Is it more risky to get the
10% extra funds together to solve the problem permanently and get you
where you guys want to be? Or is it more risky to go the cheap route, the
problem might not get solved, you guys stay in the status quo and the
situation gets even worse? Which is more risky?

Objection #17: I already have a coach/mentor!
This objection would really It’s
only come up if you sold some type of
coaching/training offer or if Unfortunately,

you soldat that some type
point many of consulting.
salespeople just fly off the cuff instead of working to
First of all, let’s get behind what
them with this objection
logical facts actually
on why your solution means.
is good for
them. It’s time to use the same
PROSPECT: I’m already going through a coaching program withduring

with your prospect ... most, if not all objections, will be eliminated a the
mentor now, so I should just finish this and then get back to you.
YOU: Well I guess you could. And how long have you been going
through that program? Understand that they have to make that commitment before you deliver what you
information.
PROSPECT: About 4 months

changesnow.
that they would like to see included in what you have offered them. Perhaps
YOU: What type of results Objections,

are you getting
or concerns, from it?
PROSPECT: Well it’s a decent program, I just need to finish it before

starting something else.

YOU: You mentioned it was decent, what do you mean by that?
50 3
PROSPECT: Well it’s a good program for what I paid for it.
YOU: Well what specific results have you gotten from it?
PROSPECT: No results yet but still going through it.
YOU: So help me understand, if you have been going through it for four
plus months and still gotten no results, how are you going to…(repeat
back what they said they wanted) if you just keep doing the same things?
PROSPECT: I’m not sure I guess I haven’t thought about it
YOU: Well do you want to keep going through programs for months
where you don’t get any results? Or would you rather change your
situation and start getting results now like our clients are?
Objection #18: I’ll get back to you or we will get

back to you.
This is a common objection you can
with your get
prospect very
... most, early
if not in awillsales
all objections, conversation
or at the end of sales call.
First of all, we need to make sure that we do NOT come across as
desperate and just agree toUnderstand

let them
promised. gettheir
Quite possibly, back tois us,
objection nothingor say
more than asomething
request for more like
information.
“Can I call you later today?” and then you just randomly call them later.
Doing this lowers your status with a prospect as they start to view you as
just another salesperson trying to sell them something. And most of the
time when you do call back they will not answer and not return your calls

or have another excuse on why you need to call back later.
In this example, let’s say youmore
called an outbound lead, and they say within
resources like personnel to meet their needs.
the first 30 seconds…
51 3
PROSPECT: I don’t have time to talk, can I just get back to you later?
YOU: Possibly, I would have to look at my schedule to see if I could be

available for you.
What I can do if you have your calendar handy I can pull up mine that
way you can book a specific time with me. That way you don’t have to
chase me down and vice versa, would that help you?
Then you book a specific time later that day or the next. If you book a
time a week away the likelihood the prospect will remember and show up
is very low.

Now, why would I just not agree to let them randomly get back to me?
Because more than likely they won’t. It’s a fight or flight response they
gave when you called them.It’s So at this
not a rejection point they are just trying to get rid
of YOU.
of you. Now is not the time to REACT .. but most sales people just REACT to an objection.
Realize when we come intothemany with sales

logical factscall
on whyor
yoursales conversation
for them. It’s time to no
solution is good use the same
matter what we sell, we must first establish what’s called a status frame.
Meaning when we enter thatIfwith
call,
you havewe donemust
your workget theandprospect
correctly gone deep intoto at least
the conversation
view us at the same level asengagement
them as far as our status.
stage of the process.
By the middle to end of that call/conversation, we must get them to view

us as having a higher status in that

Understand that subject
they have to makewethatare communicating.
commitment before you deliver what you
information.
That triggers them to view us as the Expert or the Trusted Authority that
can get them the results they are looking for, rather than viewing us as
just another salesperson trying to orsell

Objections, them
concerns, something.
So when they say they will 2.just getof back

The timing to us later at the beginning of
your solution.
a call or even if they say, “Can you call me back later?”, the way we
52 3
establish the right status frame is by simply acting detached from the
outcome.
When we say “Well possibly, I would have to look at my calendar to see if

I would even be available for you.” It starts to trigger in their mind that you
are busy, you don’t need them, you have tons of clients. Therefore, you
might have something important to them.
Especially when we say… “What I can do if you have your calendar

handy, I can pull up mine and have you book a specific time with me that
way you don’t have to chase me down and vice versa, would that help
you?”
That establishes a status frame where they start to view you much
differently. All of a sudden OBJECTIONS ARE ONLY CONCERNS
you are suggesting they can book a specific
time that way they don’t have to chase you down.
It gets them to think you must be very successful if others are having to
chase you down just to getuncover

on awhat call about what you offer. So it must be
the objection actually means.
something important to them.

Now let’s say they give you this objection

If you have done your work atcorrectly
the end and gone ofdeepa sales call. If you
sold B2C and did a one call engagement
close it stage would be different than if you sold,
of the process.
let’s say, B2B and were trying

If you dotogetset up, let’s
an objection say,
at this stage, just a
looksecond callTry for
at it as a concern. a demo
to understand
or proposal or whatever your next

offeringstep is in ofyour a better sales process.
you’re is only a promise future.
Let’s say you sold B2C in this example: information.
PROSPECT: We really like this, what you offered, give us some time
and we will get back to youObjections,

with an answer.
or concerns, are sometimes requests for any of the following:
YOU: That’s not a problem. What’s

2. The your
timing of your timeframe on getting back to me
solution.
later today or tomorrow to see if I would be available for you?

PROSPECT: Not sure we just need some time to think it over. (Now you
are starting to get closer to what their actual objection is, but not quite
53 3
yet.)
YOU: Well what I can do is if you have your calendar handy I can pull out
mine and have you book a specific time with me, that way you don’t have
to chase me down and vice versa, would that help you?
At this point, you still do not know what their real concern is. When a
prospect says, give us some time and we will get back to you, or I need
some time to think about it, that is not an objection. The objection is
behind that response they are giving you.
If you don’t find out what the objection is, the likelihood of them getting
back to you is slim to none.

So you would treat this exactly like you would a “I want to think it over”
objection, which as you already know is not really an objection at all.
So after you have booked aNow

specific time with them for the next call, you
simply ask this question: uncover what the objection actually means.
YOU: Now before I go, what were you wanting to go over in your mind
(a better way of saying; “what dodone
If you have you want
your work toand
correctly think about”),
gone deep just so I
know what questions you might have when we talk tomorrow?
Now this is the key at this point, they are going to tell you what their real
concern is. Understand that they have to make that commitment before you deliver what you
information.
They might say, “Well I’mThere’s

justalsoconcerned about…” or, “I’m just not
understanding this part…” or, “I’m not sure if I can get the money
for this…” Objections, or concerns, are sometimes requests for any of the following:
Now would you rather know what

2. The timing their
of your solution. real concern is now when
you are on zoom with them, in person, or on the phone rather than
just knowing and hoping 4.and praying they show up to the next
appointment.
54 3
question and then discuss it like two people who are trying to work
call.
Now in this example, let’s say, you sell B2B and you are trying to set up
a second call to do a demo of your product that you sell and you get the
same “Let us get back to you.”
YOU: Good first call, that really gives us a better understanding of your
company’s situation.
Really the next step would be, if it’s appropriate, is we would schedule
a demo with your team to go over how the XYZ product would actually
solve the problems (repeatOBJECTIONS
back the specific ARE ONLY CONCERNS
problems they brought up
from your questions) and get you guys to where you want to go. Would
that help you? It’s not a rejection of YOU.
PROSPECT: Well I’m not quite sure we would have the time right now,
why don’t we just get back them

to you later?
YOU: Yeah, that’s not a problem

If you have(simple way
done your work to and
correctly take goneout deep any
into the sales
conversation
pressure). What’s holding you back from exploring this further so you
can… (repeat back what they

If you dosaid
get anthey
objectionwanted)?
at this stage, just look at it as a concern. Try to understand
PROSPECT: Well we are Understand

not sure about….(and
that they here is
have to make that commitment where
before the
you deliver what real
you
concern comes out) information.
Now depending on what their concern is, depends on how you address it
at this point. You then clarify it, discuss

Objections, or concerns, itare
like two requests
sometimes friends working
for any together
of the following:
for a solution and then you 1.diffuse it, solution

The price of the thenyou’re book them for the second call
offering.
demo. 2. The timing of your solution.
55 3
Objection #19: I’m happy with my current

vendor/company.
Let’s say, early into a sales call your prospect says upfront, that they are
happy with who they are already using.
Just so you are aware this is a common knee jerk reaction from a
prospect to a salesperson so they can try to get rid of you.
The first thing we have to do is disarm them, and get them curious
enough to want to engage, and open up to us.
PROSPECT: (early in the call) Thanks for the call but we are pretty
happy with our current vendor/company.
YOU: That’s not a problem.FirstAnd

of all … just
we have so you’re
to realize that an aware, I’m
objection is only not your
a concern quite sure
prospect has.
we could even help you yet. We would have to understand a bit more
about what you are using for XYZ, attothatsee
Unfortunately, if we
point many could
salespeople just even help
fly off the cuff you
instead in tothe
of working
first place, because maybe Please
you’re better off staying with who you already
realize that this is not the time to go back into a selling mode to try to persuade
have. them with logical facts on why your solution is good for them. It’s time to use the same
For example, I should probably ask
with your first... most,
prospect whoif not doall you use
objections, will for… (and
be eliminated then
during the
you will ask your first situation question, to find out what their current
situation looks like thereforeIftheyou
starting a two
do get an objection way
at this stage,conversation)?
So you start off by disarming theQuite

prospect
possibly, theirby agreeing you
than amight
request fornot
promised. objection is nothing more more be
able to help them which removes any sales resistance from the prospect
information.
and causes them to be far more open
changes that in like
they would having a real
to see included in whatconversation with
you have offered them. Perhaps
you instead of trying to get rid of you!
56 3
Objection #20: I don’t know what I need to

improve.
This objection you might get if you sold B2B or some B2C sales such as
high ticket sales, etc.
Let’s say you ask them a problem awareness question around what they
are looking to change or improve about what they currently have and they
seem unsure.
PROSPECT: I don’t know what I need to improve.
YOU: Well if you really thought about it, what do you feel it would be?
This simple question forces their brain to think deeper about the question
you just asked. Notice howFirstI asked “What
of all … we have to realizedo
that you FEEL
an objection is only aitconcern
would be?” has.
your prospect
rather than, “What do you THINK it would be?”

Now why would I make thatPlease
shift? Because FEEL brings out the person’s
emotions. If I asked THINK,them
that just gets them thinking logically.
And as we already know fromwithbehavioral science,
your prospect ... most, human
if not all objections, will bebeings make
eliminated during the
buying decisions emotionally 100% of the time.
Objection #21: I don’t know if it will work for

information.
what we do/for our industry. There’s also the possibility that their objection may just be a request for a few simple
Depending on what you sell, you might get this type of objection.

Once again, the first thing we want to do is clarify what they actually
mean so we understand the3. The real concern.
PROSPECT: I’m not sure this would actually work for us.
57 3
YOU: In what way? or How do you mean? or What wouldn’t work

specifically?
PROSPECT: Well we’re not sure if it will be able to XYZ…
YOU: Why do you feel it wouldn’t be able too, just so we understand?
PROSPECT: (let them respond on why they feel it wouldn’t)
YOU: If there was a way it could (repeat back what they said it wouldn’t
do) would you be open to looking at that, if we walked you through it?
For example, let’s say you sold medical device equipment and the doctor
said they were unsure the knee replacement would work as good as what
they were already using. OBJECTIONS ARE ONLY CONCERNS
PROSPECT: I’m not sure It’s
this
not amodel would work as good as the ABC
rejection of YOU.
model we have been using.Now is not the time to REACT .. but most sales people just REACT to an objection.
YOU: In what way? or WhyPlease

dowith
them you
logicalfeel,
facts on whyit wouldn’t work
your solution is good forIt’syour
for them. time to use the same
patients?
PROSPECT: Well we like the model because of… engagement stage of the process.
YOU: If there was a way that this XYZ model could do all of that but also
be able to cut your operative timethat

Understand bythey50%
have toso makeyou could before
that commitment seeyoumore patients
deliver what you
would you be open to exploring that further with us?
information.

Objection #22: There is no budget allocation left
for this year, maybe next year, call back then.


First of all, we have to understand, is this the real concern or are they just
saying this to you at the end more
of resources
a sales call or
like personnel your
to meet sales process to try
their needs.
and get rid of you?
58 3
This is more of a B2B concern you might get from a C-level executive or
other decision-makers in the company you have been speaking to.
PROSPECT: We really like this but our budget allocation has already
been used for the year. We have the new budget coming out in another 5
months and let’s talk then.
Now, we ALL know that there’s a 99% chance that you will NOT hear from
this prospect in 5 months after they have a new budget. So many things
can change in that company even the very same decision-makers you
just talked to might no longer even be working there or moved to other
departments.
Besides, it’s not like the money is not there, it’s not that the money DOES
NOT exist. It’s just the priority of where that money is now being spent
that is important for you to understand.
If you have taken them through the NEPQ™ sales process and done your
job correctly they should view that it is far LESS risky for them to get the
funds together, pay for yourthem

product/service,
with logical facts on why yoursolve their problems,
It’s time to use and
the sameget
solution is good for them.
the results they want, rather than doing NOTHING at all, staying in the
status quo, nothing ever changes
If you haveand the
done your work problems
correctly and gonestaydeeptheinto the same.
conversation
Which is more risky? If you do get an objection at this stage, just look at it as a concern. Try to understand
This should be handled very similarly

Understand that theyto
havehow
to makeyou wouldbefore
that commitment handle any
you deliver what you
money objection but with ainformation.
bit of a few tweaks.
Here is the generic formula: they want a few changes to the terms of what you are offering.
NEW MODEL SALESPERSON: That’s

1. The price of the solution you’re not a problem...Tell me, if
offering.
you did have the money/funding, would this be something that would
work for you? 3. The follow-up, or how they will be serviced.
If you have asked the right questions in the conversation they will
always say “Yes”. Did you notice how I paused there?
59 3
PROSPECT: Yeah, for sure.
NEW MODEL SALESPERSON: Why do you feel it would

though?
(Did you see the skepticism?)
PROSPECT: Well, we like ... but we just don’t have the money for
it.
NEW MODEL SALESPERSON: I can appreciate that money

might be an issue for you. How do you think you can resolve that
where you can find the money so that you can … (Here you just
plug in what they said they wanted.)
You are tying in them getting
It’s not a the funding/money
rejection of YOU. with having what
they said they wanted. Now is not the time to REACT .. but most sales people just REACT to an objection.
If they don’t get the funding/money

them with logical factsthen theysolutioncan’t
is good forhave what to use they
on why your them. It’s time the same
said they want.
Now, if they cannot come up with ways on how they can get the money,
you can ask them this question:

“What other avenues do youthat

Understand have totofind
they have the
make that funding
commitment beforeso thatwhat
you deliver youyou can
...” information.
Once again, you are just filling in the second thing they said they wanted.
Here is an industry-specificObjections,
example: or concerns, are sometimes requests for any of the following:
In this example, the salesperson

2. The timingis solution. leads to SMB companies
selling
of your
looking for a higher quality lead or more lead volume for their
salespeople. 4. The quality of what you’re offering ... perhaps they want you to commit more time or
“Tell me … if you did have the funds, is this something that would
60 3
work for you?” (They will always say “Yes!”)
“Why though?”
(Notice the tone here, it’s like you’re a Hollywood actor - George
Clooney)
Or if they say, “I do BUT I just don’t have the money…”
You, the salesperson, will say, “Money aside why do you feel it
would though?”
“Okay, so I can appreciate that money might be an issue for you.

How do you think you can resolve that where you can find funding
so you can get theseOBJECTIONS ARE ONLY CONCERNS
higher quality leads to your sales team?”
(Let them come up with ways.)
If they cannot figure it out: uncover what the objection actually means.
“What other avenues do you have to find funding to get the leads to
start really scaling the company?”
If they still can’t come up with ways:

“So how will you keepUnderstand

your salespeople
that they have to makehappy so before
that commitment theyyoudon’t leave
deliver what
you
and get up to XYZ in revenue

information. this year without having the higher
quality leads?” There’s also the possibility that their objection may just be a request for a few simple
“So you tell me is it more risky

Objections, to getarethe
or concerns, funding
sometimes from
requests for any of another
the following:
department, put it into1.the higher

The price quality
of the solution leads so your team makes
you’re offering.
more sales now and hits 2. The their revenue

timing of your solution. quota? Or is it more risky to
do nothing at all, the next five months sales keep going down, and
you don’t reach your quota you likehave for thetheirsecond straight year like
more resources personnel to meet needs.
you mentioned? Which is more risky?”
If they still say they can’t find the funds, you can offer suggestions on
61 3
what other clients do to get the funds if they didn’t have them.
“Can I make a suggestion?”
“What I can do is show you the avenues that our other clients use to
get the funding if they don’t have it themselves, and you will have to
see if you have those options if you’re wanting to (repeat back what
they said they wanted) get these higher quality leads so you guys hit
50 Million in revenue this year…”
After you go through the ways they find the funds, you simply ask - “What
of those avenues do you have?”

Objection #23: I’m already speaking with
another company. First of all … we have to realize that an objection is only a concern your prospect has.
This objection will likely occur at the beginning of a cold call or could
happen on an outbound lead atrealize

Please thethatbeginning ofgothat
this is not the time to conversation.
back into a selling mode to try to persuade
The main thing we have to understand is we first have to disarm that

prospect which triggers themwith
toyour
want to... keep
prospect engaging
most, if not
rather
all objections, will than
be eliminated trying
during the
to get rid of us.

PROSPECT: We are already speaking with another company.

information.
YOU: Not a problem, that’sThere’s
pretty normal, and just so you’re aware I’m
not sure we could even help you yet, we would have to understand more
about what you’re doing in XYZ area to see if we could even help you in
the first place.

If we can, we can continue 3.the conversation, but if we can’t, we can just
hang up the phone or even4.recommend you to someone else who might
be able to help you better. Are you with me?

62 3
PROSPECT: Yeah all good.
YOU: Could you walk me through what you guys are doing now with…
(Ask your first situation question.)
The point is, once you get them to lower their guard by disarming them by
simply saying, “I’m not quite sure we could even help you.”
Objection #24: You’re more expensive than our

current vendor.
First, we need to clarify what they actually mean by this statement.
PROSPECT: Our CEO said that you guys are more expensive than the
company we already use though.
YOU: In what way? them with logical facts on why your solution is good for them. It’s time to use the same
PROSPECT: Well we are paying

$5k ...amost,
with your prospect monthif not allfor them
objections, right
will be now
eliminated but
during the you
quoted $5900 a month.
YOU: Is cost the most important thing to your CEO, or actually getting
results and solving the problem

promised. though?
Quite possibly, their objection is nothing more than a request for more
information.
PROSPECT: Well, for surechanges
we that
want to get
they would the
like to see results
included but
in what you we
have
noticed
yours is more than who we already use.

YOU: Yeah it just depends1.on what type of results you guys want. Do

you want the same results you’re getting now which you mentioned was
causing you to (repeat back4. The
the consequences of the problem they have
that they mentioned) or do you want to actually solve that so you can
(repeat back what they said they wanted)?
63 3
For example, let’s say you sell medical device knee replacements …
YOU: Yeah it just depends on what type of results you guys want. Do
you want the same results you’re getting now which you mentioned was
causing you to overspend on operative time having to see the patient
over and over again post surgery? Or do you want to actually solve that
so you can eliminate all the follow ups and free up all that time to perform
more surgeries?
Objection #25: I’ll get back to you on this.
Let’s say after your presentation, you go in for the close, which we would
call asking commitment questions to get your prospect to commit and
take the next step to purchase your solution to solve their problems, but
then they say, “This looks good, I’ll get back to you on this.”
First of all, if you accept thisNowatis not

face value and believe just fly they will just
Unfortunately, at that point many salespeople off the cuff instead callto
of working
you back you are going to lose a ton of sales. 99% of people who say this
will never call you back, it’sthem
just witha smokescreen
logical objection
facts on why your solution is good for them.
toIt’stry and
time to get
use the samerid
of you.
Something you said or didn’t ask them triggered them to have uncertainty
in what you are offering them, that

If you do get aneither itthiswon’t
objection at work
stage, just look at it for them,
as a concern. orunderstand
Try to they
don’t need it. There is no GAP fromis only
you’re offering where
a promisethey are
of a better now, compared to
future.
where they want to be! Understand that they have to make that commitment before you deliver what you
information.
The first thing we want to do is disarm them

that they would soincluded
like to see we inlearn
what youwhat thethem.
have offered real
changes Perhaps
objection is.
PROSPECT: Thanks for the presentation, we are going to look over this
and will get back to you. 2. The timing of your solution.

YOU: That’s not a problem. more
What’s
resourcesyour timeframe
like personnel for getting back to me
to meet their needs.
64 3
in the next few days to see if I would be available for you?
Now let’s dissect what I just did here. When I say, “That’s not a problem”,
in a sense I’m agreeing with them that they can get back to me, which
helps reduce sales pressure. As we know if they start to feel pressured
many prospects close down emotionally and will never open up to you
about what their real concern is.
Now, also, when I asked, “What’s your timeframe on getting back to me in

the next few days?”
I am narrowing down the decision here to the next few days. If we just let
it be, it could be weeks out, and by that point, the deal is for sure dead.

Now the last part here when I say, “To see if I would be available for you
…” This is what we call a “NEPQ™ status frame” which causes them to
view you differently. This guy/gal is busy
It’s not a rejection of YOU. with other clients, you don’t need
their business, you alreadyNowhave tons of clients. You are here to help
them solve their problems but there’s nothing you can do for them if they
stay in the status quo.

PROSPECT: Well we couldIfwith get

you todone
have youyourlater this and
work correctly week or into
gone deep something,
the conversation I’ll
have to look at what I have going on.
YOU: Well possibly. I’m not sure I would randomly be available. What
I can do if it helps you, is if Understand

you have your
that they have tocalendar handy
make that commitment beforeI you
can pull
deliver up
what you
mine and have you book a information.
specific time with me that way you don’t have
to chase me down and viceThere’s versa, would that be appropriate?
This is called a NEPQ™ calendar

Objections, orcommitment,
concerns, are sometimes which locks
requests for them
any of the in with
following:
a specific time so it’s on the1. The

calendar, and
price of the solution positions
you’re offering. you as the authority,
the trusted expert, who is busy with
2. The timing other
of your solution. clients, notice how I said, “that
way you don’t have to chase me down …”

Now, after you have the specific time booked with them, we then want to
act like we are about to leave, or get off the call with them depending on if
65 3
you are in person, zoom, or on the phone with them.
YOU: Now before I go what was it that you wanted to go over in your
mind, just so I know what questions you will have when we talk on
Monday?
Notice how this is almost identical to the “I want to think it over”

smokescreen objection and you should treat it the exact same way.
PROSPECT: Well I need to go back to the board/my spouse/my CPA

and see if we can get the budget for this.
Now we know exactly what the real objection is, which is the money. And
we can clarify, discuss this, and diffuse using the standard “we don’t have
the money/budget” objection.
Objection #26: I want to make sure it’s the right

time for me to focus on this.

PROSPECT: I want to make sure it’s the right time for me to really focus
on this. with your prospect ... most, if not all objections, will be eliminated during the
YOU: How do you mean? If you do get an objection at this stage, just look at it as a concern. Try to understand
PROSPECT: Well I’m really busy with

Quite possibly,my... (kids/studies/work
their objection is nothing more than a requestwhatever
promised. for more
information.
excuse they throw out)
YOU: How much time do you think you would need to put into this just so
I understand? Objections, or concerns, are sometimes requests for any of the following:
PROSPECT: Well it looks like from what you went over with me, that I

would have to put in at least4. The
15-20 hours a week into this.
66 3
YOU: Well I guess you could. Most of our clients just put in around 4-5
hours a week to get those types of results we talked about. Would that
help you?
Most of the time you can resolve it simply because they thought they
would need to invest more time than they even needed.
Now the way I taught you to resolve this would only be for certain
industries and products and services.
Here is another way to resolve the same concern. In this example, let’s
say you sell “relationship or marriage coaching” which helps couples not
split up and have a great marriage/relationship …

PROSPECT: I want to make sure it’s the right time for me to really focus
on this.
YOU: How do you mean? Now is not the time to REACT .. but most sales people just REACT to an objection.
PROSPECT: Well I’m really

thembusy with
facts on my work
why your right
solution is goodnow.
with logical for them. It’s time to use the same
YOU: That’s not a problem.Ifwith

Can
you have I done
make a suggestion?
your work correctly and gone deep into the conversation
PROSPECT: Sure. If you do get an objection at this stage, just look at it as a concern. Try to understand
YOU: How will you be ableUnderstand

to repair your
that they have torelationship
make that commitment with
before your spouse
you deliver what you if
you don’t take the necessary time to learn how to dissolve conflicts and
information.
start connecting again? There’s also the possibility that their objection may just be a request for a few simple
PROSPECT: Well I don’t know I orguess

Objections, concerns, I’ll have to
are sometimes figure
requests for anysomething
of the following: out.
YOU: Are you willing to settle for ofthat?

2. The timing (softly challenge them)
your solution.
PROSPECT: Well I guess4.ifThe

I quality
more had
resourcesto,
like I wouldn’t
personnel have
to meet their needs.a choice.
of what you’re offering ... perhaps they want you to commit more time or
YOU: Whose choice is it if you settle or not?
67
PROSPECT: Well I guess it would be my choice.
3
YOU: Well you tell me which is more risky for you and your spouse. You
getting the funds and dedicating the time over the next 90 days to learn
once and for all how to heal your relationship, so you feel connected once
again, and your marriage thrives for you, him, and your children?
Or is it more risky for you to do nothing at all, stay in the status quo, the
problems of fighting, lack of intimacy, and the lack of connection stay the
same, nothing ever changes and you end up getting a divorce from him?
Which is more risky for you and your family?
(They will always say it’s more risky if they don’t do anything at this point.)
PROSPECT: Yeah that’s so right.

YOU: Do you want to change all of that and have the marriage you
wanted when you first got married?
PROSPECT: Yes, I want that so bad. uncover what the objection actually means.
information.
68 3
Objection #27: I just have way too many things

going on, can you give me a call back later?
Let’s say you call an outbound lead who has responded to some type
of ad requesting more information and you are calling back. Prospect
answers and says …
PROSPECT: Hey thanks for calling but I’m wrapped up at work right
now, can you call me back later?
YOU: Well possibly. What I can do is give you my number and have you
call me back later today, would that help you?
PROSPECT: Sure. OBJECTIONS ARE ONLY CONCERNS
YOU: Okay my number is 816-896-4498,

First of all … we have to realizenot what’s
that an objection is your timeframe
only a concern your prospect on
has.
calling me back later today just to see if I would be available for you?
Now, why would I not just ask the prospect when they want me to call and
call back at that time? Because it makes you look desperate, attached,
just another salesperson trying to sell them something. Notice how when
they tell you to call back latewith atyour
night
prospector...even during
most, if not thewillday
all objections, how during
be eliminated 90% the of
the time they don’t answer. Then you leave a voicemail, and email and
they never respond back. Iftheyoucustomer,
do get an objection at this stage, just look at it as a concern. Try to understand
and put yourself in your customer’s shoes as they determine if what
Do you know why? Because theyQuitewere

possibly,just trying to get ridaof you
promised. their objection is nothing more than request for more
because of something you said or didn’t ask them at the beginning of that
information.
69 3
call that triggered them to go into fight or flight mode and try to get rid of
you.
PROSPECT: I could call you later today at 4 probably.
YOU: I should be available then. If I don’t answer, can you just text me
and I’ll have to see when I can get back to you? Would that work?
Now more than likely the prospect is not going to call you back at 4. So
you wait a few minutes after four, to make sure you don’t look desperate,
and then you call and say this;
YOU: Hey Jennifer, it’s just __________ I’m a bit behind schedule was
just with another client, okay so it looks like you responded to an ad on
Facebook about … (then goOBJECTIONS ARE ONLY CONCERNS
into your first connecting question to take the
focus off of you and put it on them).
Here is another way to overcome this objection it’s called a NEPQ™

calendar commitment. uncover what the objection actually means.
PROSPECT: Hey thanks for calling but I’m wrapped up at work right
now, can you call me back later?
YOU: Well possibly, I wouldIf youhave

do get antoobjection
look.at What I could
this stage, just look at it asdo if it Tryhelps
a concern. is if
to understand
you have your calendar handy I canis only pull up ofmine a better and
future. have you book a
you’re offering a promise
specific time with me later today

Understandso that you don’t
they have to makehave to chase
that commitment me
before you down
deliver
what you and
vice versa, would that be appropriate?

information.
Then you book a specific time with them. Notice how you have built an
equal status frame with them when

Objections, you say
or concerns, “that requests
are sometimes way you
for any don’t have to
of the following:
chase me down”. That one1.phrase frames

The price of the you
solution you’re as someone who is an
offering.
expert, a trusted authority who hasof your

2. The timing lots of other clients. You don’t need
solution.
them. You’re detached, calling to see if you can help them.

70 3
Objection #28: What’s different about your

company compared to others out there that do
similar things to you?
Typically, if you get this objection, or I would call it a question it’s usually
going to be thrown at you at the beginning of a sales call or conversation.
PROSPECT: What’s different about your company compared to others

out there who have similar services?
YOU: Well maybe nothing… (pause 3 seconds) And just so you are
aware I’m not quite sure we could even help you yet, we’d have to
understand more what you have in place now as far as XYZ, compared
to what you might be looking for, to seeARE
OBJECTIONS what thatCONCERNS
ONLY GAP looks like. For
example, what do you currently use for ABC area?
The first thing we have to do is DISARM the prospect so they are open to
what we offer. Unfortunately, at that point many salespeople just fly off the cuff instead of working to
Now, what do most salespeople do when the prospect asks them this
question?
They go off how they have the best this, the best that, and start talking
about all the amazing features andandbenefits
put yourself in that theyshoes
your customer’s believe are better
the customer, as they determine if what
than their competitors. you’re offering is only a promise of a better future.
information.
But what’s the major problem with this? Well, your prospects hear the
same thing from your competitors and every other salesperson who
has ever tried to sell them something, so you all sound the same. And
because of that you get commoditized with everyone else, where they

view you as just another salesperson trying to shove your solution down
their throat. 3. The follow-up, or how they will be serviced.
Objection #29: Can you give me a better price,
71 3
we had another quote that was cheaper.
This could be an objection you get at the end of your presentation or

proposal where they are negotiating you on price.
This is easy to diffuse with the right NEPQ™ Diffusing questions
PROSPECT: Can you give us a better price on this?
YOU: How do you mean? or What’s behind that question just so I

understand?
PROSPECT: Well XYZ company gave us a quote that’s cheaper than

yours.
YOU: What quote did they First

give you, and for what, just so I understand?
Can you go over their proposal with me in detail?
You want to ask this last question because sometimes the prospect can
just be making stuff up, or they
them withcan
logicalget
facts on awhy
quote butis good
your solution it’sforfor
them. aIt’sservice/
time to use the same
problem that is far different than what you are offering and you know it
won’t actually solve the problem.
YOU: Well it just depends on

If you what
do get an kind
objectionof results
at this you
stage, just look at it want. IsTryprice
as a concern. the
to understand
most important thing to youyou’re
or actually
offering is only asolving thefuture.
promise of a better problem and getting
the results you want? Understand that they have to make that commitment before you deliver what you
information.
PROSPECT: Well we haveThere’s to also

changeshave
that they results but
would like to see if we
included could
in what you haveget
offeredathem.
better
Perhaps
price that’s important too.
YOU: Can I make a suggestion?

PROSPECT: Sure go ahead.

YOU: What they quoted you is for XYZ, which does ABC. Now we could
give you the same exact quote for that as well, but like I mentioned it
72 3
depends on the results you want.
(Let’s say you sold windows in this example …)
We could install these cheaper XYZ brand windows they quoted you, you
would just end up having to replace them in the next 5-7 years once they
start wearing down and your utility bills would stay about the same.
We could also put in a mid-range window that would last a bit longer
maybe 10-12 yrs and we cut your utilities down probably by ____% or we
could completely solve the problem and put in the ABC windows which
are going to last the next 20 years and cut down your utility bill like you
mentioned around ___%.
So the question is which is OBJECTIONS

more risky?ARE Is itONLYmoreCONCERNS
risky to get the extra
funds to put in for the windows that are going to last the longest, increase
the value of your home, and cut
It’s not yourofutility
a rejection YOU. bill probably by ____%?
Or, is it more risky to put in the cheap windows, the utilities stay about the
same, the cold air keeps coming in at night in solution

youris good
daughter’s
for them. It’s timeroom, and
them with logical facts on why your to use the same
you end up replacing them again soon? Which is more risky?
information.
73 3
Objection #30: I want to compare prices with

another vendor.
Here, once again, we need to disarm the prospect instead of throwing

out some rebuttal which will more than likely trigger sales resistance and
hope and pray they buy from us.
Typically, you would get this objection after your presentation or proposal.
PROSPECT: We have another company coming in tomorrow and want

to compare prices with this vendor as well.
YOU: That’s not a problem. So let’s say this other company coming in
tomorrow meets your criteria, including the price. How would you then
decide what to do?
PROSPECT: Well at that point it would come down to… (and then they
will tell you their hot button,Unfortunately,
that you will
at that pointneed to understand
many salespeople to be
just fly off the cuff instead abletoto
of working
make sure you close this sale) Please realize that this is not the time to go back into a selling mode to try to persuade
This question helps you find Ifout thedone

you have keyyour things you
work correctly willdeep
and gone need inconversation
into the your sales
process to help this prospectengagement
move forward with your solution, especially
stage of the process.
if you know they are also meeting with your competitors. I can almost
guarantee you that the other salespeople
you’re competing
offering is only a promise of a better future. for this account will
not ask this question and will not know

Understand theto make
that they have onethatorcommitment
two things before youthat thisyou
deliver what
prospect will tell you to push this over to your advantage.
information.
74 3
Objection #31: I don’t need the product/service.
Once again, the first thing we have to focus on is disarming the prospect
to get them to open up and engage with us rather than trying to shut us
down and get rid of us.
This type of objection would usually be towards the beginning of the

conversation.
PROSPECT: We don’t really need this right now, we already have …
YOU: That’s not a problem. And just so you’re aware, I’m not quite sure
we could even help you yet, we would have to understand a bit about
what you have in place for XYZ now just to see if we can help.
Now if we can’t, we can justFirstend the call/conversation, or we could even

recommend someone else It’swho might be able to help you more.
Are you with me?
PROSPECT: Okay, that makes sense.
YOU: I guess we would need to understand what you have now for …
Objection #32: I saw some negative reviews Understand that they have to make that commitment before you deliver what you
about your company online.

information.
First, we need to find out what they actually mean, how many did they
actually see, etc. This objection can be easily diffused once you ask a few

questions that help them answer it themselves.

PROSPECT: We were doing some research over the weekend and saw
your company has some bad reviews.

75 3
YOU: How do you mean by bad reviews?
PROSPECT: Well there were some people saying some bad things
about your company.
YOU: Were these actual clients or just some negative people online?
PROSPECT: Well I think some were clients, but not quite sure if they all
were.
YOU: Now when you say you saw negative reviews how many did you
actually see?
PROSPECT: Well not quite sure, but there were probably 10-15 or so we
saw.
YOU: So you saw around 10-15 negative
It’s not a rejection of YOU. reviews? So we have about
5000 clients now, so if ten clients out of 5000 said we were bad that
would be about .02%, so that would be one fifth of one percent that were
complaining, while our other clients

with logical99.8%
facts on why have great experiences and
them your solution is good for them. It’s time to use the same
get results.
So if we have a 99.8% success rate what would that possibly mean about
us getting our clients results?

PROSPECT: Well yeah it sounds

Understand thatlike you
they have guys
to make do great
that commitment things.
information.
YOU: Well our clients would say that for sure, but can I make a sugges-
tion to you? they want a few changes to the terms of what you are offering.
PROSPECT: Sure thing. 1. The price of the solution you’re offering.
YOU: Have you ever considered that no matter how great you do for cli-
ents, there will be some that willresources

more not do whattothey
like personnel meet theirare
needs.supposed to do on
their end and then who do they usually blame that on?
76 3
PROSPECT: Well yeah they blame the company, I mean we have clients
like that complain so thanks for clearing that up with us.
Objection #33: I can get the same thing

somewhere else.
First of all, do you know what they actually mean when a prospect says
this to you? Probably not. So we need to clarify first and disarm them so
they want to engage.
Most of the time this objection is usually triggered by something you said
or didn’t ask in the beginning of the conversation and they are just trying
to get rid of you. They haveOBJECTIONS
gone into fight or flight mode.
ARE ONLY CONCERNS
PROSPECT: I can get theFirstsame thing

of all … we somewhere
have to realize that an objectionelse.
is only a concern your prospect has.
YOU: Yeah, you could andUnfortunately,
just soatyou’re that point manyaware I’mjustnot
salespeople
quite
fly off the sure
cuff instead we to
of working
could even help you yet, we’d have to understand more about what you
use for XYZ, just to see if we could even help you in the first place and if
we can’t we can just hang up the phone, or if you find that we can, possi-
bly, we can continue the conversation
with your prospectif you’d
... most, if not like.You with
all objections, will me onduring
be eliminated that?
the
PROSPECT: Yeah sure. If you do get an objection at this stage, just look at it as a concern. Try to understand
YOU: Okay I should probably start off asking you about …a request for more
promised. Quite possibly, their objection is nothing more than
information.
77 3
Objection #34: If I buy this, I could lose my job.
This objection you would really only get if you were in some type of B2B
sales environment and you are selling to C-level executives who are con-
cerned they will lose their job if they make a wrong buying decision with
your solution.
PROSPECT: You know if I buy this I could lose my job.
YOU: How do you mean?
PROSPECT: Well if we get involved with you and for some reason it
doesn’t work out, I could get fired.
YOU: Can I ask, has something happened in the past where you pur-
chased something and it didn’t work out and your boss got upset at you?
PROSPECT: Yes about six months agopoint we got intojust afly offyear
the cuffcontract
Unfortunately, at that many salespeople with
instead of working to
this company who does XYZ and I was the major cheerleader on that and
the company didn’t fulfill anything they
them with logical facts said they
on why your could
solution do
is good for
and
them. the
It’s time to usecompa-
the same
ny had to do a buyout of that contract and everyone blamed me.

You: Okay that makes more sense then. Tell me what specific parts of the
_________ product/service/proposal we just

If you do get an objection went
at this stage, over
just look at it asdo youTryfeel
a concern. might
to understand
not work for you? you’re offering is only a promise of a better future.
PROSPECT: Well we like everything but your IT guy said that …
information.
(Now at this point they are going to tell you the real concern they have
and you want to discuss that and diffuse
Objections, or concerns, arethat and requests
sometimes thenforafter you
any of the have
following:
done that come back around to the original objection and ask the next
question …) 2. The timing of your solution.
YOU: So if we are able to come in and
more resources fix __________(repeat
like personnel to meet their needs. back their
problems) so that you can __________(repeat back the desired results
the company wants) how do you see this helping you the most as far as
78 3
how your boss starts to view you?
Objection #35: Not interested.
This is another knee jerk reaction some prospects will give you at the be-
ginning of a cold call for B2C or B2B, or even if you call an outbound lead.
It’s comparable to you walking into a retail store to shop for clothes, and
the salesperson says, “How can I help you?” and you say, “Just looking.”
It’s just a triggered response from what you are saying at the beginning of
that conversation that causes them to go into fight or flight mode where
they try to get rid of you.
PROSPECT: I’m not interested.

YOU: Oh I apologize, I didn’t mean topoint

offend you and just so you
Unfortunately, at that many salespeople just fly off the cuff instead know
of working to
I’m not quite sure we could even help you yet, we’d have to understand
more about what you use for themXYZ, just
with logical facts ontowhysee if weis good
your solution
could even
for them. It’s time help
to use theyou
same
in the first place and if we can’t we can just end the call, or if you find that
we can, possibly, we can continue the conversation if you’d like.You
with your prospect ... most, if not all objections, will be eliminated with
during the
me on that? engagement stage of the process.
PROSPECT: Yeah sure. you’re offering is only a promise of a better future.
YOU: Okay I should probably start off asking you about …
information.
79 3
Objection #36: I make the decisions around

here, we don’t need to talk to anyone else in the
company.
This objection will come up quite a bit in B2B sales if you don’t under-
stand what questions to ask to navigate through the company’s deci-
sion-making process and pull in other influencers and decision-makers.
According to a recent article in Forbes, the average company in the Unit-

ed States has 6.7 decision-makers and or influencers.
You must know how to get every single decision-maker or even someone
who cannot make the decision but who can influence the decision-makers
onboard with what you are OBJECTIONS
offering, otherwise,
ARE ONLYyou have no control over
CONCERNS
the outcome of the deal.
So what do you do in case Now
a C-level executive says that you don’t need to
talk to anyone else and they can make the decision themselves?
Realize this is a trap and nine times out of ten they can’t make the deci-
sion themselves but are either fishing for more information to take back
to their bosses so they can try with to
yournegotiate
prospect ... most, with
if not alltheir
current
objections, vendors
will be eliminated and
during the
get a better deal or are trying to look good to you but have zero authority
to buy at the end of the day.Iftheyoucustomer,
and put yourself in your customer’s shoes as they determine if what
YOU: Besides you, who are

the Quite
promised. other decision-makers
possibly, their objection is nothing moreon
than something
a request for more like
information.
this? There’s also the possibility that their objection may just be a request for a few simple
(Next time ask it in this way - Can you walk me through your company’s
decision-making process when it comes to solving problems like this?)

PROSPECT: I make the decisions around here, no reason for anyone
else to be involved. 4. The quality of what you’re offering ... perhaps they want you to commit more time or
YOU: Oh I wasn’t questioning if you could make a decision for the com-
pany, what I’m asking is who else would be involved as far as implement-
80 3
ing this/using this/invoicing this/subscribing to this/understanding how this

would solve XYZ problem?
(Depending on what you sell you just plug in one of these.)
In this example, let’s say you sell some type of software that has to be
installed or set up with IT and they have to learn how to use it.
PROSPECT: Well, we would have to get Jim involved. He is our CTO so

he understands how it would work for his people, etc.
YOU: Besides Jim though, who else would be impacted by your company
switching from XYZ company over to us?

PROSPECT: Well our COO would need to have an understanding as
she helps with …
YOU: Okay that makes sense. Would it help you if we booked a time lat-
er in the week to run through this with your CTO and COO to make sure
they are on the same pagethemand withgo through questions theythem. will
It’s timehave?
logical facts on why your solution is good for to use the same
PROSPECT: Yeah we could do

If you that,
have it would
done your work correctlybeandhelpful.
gone deep into the conversation
information.
81 3
Objection #37: I’m worried this might not work

out.
PROSPECT: I’m worried this might not work out.
YOU: What would prevent it from working out if it’s working for all of our
other clients though? (Notice how I’m seeding that it’s working for our oth-
er clients here, which shows stability, and shows you get results for your
clients.)
PROSPECT: Well I’m worried that XYZ might not work for… (And now
they tell you what they feel wouldn’t work, which could be a multitude of
different things depending on what you sell.)
In this example, let’s say you sell a training program that teaches people
how to start an e-commerceFirstbusiness where
of all … we have to realize thatthey canis only
an objection make more
a concern money
your prospect has.
and have more time.

PROSPECT: I’m worried this might not work out.
YOU: What would prevent it from working out if it’s working for all of our
other clients? with your prospect ... most, if not all objections, will be eliminated during the
PROSPECT: Well I boughtIftheyou

something
do get an objectionlike
at thisthis
stage, a
just few
look at ityears ago
as a concern. Try toand they
understand
made all these promises but never came through in the end, and I lost a
bunch of money. Understand that they have to make that commitment before you deliver what you
information.
YOU: Oh that’s no bueno, changes
whatthat type of training
they would program
like to see included didoffered
in what you have
youthem.
actually
Perhaps
go through?
PROSPECT: It was the ABC program with Tom Smith.


YOU: Oh okay yeah I’ve heard of that. I think I’ve seen some of their ad-
vertisements on Facebook and saw alikefew
more resources testimonials.
personnel to meet their needs. Were there other
people having success using that?
82 3
PROSPECT: Well I think, I mean I read several testimonials when I was

looking at it.
YOU: So if others were having success, what do you think held you back
from having the same results?
PROSPECT: Well I know others were doing well with it, but I just didn’t
feel that when I had questions I could get a hold of someone who could
help me, and at the same time I just had our second child and life got re-
ally busy.
YOU: Okay so they weren’t really giving you the hands-on help, so the
hands-on help is the most important to you then?
PROSPECT: Yes for sure.OBJECTIONS ARE ONLY CONCERNS

YOU: You also mentioned It’sthat at theof YOU.
not a rejection same time you had your second
child and life got too busy. So why look at changing your situation now,
because I’m assuming youuncover
are still busy, so why now rather than just
what the objection actually means.
pushing this down the roadthem likewithunsuccessful

logical facts on why your people would?
solution is good for them. It’s time to use the same
PROSPECT: Oh no we have
If youto do
have something
done your work correctly now, it’s
and gone deepgotten to that
point. engagement stage of the process.
information.
83 3
Objection #38: What’s different about your

company compared to others out there that do
similar things to you?
This is an objection you might get at the beginning of a meeting with a

board, or beginning of an appointment with any type of prospect where
they just bluntly come right out and ask you this early on in the conversa-
tion.
When this happens you want to remain calm, collective, and you want to
disarm them where they start to pull you in.
NEVER NEVER do what most salespeople do and start saying some-

thing like this, “Well the reason
OBJECTIONSwhy we ARE are ONLY differentCONCERNSis we have been in
business now for _____. We have the best customer service, we have
the best owners, we have the First ofbest
all … we product because
have to realize that an objection of XYZ,
is only a concernand we have
your prospect has.
the best service, we have the best this, we have the best that, Blah, blah,
blah, blah!!!” Unfortunately, at that point many salespeople just fly off the cuff instead of working to
This will only trigger more sales resistance from your prospects. Now why
is that? It’s because EVERY single salesperson says they have the best
product or service right? How withmany say... most,
your prospect they have
if not
the will
all objections, 5thbe best product
eliminated during the in
the market? NO ONE!

So when salespeople say they have the best, or talk down about their
competition, it actually causes your
promised. prospect
Quite possibly, to trust
their objection is nothingyou less
more than because
a request for more
information.
they are used to every salesperson saying the same thing.
So we want to disarm them here to get them to open up and start pulling
us in

PROSPECT: So what’s different about your company compared to oth-
ers who do the same thing?4. The quality of what you’re offering ... perhaps they want you to commit more time or
YOU: Well… maybe nothing (pause 2-3 seconds here, it’s important),
84 3
and just so you know I’m not quite sure we could even help yet, we would
have to understand more about what you’re doing now with XYZ to see if
we could even help you in the first place because you might be better off
going with someone else. Are you with me on that?
PROSPECT: (totally disarmed and stunned because they were not ex-
pecting that) Yeah we would like to see what you are offering.
YOU: For sure, we would first need to better understand what you have
now for _______, can you walk me through that? (And now you’re going
to ask your first situation question.)
Objection #39: Can you give me any guarantees?

This objection can come up in several different industries depending on
what you sell. First of all … we have to realize that an objection is only a concern your prospect has.
PROSPECT: What type of guarantee do we have with this?
YOU: Yeah we can cover that, tell me what’s behind that question just so
I understand? If you have done your work correctly and gone deep into the conversation
You ask this question because If you doyou want attothisfind

get an objection out
stage, just lookwhy
at it as athey
concern.are even
Try to understand
asking in the first place. Didyou’re
they get
offering burned
is only a promise of by another
a better future. company in the
past that couldn’t fulfill whatUnderstand
they that said they they could
have to make do? There
that commitment are
before you so
deliver
many
what you
reasons why they might askinformation.

this question, so instead of just answering it,
and saying, “Yes we have achanges guarantee and the
like to see wayin what
included it works is…”
that they would you have offered them. Perhaps
First, you need to understand what’s behind that question, where is it


coming from, and a lot of times when you ask that question the prospect
will release their frustration3.from the past and will feel relieved and not
even care about any guarantee.4. The quality of what you’re offering ... perhaps they want you to commit more time or
85 3
Let’s give you an example of how this might look that’s industry-specific.
In this scenario, the salesperson and potential customer are meeting for
the first time and the prospect is looking to stock a popular line of con-
sumer goods in a grocery store for example
PROSPECT: What’s your company’s guarantee on returns?
YOU: Yeah we can cover that, tell me what’s behind that question just so
I understand?
Let’s go back to look at the actual question that was asked ... “What’s
your company’s guarantee OBJECTIONS
with regardsARE to returns?”
ONLY CONCERNS To the salesperson,
this means that the retailer wants to buy merchandise without the risk of it
not selling. But the issue is,First
theof all prospect’s
… we have to realizetrue
intentions
that an objection wereyournot
is only a concern speci-
prospect has.
fied in his question. Now is not the time to REACT .. but most sales people just REACT to an objection.
The potential customer’s question doesn’t

Please realize that even
this is not the specify
time to go what
back into a selling kind
mode to try toof re-
persuade
turns, or what circumstances there
principles might
and methods yoube.
have learned from N.E.P.Q.
PROSPECT: Yeah, we got with stuck with
stage an
of theinventory of torn labels and
engagement process.
damaged products about 6 months ago, and we lost tens of thousands

from that. We just couldn’t risk doing
the customer, something
and put like that
yourself in your customer’s shoes asagain.
they determine if what
NEW MODEL SALESPERSON: That makes sense. Can you tell me
information.
more about what happened?
PROSPECT: Yeah, we had tons of torn labels, and about 15% of the in-
ventory was damaged when we got it, it was a huge loss for the company,
and ... 2. The timing of your solution.
NEW MODEL SALESPERSON: Okay,

4. The quality of what so you’re
you’re offering ... perhaps asking
they want youabout
to commit damage
more time or
to the product itself and the packaging? So if the label or product is
damaged in any way, what we can do is ...
86 3
Notice the sequence of this conversation:
1. The prospect asks a question. The salesperson asks for more

information by saying, “I’m curious, did you ask me that for a reason?”
or even better ask, “Yeah we can cover that, tell me what’s behind that
question just so I understand?”.
2. The prospect then provides more details as to WHY they asked the
question/objection.
3. The salesperson gets feedback about the customer’s statement and

offers a solution.

Let’s say, you sold a real estate training course and the prospect asks you
for a guarantee. It would be a bit different, let’s take a look.
PROSPECT: What’s my guarantee that this will work?

YOU: Yeah we can go overthemthat, tellfacts

me, what’s behind thatIt’s question just
with logical on why your solution is good for them. time to use the same
so I understand?
PROSPECT: Well I bought a real estate course several years ago but I
never made any money from

If youit.
YOU: What course did youUnderstand

actually buy?
information.
PROSPECT: It was the XY …

87 3
Objection #40: I’ve never done this before, that’s

more money than I’ve ever spent.
This is an objection you might get quite a bit if you sold in the high ticket
industry. In this example, let’s say you sold a trading software that
teaches you how to successfully trade and make money at it.
PROSPECT: I’ve never done this before, that’s more money than I’ve
ever spent.
YOU: How do you mean exactly?
PROSPECT: Well it seemsOBJECTIONS

like this is ARE
going to cost
ONLY me a lot of money.
CONCERNS
YOU: Well I’m assuming you understand when you want to acquire the
right skillsets to be able to make

Now is not themoney trading
time to REACT .. but most it’s going
sales people to require
just REACT capital
to an objection.
or credit to put into that so you

uncovercan make
objectiona lot means.
of money and really mini-
what the actually
mize the risk right? Please realize that this is not the time to go back into a selling mode to try to persuade
YOU: How much funding doIfwith you

you have think
done your most people
work correctly and goneputdeep into acquiring
those types of skills so they can make
engagement stagethat type of money where they can
of the process.
actually leave their jobs andIf you

become full-time traders? How much do you
think most invest? the customer, and put yourself in your customer’s shoes as they determine if what
PROSPECT: Well I’m not sure. information.
YOU: Typically, it’s tens of thousands of dollars and years of their lives
trying to learn that. So when people see all they have to put into the trad-
ing software and us training2. The
them how to use it that it’s only $21,000 com-
pared to the amount of money they make from learning those skills they
feel they are stealing it from4. The

us.quality of what you’re offering ... perhaps they want you to commit more time or
I mean you tell me is it more risky to get the funding together put it into
88 3
the trading software, we train you and you get up to ________ a year like
you mentioned?
OR
Is it more risky for you to do nothing at all, stay in the status quo, your
financial problems stay the same and nothing ever changes?
Which is more risky?
If they still cannot overcome this concern at that point, then you go into
the standard, “We don’t have the money objection” found in the training
here.
Objection #41: We are still “price shopping”. Now is not the time to REACT .. but most sales people just REACT to an objection.
PROSPECT: We are still price shopping.

YOU: How do you mean byIfwith

price
you have shopping?
done your work correctly and gone deep into the conversation
PROSPECT: Well we are Ifthe

just
you dolooking forat this
get an objection the best
stage, price
just look at it as a with
concern.the budget
Try to understand
we have. you’re offering is only a promise of a better future.
information.
YOU: So is price the most There’s
important thing to you, or actually getting re-
sults and solving the problem?

PROSPECT: What do you1. The

meanprice of by that?
the solution you’re offering.
In this example, let’s say you sold commercial windows …

YOU: Well I’m asking because we could always just lower the price but
89 3
it depends on the results you actually want to get. Are you looking for like
the cheapest windows that would probably have to be replaced every 5-7
years or so, and your utility bill would be about the same because the
cold air would still seep in, or are you looking for more of a mid-range win-
dow that’s going to last about 12-15 years and your utility bill will probably
drop around 20%, or are you looking for the top of the line window that’s
going to last 20-25 years and your utility bills go down 30-40% a month?
Which is actually cheaper once you break it down long term?
information.
90 3
Objection #42: I want to speak to other

companies first.
Let’s say you get this objection at the end of your sales process when you
are trying to close. The point here is, do you actually know what their real
concern is? Because if they loved everything you had to offer, had 100%
certainty it would solve their problems, and get them where they want to
be, then they would never say this to you.
So we have to understand they have a concern behind this statement that

we need to find out and then address and diffuse
PROSPECT: This is really good and we appreciate you coming over but
we want to speak with otherOBJECTIONS
companiesARE ONLY CONCERNS
first.
YOU: Yeah that’s not a problem. What are you hoping these companies
will say to you?

PROSPECT: Well we just want to compare prices and things like that?
YOU: How do you mean ‘things like that’?

PROSPECT: Well we just want to compare what each company does
and see all the prices. Understand that they have to make that commitment before you deliver what you
information.
YOU: So let’s suppose youchanges
meet that with alllikethese
they would different
to see included in what youcompanies, you
have offered them. Perhaps
put in all that work, and we all meet your criteria including the price. How
would you then decide whatObjections,
to do? or concerns, are sometimes requests for any of the following:
(Now here is where you find out

3. The what
follow-up, they
or how really
they will are looking for or what
be serviced.
the real concern is once you ask

4. The this
quality of whatquestion.)
you’re offering ... perhaps they want you to commit more time or
PROSPECT: Well at that point we would be looking at who can …
91 3
And then they tell you the one thing, the one thing that pulls them over the
edge. Now you know exactly what that one thing is, and your competitors
would have no clue because they wouldn’t even know how to ask that
question or be able to get the prospect to tell them. Now you have the
advantage.
Sometimes right here they will even bring up a valid concern or a logisti-
cal concern. Let’s say if you sold farm equipment, they might say, “Well at
that point we would want to know who can best do XYZ.” Now you know
what their concern is, you address it, diffuse it and they buy on the spot.
Objection #43: I never make

OBJECTIONS rash
ARE ONLY decisions.
CONCERNS
This is very similar to the “I It’swant to think
not a rejection of YOU. it over” objection from a pros-
pect. Meaning it’s not the real objection.

Now is not the time to REACTNo .. butone goes
most sales people and thinks
just REACT about a
to an objection.
buying decision for weeks on end. Something you said or did not ask in
that sales conversation or process triggered them

solution isto have
for them.uncertainty
them with logical facts on why your good that
It’s time to use the same
your company could get them the results they want.

PROSPECT: I never make rash decisions on the spot.

YOU: What do you mean by a rash decision?

information.
PROSPECT: Well I just need

There’s time to think
also the possibility about
that their objectionthis.
may just be a request for a few simple
YOU: That’s not a problem.Objections,

What’s youraretimeframe
or concerns, onforgetting
sometimes requests back to me
any of the following:
in the next day or two just to see

1. The price if I would
of the beoffering.
solution you’re available for you?

Now, why on earth would I not try to overcome that objection right here?
Why would I try to set up a second
more resourcescall?
like personnel to meet their needs.
Because it takes the sales pressure right out of the conversation. It

92 3
disarms the prospect and causes them to let their guard down. Remem-
ber the whole point is to get them to open up about what’s behind them
saying, “I never make rash decisions like this.”
It also positions you as busy with other clients you don’t need the sale.
You’re detached. It disarms them where they become more open…
PROSPECT: I guess I could call you in a few days (you need a sched-
uled time, no waffling)
SALESPERSON: Well possibly, I’m not sure I’d be available random-

ly like that, what I can do if you have your calendar handy, I can pull up
mine and have you book a specific time with me, that way you don’t have
to chase me down and vice versa, would that be appropriate?
(This is called a calendar commitment,

First of all … we have to works every
realize that an objectiontime, and your
is only a concern shows that
prospect has.
you are not desperate, you are busy, you have tons of clients you are
helping solve problems.) Unfortunately, at that point many salespeople just fly off the cuff instead of working to
Now after you book the appointment, you ask this:
SALESPERSON: Now before

I go,
with your prospectwhat
... most,were you wanting
if not all objections, to go
will be eliminated over
during the
in your mind (a better way of saying, “What do you want to think
about?”), just so I know what questions
If you do get an objection atyou might
this stage, just lookhave whenTrywe
at it as a concern. talk
to understand
tomorrow? you’re offering is only a promise of a better future.
information.
Now this is the key at thisThere’s
point, they are going to tell you what their
real concern is. changes that they would like to see included in what you have offered them. Perhaps

They might say, “Well I’m just concerned about…” or “I’m just not
understanding this part…” or “I’m not sure if I can get the money for
this…” 3. The follow-up, or how they will be serviced.
Now would you rather know what their real concern is now when
you are on zoom with them, in person, or on the phone rather than
not knowing and hoping and praying they show up to the next ap-
93 3
pointment?
question and then discuss it like two people who are trying to work
call.
Now let’s say at the end of all that you try and resolve their concern but
they still come back around and say:
PROSPECT: Well this sounds good but I still just do not make rash deci-
sions.
YOU: Well you tell me is it more risky for you to get the funds together so
that you can… (repeat back what they said they wanted)
Or
Is it more risky for you to doPlease
nothing at all, stay in the status quo, prob-
lems stay the same (repeatthem back what the main problem was they told
you) and nothing ever changes?

Objection #44: We already use vendor X, why you’re offering is only a promise of a better future.
should we go with you?

information.
This objection usually happens towards the beginning of a sales call, es-
pecially cold calling. It also Objections,

comesorup sometimes if you are presenting to
concerns, are sometimes requests for any of the following:
a board, and someone on the 1. The board
price of the straight up asks you this question
solution you’re offering.
within the first few minutes.2. The timing of your solution.

How you react to this will determine

more resourcesiflikethe prospect
personnel opens up, or emotion-
to meet their needs.
ally shuts down.
94 3
Remember it’s all about disarming the prospect to get them to let their
guard down and open up.
PROSPECT: Why should we go with you, we already have a company

who does that for us?
YOU: Well I’m not quite sure that you should yet… (pause 2-3 seconds)
we’d have to understand more about what you’re currently using in XYZ
area, compared to where you want to be, to see what that GAP looks like,
just to see if we could even help because you might be better off staying
with who you already have. Are you with me on that?
Now watch how the prospect immediately lets their guard down. You have
admitted that you might notOBJECTIONS
even be able AREtoONLY helpCONCERNS
them because you don’t
know anything about their situation. When you give prospects the impres-
sion that you are there for them, theyof start
It’s not a rejection YOU. to view you much differently
than anyone else trying to sell them
Now is not the timesomething.
to REACT .. but most sales people just REACT to an objection.
They will start to view you as
themthe Expert,
with logical the
facts on why yourTrusted Authority
solution is good
for them. It’s timewho’s go-
to use the same
ing to get them the results they want.

PROSPECT: Yeah that makes sense.
YOU: Can you walk me through

Understand what you’re
that they have to makecurrently
that commitmentusing
before youfor…
deliver what you
information.
95 3
Objection #45: I don’t want to go into debt.
This objection you will see primarily in the high ticket industry with busi-
ness opportunity, and/or coaching, and course sales. High ticket of any-
where between $5k-$100k offers. We train a lot of companies in this
space as well. So let’s address this industry-specific so you can see how
it works.
Once again depending on what you sell you can adapt this to your indus-
try too, just a few small tweaks will be needed.
In this example, let’s say you sell affiliate marketing courses that train
people on how to make money online and become a full-time internet
OBJECTIONS
marketer. The two biggest problems ARE ONLY
people haveCONCERNS
for this industry are they
want to make more money and they want to have more time, so they are
looking to start their own business.
PROSPECT: We really like this but will have to wait until we have the full
amount. We just don’t wantthem
to with
gological
intofactsany on why debt.
your solution is good for them. It’s time to use the same
YOU: Can I make a suggestion on
with your this...topic?
prospect most, if not all objections, will be eliminated during the
YOU: I’m a big Dave Ramsey fan, and he talks about how there are two
information.
types of debt. There is consumer

changes thatdebt, and then
like to see there
included in what is
you business
have offered them. debt.
they would Perhaps
Are you familiar with what the difference is?

PROSPECT: Well not really.

YOU: Consumer debt is where you

4. The quality take
of what your
you’re offering credit card,
... perhaps they you
want you go more
to commit to the
time or
mall, you buy a new pair of shoes, you buy new clothes, you go buy a
flat-screen jumbo TV, you buy some cool headphones, you buy that fancy
96 3
new car. How many of those things make you money?
PROSPECT: Well none of them.
YOU: Exactly, they just take your money, that’s considered by Dave
Ramsey and other debt experts as bad dead.
YOU: Now good debt according to business owners and investors is tak-
ing capital, a loan, credit and injecting it into the business so it can start,
and grow and make you a lot more money. Do you see the difference?
Because without the capital or using credit putting it in, how would you
ever be able to start your own business so you can make more money
and be able to get out of your job so you have time to be with your family?
(This is a NEPQ™ consequence question.)
Objection #46: I don’t want to commit to Please realize that this is not the time to go back into a selling mode to try to persuade
anything. principles and methods you have learned from N.E.P.Q.
This objection you really could get in any industry. It’s not one of the top
3-4 you will always get but Ifyou

you dowill
get anget it here
objection and
at this stage, there
just look at it as aso let’s
concern. address
Try to understand it.
PROSPECT: I don’t want Understand

to commit
promised. to anything rightmore
now.
Quite possibly, their objection is nothing than a request for more
information.
YOU: How do you mean? changes that they would like to see included in what you have offered them. Perhaps
It’s very important to first clarify soof the

1. The price you really
solution understand what they mean
you’re offering.
by this statement, and most2. The importantly understand what their real con-
cern is. Saying I don’t want3.to commit

The follow-up, or howtotheyanything
will be serviced.is not a real objection.
There was something you said or did not ask that is causing uncertainty
in their mind and triggering them to say this to you.
97 3
So let’s find out what that is.
In this example, let’s say you sell recruiting software and services to help
companies recruit good-quality truck drivers to fill their trucks and deliver
goods.
PROSPECT: Well we just want to wait and see what happens.
YOU: That’s not a problem. Can I ask you something though?

YOU: How would I be able to communicate to you that you might be
making the wrong decision First
without you getting upset with me?
PROSPECT: Oh I wouldn’t get upset, what did you have in mind?
YOU: You had mentioned that you wanted to fill 5-10 new trucks a month
but you are having a hard time finding
prospectstable drivers which has caused
with your ... most, if not all objections, will be eliminated during the
you guys to miss out on loads that are going to your competitors which
you mentioned was costingIftheyou
you around
do get an objectionXYZ dollars
at this stage, every
just look at month.
it as a concern. Try to understand
So is it more risky for you topromised.
get the funds
Quite possibly,
information.
theirtogether tomore
objection is nothing solve
than a this
request issue,
for more be
able to hire 5-10 high-quality drivers every month and all those loads start
going to your company instead ofa few

your competitors?
they want changes to the terms of what you are offering.
Or 1. The price of the solution you’re offering.
Is it more risky for you guys to do nothing at all, the problems stay the
same, you keep losing all those loadslike every
more resources personnel tomonth and the company rev-
meet their needs.
enue keeps stagnating like you said?
98 3
Objection #47: I need to ask my mom/brother/

financial advisor/uncle who lives in a van down
by the river.
LOL! In all seriousness, though, you will have people especially if you are
in more of a B2C (business to consumer) sales environment that will give
you this objection.
The key here is understanding that this is a triggered reaction from some-
thing you said or did not ask that has caused
OBJECTIONS ARE ONLY them to have uncertainty or
CONCERNS
fear that it will not work out for them, or they are worried they don’t have
the money for it, so they are First seeking
of all … we havevalidation from isanother
to realize that an objection only a concernsource
your prospecton
has.
what they should do.
PROSPECT: I really like thisPleasebut

realize Ithat
think
this is notI the
need toback
time to go talk toselling
into a mymode
momto try toand
persuade
see what she thinks. Or, I really likemethods
principles and thisyoubut haveIlearned
think fromI N.E.P.Q.
should talk to my fi-
nancial advisor and see whatIf youshe thinks I should do.
have done your work correctly and gone deep into the conversation
In this example, let’s say you

If yousell
do get solar
an objectionwhich lowers
at this stage, just look atpeople’s power
it as a concern. Try bills
to understand
and after 25 years they don’t even

offering ispay anymore. of a better It’s
future. like owning your own
you’re only a promise
home and getting the loan paid

Understandoffthatinthey25
haveyears compared
to make that commitment before toyourenting
deliver whatyour
you
home for the rest of your life.
information.
YOU: Yeah that’s not a problem. How does your mom feel about you
putting solar in so you can Objections,
save money on your utilities every month and
or concerns, are sometimes requests for any of the following:
eventually not even have a bill anymore?

(See how I am tying in them purchasing

4. The what
quality of what you’re offering I... am offering
perhaps they want youwith what
to commit the
more time or
prospect wants which is to save money on the bill and eventually not
have a bill anymore?)
99 3
PROSPECT: Well I think she would want me to do it.
YOU: But what happens if you go to her and she doesn’t want you to put
solar in. Your electricity bill keeps going up 5-6% every year, and you end
up paying it for the rest of your life?
PROSPECT: Well I really value her opinion.
YOU: Does she have solar installed for her home?
PROSPECT: No she doesn’t.

YOU: Does she want to keep having to pay her utility bills that keep go-
ing up 5-6% a year? First of all … we have to realize that an objection is only a concern your prospect has.
PROSPECT: Well of course not she wouldn’t want to keep paying higher
bills. Please realize that this is not the time to go back into a selling mode to try to persuade
YOU: So if she doesn’t wantIfwith

toyour
keep paying her
... most, if not high utility
all objections, bills why
prospect will be eliminated during the
would she want her own daughter to have to keep paying them?
PROSPECT: Yeah makesUnderstand
sense. I don’t see why should we want me to
have to keep paying those promised.
forever. Quite possibly, their objection is nothing more than a request for more
information.
YOU: Do you feel this could be the answer for you?
You just helped her diffuse 1.that objection then you simply ask a commit-
ment question (AKA closing) and you wrap the sale up!
100 3
Objection #48: Is this a scam?
This is an objection you will see a lot of if you sell anything that has to do
with making money on the Internet, network marketing, and/or business
opportunities.
In this example, let’s say you sell a network marketing opportunity. So

you have to recruit people and get them to buy your company’s products
if you want to really succeed in that industry. The problems you solve for
people are helping them start a business with a low upfront cost and low
overhead. Helps them make more money and have more time with their
family, etc.
PROSPECT: My friend at OBJECTIONS

church saidARE
thisONLY CONCERNS
is a scam.
YOU: How do you mean? It’s not a rejection of YOU.

PROSPECT: Well she said that

Please she
realize tried
that this one
is not the time toof these
go back things
into a selling before
mode to and
try to persuade
she didn’t make any money.
YOU: What did she actually try just so I understand?

PROSPECT: She joined some MLM named __________.
information.
YOU: Oh yeah I have heard of that company, seems like they have thou-
sands involved so there must bethatathey
changes ton
would thatlike toare successful
see included for
in what you have
them
offered to be
them. Perhaps
that big of a company. What do you think held your friend back from hav-
ing success if there were others getting results?
PROSPECT: Well I am not3. The

sure why
follow-up, she
or how didn’t
they will do well I would have to
be serviced.
ask her. 4. The quality of what you’re offering ... perhaps they want you to commit more time or
YOU: Is your friend extremely wealthy as well?
101 3
PROSPECT: Oh no, not at all, I would say middle class probably at best.
YOU: Have you ever considered that if you take financial advice from
people who have no experience running a business and are not wealthy
themselves that it might prevent you from starting your own business and
having financial freedom in your life?
PROSPECT: Well I’ve never thought about

OBJECTIONS thatCONCERNS
ARE ONLY in that way, I see where
you are coming from.
YOU: Well you tell me are Now

you going
is not toREACT
the time to be.. but
more successful
most sales inanbusi-
people just REACT to objection.
ness taking advice from your friend or someone who is not successful or
wealthy themselves? Please realize that this is not the time to go back into a selling mode to try to persuade
Or taking advice from someone who

If you have isyoursuccessfully
done work correctly and gone running the
deep into the same
conversation
business you’re wanting to get involved
engagement stage ofwith and making __________of
the process.
dollars a year? If you do get an objection at this stage, just look at it as a concern. Try to understand
Which person is going to help you make the most money?

information.
PROSPECT: Well of course I would be way more successful taking ad-

vice from a successful person.

YOU: Yeah I mean that’s like

2. The taking advice
timing of your solution. from a friend who’s been di-
vorced four times on what you should
3. The follow-up, dotheyinwillyour
or how relationship? How suc-
be serviced.
cessful would you be? 4. The quality of what you’re offering ... perhaps they want you to commit more time or
PROSPECT: Hahaha that’s so true…

102 3
Objection #49: I just have this fear that it won’t

work out for me.
In many industries, you will hear this objection quite a bit.
Remember, all selling is, is CHANGE. It’s about how good you are at get-
ting your prospects to view in their mind that by changing their situation
(purchasing your solution) so they can solve their problems and get what
they want is far LESS RISKY than them doing nothing at all, the problems
stay the same, and nothing ever changes.
So whether they want something better or are trying to get away from
PAIN, it’s all about CHANGE.
Now here is your problem Firstthough,

of all … we havehuman beings
to realize that an objection do
is only not like
a concern change
your prospect has.
even though they say they do. It makes us feel unsettled and uncom-
fortable especially when it’sUnfortunately,
initiated by salespeople ready to pitch their
at that point many salespeople just fly off the cuff instead of working to
products or services within Please

10 seconds ofthemeeting
realize that this is not ainto
time to go back prospect.
a selling mode to try to persuade
Human behavior shows that we value tradition, consistency, and some-

thing that is familiar even ifwith
weyourdon’t
prospect like
... most,itif not
that muchwill
all objections, over something
that is new and foreign to us.

It’s your job as the sales professional to help them overcome their fear so
they can move forward, solve their
promised. Quite problems, and
possibly, their objection getmore
is nothing what
than athey want.
request for more
information.
PROSPECT: I just have this fear that this won’t work out for me.
YOU: What do you mean you fear it won’t work out?


PROSPECT: Well in the past, with the resorts we have used, we’ve had
problems with check-ins and our dinner service.
NEW MODEL SALESPERSON: How do you mean exactly?
103 3
PROSPECT: It’s really just the timing. I cannot fly all of our employees
in between 2:30 and 5:00 pm for check-in so they can be ready for the
welcome reception by 6:30. We really have to have some rooms ready by
noon or 1 p.m. The employees get upset when they get to the check-in
counter and their rooms are not ready.
NEW MODEL SALESPERSON: Can you tell me how this affects you
when this happens?
PROSPECT: Well, everyone starts calling me, then my boss jumps me.
It happened a few months ago and I thought I might lose my job.
NEW MODEL SALESPERSON: How did that make you feel?
PROSPECT: Devastated, OBJECTIONS ARE ONLY CONCERNS

to say the least. I have a family to take care of
so I can’t lose my job.
NEW MODEL SALESPERSON: So this is important to you to get it

right? uncover what the objection actually means.
PROSPECT: Oh, you have no idea.

YOU: You had also mentioned you were concerned about the dinner ser-
vice. Can you tell me more Ifabout

you do get that?
an objection at this stage, just look at it as a concern. Try to understand
PROSPECT: We usually have over

Understand 500
that they have to people at the welcome
make that commitment before you deliverrecep-
what you
tion. Usually, the last 8-10 tables
information.get served cold food. It causes those
tables to get really upset. There’s also the possibility that their objection may just be a request for a few simple
YOU: Does it have an impact on you

Objections, when
or concerns, that happens?
PROSPECT: Yes it does. 2.I The

thentiminghave to go in crisis mode and help calm
of your solution.
them down when I should be directing my attention to the after-dinner

event. 4. The quality of what you’re offering ... perhaps they want you to commit more time or
104 3
YOU: That makes sense. Tell me, what other points of concern do you
have?
PROSPECT: I don’t really have any other concerns. We just need to

make sure it’s well planned out and then executed.

YOU: I can show you how our hotel operations can be tailored to your
schedule if you’d like. Would that possibly take some pressure off of you?

PROSPECT: Wow, it sure would. When can we do that?

And just like that, POOF, the fear, the objection is gone!
Objection #50: It sounds too good to be true. First of all … we have to realize that an objection is only a concern your prospect has.
This is just another fear-based objection

at that pointyou will see
many salespeople inoffseveral
just fly the cuff insteadindustries
Unfortunately, of working to
especially if you sell some type of product or service or training program
that teaches people how tothemmake more
with logical facts onmoney. This
why your solution is good
one will
for them. come
It’s time upsame
to use the fre-
quently.
PROSPECT: Well it just sounds too good to be true.engagement stage of the process.
YOU: Well would you like us to make it harder for you?
PROSPECT: (Most will laugh) Oh don’t get me wrong but when I was
information.
a kid my granddad would always

changes thatsay, “If like
it tosounds
see included too
in whatgood to bethem. true
they would you have offered it
Perhaps
probably is.”
YOU: Can I ask you something?

YOU: That saying “if it sounds too good to be true it probably is” where
do you think that came from,moresomeone that was
resources like personnel extremely
to meet their needs. rich or some-
one that was poor?
105 3
PROSPECT: I’m not sure maybe someone that was poor?
YOU: Exactly someone that was poor. So if we take advice from poor
people, what type of (financial) results do you think we are going to get in
our own lives?
PROSPECT: Well I guess the same results they are getting.
YOU: Do you want to change that?
PROSPECT: Yeah I have to change.
YOU: Well you don’t have to. I mean why do this now, why not push it
down the road like unsuccessful people would?
PROSPECT: Oh I’m not going to be like them.

YOU: What would prevent Now it from working out if it’s working for all of our
other clients though? (Notice how I’m seeding that it’s working for our oth-
er clients here, which showsthemstability, and

with logical facts on why shows you
your solution is goodget results
for them. It’s time to for your
use the same
clients.)
PROSPECT: Well I’m worried that XYZ might not work for … (and now
they tell you what they feel Ifwouldn’t work,at this

you do get an objection which could
stage, just be
look at it as a multitude
a concern. of
Try to understand
different things depending on what

offering isyou sell).of a better future.
you’re only a promise
In this example, let’s say you sell a training program that teaches people
information.
how to start an e-commerceThere’s

business where they can make more money
and have more time. they want a few changes to the terms of what you are offering.
PROSPECT: I’m worried this might

1. The price not work
of the solution out.
you’re offering.
YOU: What would prevent 3.itThefrom working out if it’s working for all of our
other clients? 4. The quality of what you’re offering ... perhaps they want you to commit more time or
PROSPECT: Well I bought something like this a few years ago and they
106 3
made all these promises but never came through at the end, and I lost a
bunch of money.
YOU: Oh that’s no bueno, what type of training program did you actually
go through?
PROSPECT: It was the ABC program with Tom Smith.
YOU: Oh okay yeah I’ve heard of that. I think I’ve seen some of their ad-
vertisements on Facebook and saw a few testimonials. Were there other
people having success using that?
PROSPECT: Well I think, I mean I read several testimonials when I was

looking at it.
YOU: So if others were having success, what do you think held you back
from having the same results?
PROSPECT: Well I know others were doing well with it, but I just didn’t
feel that when I had questions I could

them with logical factsget
on why ayour
hold ofis good
solution someone who
for them. It’s time to usecould
the same
help me, and at the same time I had just had our second child and life got
really busy. If you have done your work correctly and gone deep into the conversation
YOU: Okay so they weren’tIf youreally

do get angiving you
objection at thejusthands-on
this stage, help,
look at it as a concern. so the
Try to understand
hands-on help is the most important toa promise

you ofthen?
you’re offering is only a better future.
PROSPECT: Yes for sure. information.
YOU: You also mentioned that at the same time you had your second
child and life got too busy. So whyor look

Objections, concerns, atarechanging your
sometimes requests situation
for any now,
of the following:
because I’m assuming you1.are still

The price busy,
of the so why
solution you’re offering. now rather than just
pushing this down the road2.like unsuccessful

The timing of your solution. people would?
PROSPECT: Oh no we havemoreto do something

resources like personnel to meetnow, it’s gotten to that
their needs.
point.
107 3
Objection #51: Can you just give this to me

for free, and once I make money I will pay you
back?
Now, this objection you will only get in certain industries, especially if you
sell anything that is a service, training, or product that helps the prospect
make money.
Examples:
● If you sell trading software that trains you to trade to make money.
● If you sell leads to people to help them make more sales.
● If you sell real estate education to help people make money in real
estate.
● If you sell e-commerce or Amazon SBA courses that teach you how
to make money online.First of all … we have to realize that an objection is only a concern your prospect has.
● If you sell a network marketing
It’s not a rejectionopportunity.
of YOU.
PROSPECT: If this is so good, then why don’t you guys just let me have
the software for free and then once I make money I will pay you back with
interest.
YOU: Help me understand, how would the owners be willing to give away
something that gives clientsIftheyou
that type of skill level to become full-time
traders and leave their jobs?

information.
PROSPECT: Well I’m not There’s
sure, alsobut if it’sthatthat
the possibility goodmay
their objection why
just benot just
a request for agive it
few simple
away and then let us pay them back?



YOU: Have you ever considered that way of thinking where someone
108 3
should just give you something extremely valuable that helps you make
more money… for free… has kept you financially exactly where you’re at
in your life?
PROSPECT: I guess it could have…
YOU: Yeah because how could we force someone to follow what we

teach them to do and then hope and pray that they even pay us back
after they start making money? A client could go out and make a bunch of
money from what we train them and never even pay us back. There is no
way we could force them to pay us back. They could just steal all of the
training and we could do nothing about it.
How are you going to overcomeOBJECTIONS that way AREofONLY thinkingCONCERNS so you can move
forward, learn to trade, and start making more money so you don’t have
to stay in your job forever? First of all … we have to realize that an objection is only a concern your prospect has.
PROSPECT: I know I need to do something different.

YOU: What happens if you don’t though, if you just stay in the same job,
same income the next 5-10-15

If you years?
have done your work correctly and gone deep into the conversation
PROSPECT: OMG yeah that would

If you do not atbe
get an objection good.
this stage, just look at it as a concern. Try to understand
YOU: So the question just Understand

comesthatdown to this, is it more risky for you to
they have to make that commitment before you deliver what you
get the funding together to information.

invest into the trading platform, you learn the
skills and you start making changes
way that more money?
they would like to see included in what you have offered them. Perhaps
Or … Objections, or concerns, are sometimes requests for any of the following:

Is it more risky for you to do3. The
nothing at all, stay in the status quo, prob-
lems stay the same and nothing ever

4. The quality of whatchanges?
you’re offering ... perhaps they want you to commit more time or
109 3
Ready to take your career
to the next level and be a
SALES LEGEND? Understand that they have to make that commitment before you deliver what you
information.
Learn the new model of selling that works

with human 1.behaviour that gets you the best
results and start selling more of your solution by
the Sales
joining the
Joining Sales Revolution
Revolution FB FB Group!
Group!
go.7thlevelcommunications.com/group
https://www.facebook.com/groups/salesrevolutiongroup
110 3

01-Objection Handling Scripts

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01-Objection Handling Scripts

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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.

28 Objection #6: I’m so busy can you 64OBJECTIONS ARE

51 Objection #18: I’ll get back to you

First of all, we have to realize that an objection is only a concern your

Now is not the time to REACT to an objection you get!

Most, if not all objections, will be eliminated during the engagement

If you do get an objection at this stage, just look at it as a concern.

shoes as they determine if There’s

Objections, or concerns, are sometimes requests for any of the following:

Understand that they have 1.toThemake

3. The follow-up, or how they will be serviced.

Now, when a prospect brings up an objection how do you usually react?

● Your price is too high.

What goes off in your mind them

You go into “Objection Handling

and logic to try and prove and support your solution.

Objections, or concerns, are sometimes requests for any of the following:

You might even use the old1.feel,

3. The follow-up, or how they will be serviced.

“Mr. Prospect I know how more you feel, others

and this is what they found.”

You don’t want to have commission breath here!!! #noCO breath

How powerful could you bethemin with

I’m going to give you someUnderstand

conversation if a concern arises that will automatically put you in front

of the pack of salespeopletheytrying to win over that same account or

prospect and put you at the top inor concerns,

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.

I want you to understand that sometimes even with a perfect dialogue

So if we hear certain things in the conversation that are signs to you

training program that teaches business owners how to scale their

companies. uncover what the objection actually means.

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.

Objection #1: Well, I’ve tried several programs

Let them answer... OBJECTIONS ARE ONLY CONCERNS

YOU: Oh and what parts ofFirstthose

YOU: So if other people were getting results

put into it. 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.

YOU: Okay so support is important to you then?

What did I do there?

So when I say, “Okay so support is important to you then?” That

And now at the end of the presentation it’s

Do you see how that works?

Let’s jump back in, so NEPQ™ questions

So you will already have a good

is anything they would like to address

concerns to the table. If there

together to resolve them. 3. The follow-up, or how they will be serviced.

3-Step Formula to Help Prospects/Customers

I’m gonna give you a 3-Step Formula to help prospects/customers

Let’s take a closer look at each of these steps.

First, we have to understand exactly what their concern is,cuffand why

sale. engagement stage of the process.