EP 32: The 3 Big Objections and How to Overcome Them

“Most Salespeople Avoid These Conversations Like The Plague.”

(9:39 – 9:56) – Janet Clark, The Freedom Shift

There are 3 common sales objections that a salesperson hears at the end of a conversation.
There are no magic words and no savvy script that can help you get past these objections.
Because in actuality, these are no objections at all.

Part One Of The 3 Big Objections and How To Overcome Them

Most sales training programs spend a lot of time on this concept of overcoming objections. Most of them will give you steps that you should use to overcome them.

There’s always going to be some kind of a technique or tactic that most sales trainers are going to teach you about overcoming objections. A lot of times they’ll give you this pre-scripted response and tell you to go practice them, and roleplay them.

You have to really start rethinking the way that you get to the end of these sales conversations. Because the three objections that you’re hearing – money, time, partner – those three things are not the reason why your prospect is not buying from you.

If you are continually hearing these objections then you have to rethink everything about what you’re doing with your business if you are the coach or the consultant. If you’re the salesperson, you have to reassess the way that the coach or consultant presents what they’re doing.

Part Two The 3 Big Objections and How To Overcome Them

There are five high ticket sales mistakes that you need to fix. Once you fix those, then you can go on to the next stage where, if you are still getting these objections, you have to figure out why and what you have to do about it. The first step in overcoming or eliminating objections is that you have to fix the 5 high ticket sales mistakes.

When it comes right down to it, those three objections are smoke screens. They’re bluffs. They’re not really the reasons why your clients are not buying from you. You should be able to knock those three things out as issues before you lay out your offer.

“In the words of Stephen Covey, in the ‘Seven Habits of Highly Effective People,’ you begin with the end in mind.”

(8:18 – 8:27) – Janet Clark, The Freedom Shift

You have to go into every single sales call and make the following assumptions:

  1. This prospect does not have five thousand, ten thousand, or twenty-five thousand dollars just sitting in their bank account ready to hand it over to you for your program. You have to assume that they don’t really have the money for this.
  2. The second thing you are going to assume is that there is another stakeholder. There is somebody else that’s going to be impacted by this decision. And if this person makes this decision or doesn’t, it’s still going to impact somebody else.
  3. This prospect that you’re talking to, who is more than likely an entrepreneur, a business owner or at some level of business, does not really have extra time to invest in working with you in your program.

You need to identify those things during your fact-finding stage in your sales process.
You want to be able to have those discussions before you make an offer.

In the beginning part of the sales conversation, you have to ask your prospect what they know about the program, what they know about the success rate of the program, and what they know about the coach who is offering the program. The goal here is, to begin with, the end in mind, go into your sales conversation, seeking to figure out if this person can answer just two questions:  Do you believe this program works and do you trust the coach that is delivering it? Do you believe it will work for you?

When you can get to the point where the answer to both of those questions is yes, there is a possibility that you’re going to make a sale every time. And your prospects are going to figure out how to get the money, how to get their partner to agree and find the time because they know that it’s going to work for them.

How to Get Involved If you’re ready to leverage your time and offer huge transformation to your clients while scaling your business in a big way, Janet can help. Janet has an extensive background in sales, has closed millions of dollars in high ticket programs, and has the expertise needed to move your business forward. Find more about her work with The High Ticket Freedom Shift program on her website.


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