At this point in your conversation, you have likely been talking for a bit. I like to pause on my end and pitch it back to the lead. “What questions do you have for me at this time” make sure your questions are always open-ended and not “yes or no” questions.
It is important to note – that you can also continue onto timeline and urgency- and save objections for later. This can change depending on the conversation. If you find your objections focus on time and urgency – go into that part of your presentation and then circle back to the objections.
Now is where you can gauge their level of interest a bit more… but first you have to get through objections. I have roleplayed out the most common objection below…
Before we get into a specific example it is important to understand the 4 types of objections:
These are the 4 factors that can keep someone from moving forward with a deal.
1. The big one – price. If the price is too high, likely you did not do a great job of creating value in your presentation and painting your picture. Risk falls under this category, maybe the client is scared of your cancellation policy.
2. Quality – we all have a few whack jobs out there that have left us bad reviews, some clients believe those (very few), but your rep does mean something. So, make sure your rep is strong where you can control – your vendor partners, your website presentation.
3. Trust/Relationship. From one of my previous newsletters, I know you all saw that I believe rapport is bullshit. You are creating value and through that you get trust. Can you solve their problem? Can you match their puzzle piece? – then you have trust. Not because you like her shoes or her bag.
4. Stall. Stall is the worst – this is likely due to price. We will chat about stall a lot when we discuss urgency in the next newsletter.
When handling objections, I believe it is important to confirm the issue.
That’s expensive (go with me here – you have to ask more questions to get down to the root of the issue)
Our venue is expensive as compared to what?
Other sites I have seen.
Ok, what sites and what are they offering?
Site X is $500 less and includes a pony.
Understood. To confirm you are hesitant to book with us because we cost more and do not offer a pony is that correct?
Well I don’t have a pony for you, and I agree that we are expensive. We are a bit more because (why you are awesome again!) But if the prices were the same, which site would you pick? All things being equal, what site do you like more? (Trying to get them to say you here)
A big thing I did there, is I agreed that the price was expensive, holy shit right? I know this sounds nutty, but it does work. Another chance to state why you are worth it! Maybe you have a better rain back up then site X, maybe you have better views.
Also – price objections can tell you a lot about a potential client. If they are jerks about it, maybe pass on that client? A little negotiation is healthy and human, when a lead tries to devalue what you do, they are an asshole, move on.
1. Of the list of 4 types of objections above – list out your most common objections.
2. Roleplay with yourself or your team. Ask questions to get to the root of the objection. Dig deep!
3. Have one you cant solve? Email it to me! I will put it in an upcoming newsetter; firstname.lastname@example.org
Sales process recap:
You greeted the opportunity
Asked good qualifying questions
Presented your services, price, and told them why you’re awesome
Pause and handling objections