The Real Secret to Handling Client Objections

Asking Questions – The Real Secret to Handling Client Objections

So how do you handle objections? Real simple, right? Somebody says your product is too expensive – what most people try to do, they say: “Well, it’s not that expensive and blah, blah, blah, blah.” The old rule of thumb is to remember this…that the person that asks the question is always in control. So, what do you do?

The first thing is you acknowledge. Say: “Thank you. I appreciate what you’re saying.” Why? Because you create a point of agreement before you handle the objection. It’s kind of like a bullfighter – you don’t take the bull head on, you let them go by one time.

Instead, say: “Hey, thank you. I appreciate what you’re saying.” And then, you ask a question like, “So, why do you think it’s too expensive?” or “What are you comparing it to?” or “What’s your budget?” Whatever. A question, question, question. The big trap in objection handling is not to answer the objection right away. You need to ask a series of intelligent questions to get to the truth, because a lot of times the first objection is not the real objection anyway.

11 Ways to Re-program Your Brain for Ultimate Confidence

Whether you are looking for a raise from your boss or closing a deal…the most important sale is YOU selling YOU to YOU. Learn 11 unconventional and powerful ways to eliminate self-doubt and cool strategies to handle any objection.

How to Create a Great Sales Person

After 30 years of experience, I have a few tips to share about creating great Sales People. It may not be what you expect, listen in for the details.

Speaker 1 (00:07):

Yeah. So what do over 30 years of selling experience teach you? Well, it teaches you that sales equals income without sales. There’s no income. It teaches you that there’s a lot of people out there teaching you how to sell and how to generate it. But I want to tell you right now how you can turn yourself and anybody else you bring in your organization into a great sales person or how to spot the right person to begin with. Now, it doesn’t have anything to do with pedigree college degree, um, who, you know, who you don’t know all that other stuff, but this is the raw material that can turn anybody into a great salesperson. Particularly when you’re switching media, when it’s one to one, one to many on camera, off camera, all over the place. Okay. There’s a few things in common. Those of you who don’t know me, my name is Blair.

Speaker 1 (01:06):

Some of you know, me as a rich dad advisor to Robert Kiyosaki and the area of sales, team development, personal development, and how to forecast and create your future. Okay. But today I’m going to talk about some salespeople, how to get the right ones. Okay. So I’ve got six items here. Number one, number one, first and foremost, if you’re trying to get a great salesperson or become one highest energy wins, that’s right. High synergy went, you got to have energy. You know, we always say that in sales, two people come together in a selling situation person with highest energy, usually wins, right? And if you don’t have an experience, think about your kids. If you have kids and their energy is higher than yours, who ends, right? So energy and mood levels. So in other words, it’s easy for all of us to fall into a slump.

Speaker 1 (01:56):

It’s easy for all of us to get discouraged once in a while, but a good salesperson has the ability to shift, state change and increase their mood level. Almost on a moment’s notice. Now there’s some people that don’t do that so well. Uh, other people that do, and even the moodiest even the mood is some salespeople and I’ve met them. And I am one have the ability when push comes to shove, when the, when the camera goes on, when the phone call is answered to shift your mood level immediately to rise to the occasion. Okay? So that’s the first thing. So person with low energy, I’m not saying they can’t, but I’m saying right now that if you want to survive and flourish and do well, you’re going to need to master that your energy levels and the people that you interview are the people that you’re working with, whether they’re volunteer commission, whatever, highest energy, when it sets a first criteria, energy and mood levels.

Speaker 1 (02:52):

Okay. Number two, persistence. Maybe you may maybe know that I wrote the book sales dogs, right? That you don’t have to be an attack dog to be successful in sales. Well, why dogs? Because dogs of all the pets of all the animals that we domesticate, they are the persistent. They love you. No matter what, you could beat them with a stick, yell at him, tell him to scoot, get out of the way. And they keep coming back, keep coming back for more than persistent. They don’t give up on you. They’re loyal as the day is long. And that’s the, those are the attributes of a good salesperson. You know, they’re not only, um, persistent from the fact that they attached to you, but they’re persistent in everything they do. I call it a dog-eared approach to life. Look, I know this is a task I’m not quitting.

Speaker 1 (03:44):

I’m going to keep going. Keep practicing, keep calling until I get the deal. Yes or no. Okay. So persistence is critical. I mean, you probably already knew that, but think about next time you pet your dog, next time you pick up a stick or a ball and throw it and they keep doing it again and again and again, they’ll do it all day long. That’s a good salesperson. Okay. Number three, 100%, 100, maybe 10% real, real. Some people call it authenticity. I’m going to say more than authenticity because I don’t quite understand that term being 100% real all the time. That’s a sign of a great sales person. Why? Because these days people want to be able to talk to somebody. They can trust somebody that they know what they see is what they get. When they’re not on the phone. When you’re not on the camera, you’re not somebody else.

Speaker 1 (04:39):

You’re who you are. People ask me all the time. What do you like when you’re not on camera? What are you like when you’re not in the seminar? I go, it’s the same thing. Nothing changes. So being 100% real now, what does that mean? That means that your thought, obviously it means that your thoughts, your values, your actions, your beliefs are all congruent. Okay. But what else? It means in a more real sets is that you talk the truth. As you know it, somebody asks you a question. You don’t know the answer you go, man. I don’t know the answer to that, but I can look, I can look it up for you or let’s call somebody right now and figure that out. But never, ever, ever, ever pretending to be somebody that you’re not. I made that mistake very early in my career. Many, many years ago when I first started in sales and it bit me in the shorts every time, just about every time.

Speaker 1 (05:30):

I mean, I was able to get away with it a little bit. I thought, but at the end of the day, people want somebody that’s 100% real. I say this. I say that if you’re, if you’re in a selling situation, this is not a performance. It’s a conversation. And if you’re going to have a conversation with a friend at a party or a friend that comes over to the house, you want to be real. You don’t want them to be putting on a show. You do try to be interesting. A person that’s interest is always more desirable than somebody is trying to be interesting. Okay. So 100%. For real, if you’ve got some flaws, don’t be afraid to talk about, um, if you’re afraid to talk about it, you need to work on that. Okay? Cause we all got ’em. I got it. Skeletons in my closet.

Speaker 1 (06:16):

You got them in yours. It’s okay. Once you become comfortable with the fact that you’re not a perfect human being and did you get to make mistakes and you’re willing to share with other people, you’re good. I’m good. Now you don’t try and get people to feel sorry for you. But what I’m saying 100% real when in doubt out, say you’re in doubt. If you don’t oh. Quite know, say you don’t know if there’s something that’s really interesting to you and you want to know more. So can you tell me more about that? I really would like to know, showing that you’re interested rather than trying to be interesting. Well, when you, a lot of deals that will win you a lot of trust, respect, and people will like you. Okay. That’s number three. And number four, meticulous with followup. Now that’s not my strong suit.

Speaker 1 (07:08):

And I’m going to, I tell you that for most good salespeople, that’s not their strong suit, but whatever kind of a system, whether it be automated, whether it be a personal assistant, some way to have meticulous. Follow-up why here’s the rule. Just because you’re ready to sell. Doesn’t mean ready to buy. That’s a fact just because, because you’re ready to sell doesn’t mean somebody else’s ready to buy. So if you continue to follow up in a meaningful way, not to be a pest, but in a meaningful way, they’ll come a time when they’ll entertain your pitch or they’ll entertain what you have. I have to offer. Okay. So what’s that look like? Well, that looks like it looks like you have a list management system of some sort, it could be outlook. It could be, uh, something kind of a list manager, a way that typically flags people to tell you to call them back.

Speaker 1 (08:01):

But if somebody gives you any inkling of, of, um, of an idea of how you can follow up with them, do it, uh, fine. We used to, one thing I used to teach is find reasons. If you’re dealing with somebody, one-on-one find reasons to follow up. In other words, if you find out that they’re good, that they like, I love the game of golf. Okay. And you happen to have seen maybe a great article about the PGA, um, asked him if they’d tell him that you saw this great article in sports illustrated about the PGA. Did you see it? You go, no. Can I get it to you? Can I send it to you? No, no, no. That’s fine. Please let me send it to you. So what did you just do? You purposely and agreement. Why? So you can follow up. What, because what you’re doing is you’re creating a track record in their brain is that you make, you keep them and you follow up.

Speaker 1 (08:57):

That’s called building trust. Okay. So again, meticulous up whenever that takes never, you never know. I mean, so a person is turned you down or not talk to you for months. All of a sudden you call them and say, check it in. I want to see how you’re doing. And if you’re going to do that, if you’re going to do that personally, um, through a conversation, make sure that you have something meaningful to say, give them some Kevin update. Don’t just say, Hey, I ain’t doing right by yet that ain’t going to work. Okay. If you’re doing it through chat, if you’re doing it through email, make sure you have something of value to follow up with a new development on article. They might like to see video that might be of interest to them. Okay. All right. Meticulous. Follow-up yeah. Some people are better than that than others.

Speaker 1 (09:46):

Number five. Again, some of you are like this, but a willingness to be accountable, but particularly accountable to numbers, accountable to numbers. What numbers? Well, every sales, every sales organization, every team, every business has what I call a selling cycle. A step 1, 2, 3, 4, 5 could be 10 steps could be three steps of how you generate a sale. You know, it could be the first thing is a YouTube video with a call to action. And then somebody calls, somebody follows up. Makes a comment on your video. Okay. So that’s the first step. Okay. W first step is video. Second step as a follow-up is as or as a comment, third step is you’re going to respond in a comment, et cetera, et cetera, et cetera at each one of those steps can be measured, can be measured. So the accountability doesn’t mean that your numbers are always good.

Speaker 1 (10:44):

The accountability means you’re keeping track of the numbers and you’re always improving each step of the cycle. Okay. You may be very, very good at generating leads, but you may be terrible at closing. Okay? You may be very good at closing the horrible generating leads. See what I’m saying? So you don’t throw the whole thing out. You just work on the, on the particular piece. And the only way you can do that as by being accountable to those numbers. Okay? So be keep accountable to the numbers and make sure you have somebody else that you’re accountable to with those numbers. Okay? So having an accountability partner, a your boss, you, whoever that is, okay, that’s number five. And number six, I love this one. Number six, probably the most important attribute of a good salesperson. If you’re going to hire one, you’re going to become one or you want to coach.

Speaker 1 (11:34):

One is what I call. They got to be a crazy, crazy student, a crazy student. What I mean by that, because they’ve got to be so crazy that they love studying the art of selling. They love, they love studying about their own little voice and of what they know. The crazy student knows that the number one sale, most difficult sales not saw a customer is sell you, selling you to you. It’s managing that little voice in their brain and they’ll read everything and practice everything. I listened to audios continually working on self-improvement. Why? Because they love it because why? Because they know that every time they work on it, they get a little bit better. They close a little bit more there’s their numbers will continue to go up crazy student. What else say a crazy student about their crazy student, about learning the art of negotiating and persuading of communicating to become great communicators.

Speaker 1 (12:31):

Look, if your communication is good, your cashflow is going to go up. If your communication is poor, your cashflow is going to go down. That’s the nature of business. Okay? So the crazy student knows that. And they’re relentless about reading everything. I can show you my whole bookshelf over here of everyday. They can about the art of negotiating, the art of persuasion, the art of articulating and being a great communicator. And the other thing that they’re going to study, as I got to study the business, they’re going to study about their clients. They’re going to study everything they can about their niche, their market. What are the ones, what are the needs? What are the desires? What are the, uh, what are the frustrations? And they’re going to stuck. They get to study, goes in that place so that when they’re talking to their customer, they know exactly what to say.

Speaker 1 (13:20):

They know exactly what’s on their mind. Okay? So this is just a quick list. I can probably make up about 10 more, but for right now, energy and moods, persistence being a hundred percent real meticulous in your follow-up accountability to the numbers of your selling cycle and being a crazy student, a crazy student. And by the way, you want to be a crazy student, share this video with other people. Watch it again, go to Blair, cinder.com. We’ve got a ton of amazing videos that will teach you how to be a better negotiator, master little voice in your head and master the art of sales. Okay. So it’s Blair singer.com. Thank you for watching this. Please share with other people and subscribe to our channel. We’d love to keep you informed on all the new videos going on. Okay. Be amazing.

Beat the chaos and educate yourself

What changes have you made since the beginning of 2021? Have you made any pivots in your work?

Or, are you keeping everything the same as it was a few months ago?

If you are, you’ll want to turn this around as soon as you can.

In my last email, I talked about the importance of being a leader and taking responsibility for your business, yourself, and your family.

And now I’m going to tell you how to do it.

If there’s one thing that this crisis has taught us, it’s that we need to educate ourselves. And I’m not just talking about business owners.

What I mean is that we all need to adapt to the changes in front of us.

In a business context, it’s time to start learning how to deal with challenges and overcome them.

If you throw in the towel during this crisis and just sit there waiting for things to get better, you’ll be waiting for a while. And your business probably won’t survive that long.

What you should do instead is take the wheel and invest in your education. This is what we’re all doing right now, so you need to get on board if you want to survive and thrive.

Don’t know how to get in front of a camera and reach out to your audience?

Then learn how to do it!

You need to understand how powerful you are. You can teach yourself to do everything you need to sell and grow.

Anyone can be successful when the market is blooming and everything is peachy. It’s when things get tough that true entrepreneurs shine, even as the rest fall behind.

If you’re reading this email, it means that you’re willing to work to be a true entrepreneur. You’re willing to continue to learn and find your way out of the chaos.

Be Awesome!

To continue with Mastering Your Selling Cycle click here.

The mindset you need right now

Do you consider yourself a leader?

By default, if you’re the head of a business, you’re a leader. It’s just a question of whether you see yourself this way.

If you don’t, you’d better work on changing your mindset.

My last email explained how the landscape of sales is changing. You have to get back to basics and provide people with what they need.

But, this doesn’t just apply to your customers. It also applies to yourself, your employees, and your family.

In this case, you’re not just a leader in the conventional sense.

You’re a lead income generator.

If you can’t make money right now, you have a big problem. And judging by the state of the world, this problem will only get worse.

What’s happening right now isn’t your fault. But it IS your responsibility.

Do you know what my worst nightmare is?

It’s not being able to provide for my family. As an entrepreneur, this would be the biggest failure of my life.

I couldn’t take not being able to provide for my family – not being able to put food on the table, or secure my kids’ education.

I bet that this is your fear as well.

I know that it’s scary. But that fear should motivate you to adapt to what’s happening in the world. You must take responsibility for your business.

Do you have a team by your side?

If so, they expect the same level of security as your customers and family. It’s your job as the leader to ensure that your people have jobs.

Of course, you can’t do it all on your own… But it ultimately depends on your decisions and actions.

As soon as you understand this, you’ll have the power to push through this crisis and come out on top. So, start seeing yourself as a true leader and lead your people to safety and prosperity.

Be Awesome!

To continue with Mastering Your Selling Cycle click here.

How to adapt to this crisis

Right now, we’re still dealing with the pandemic, and the crisis will have an impact on us for the foreseeable future.

So, why am I telling you things you already know?

Because people are not learning from what’s happening. Even though they know what’s going on, entrepreneurs are failing to adapt.

And I’m here to help you with this.

Here’s the harsh truth that you need to hear…

People don’t want to buy fluffy and airy stuff right now. They’re looking for things that provide tangible value.

If you want to sell today, you must strip everything back to the basics.

In other words, you must focus on the crucial things that people need in times like these…

Income, health, and happiness.

Does your offer provide these things? Is there something that gives people safety, joy, or the resources that they need to push through this?

If not, I’m sorry to say that you’re not going to have a good time as a business owner.

The world is changing…and taking sales with it. There’s no room for wishy-washy services or products. Instead, your customers want you to help them weather this storm.

The good news is that, whatever your offer, there has to be something about it that does this in one way or another. You don’t need to transform someone’s life to sell – you just need to be there to help your audience.

At the end of the day, making sales boils down to giving people something that’s worth more than their money.

Can you do this?

If not, you’d better figure out how, pronto.

And if you can’t do it alone, reach out to someone who can teach you. In my next email, I’ll show you why this is so important.

Until then, find tangible value in what you do and showcase it.

Be Awesome!

To continue with Mastering Your Selling Cycle click here.

One thing you need for better sales

How confident are you in yourself and your business?

Do you clearly see the value in what you offer?

If not, I have some bad news for you…

Your customers won’t see your value either!

In my last email, I talked about finding the things in your offer that your customers value, but you might have neglected. This can go a long way to making higher sales.

But, none of that will matter if you don’t value yourself. If you sell yourself short, how can you convince people to buy?

For this reason, one of my main goals is teaching people how to be more confident and present themselves in the best light. If you can’t pull this off, it could very well be the root cause of all your business woes.

There’s one thing that your sales efforts must radiate – and that’s enthusiasm.

If you’re not enthusiastic about your offer, how can you expect others to be? If you can’t get people excited about your products or services, you can’t expect them to buy.

As you may know, purchase decisions are highly emotional. To sell, you must learn how to elicit positive emotions in your audience.

At the very least, you have to manufacture enthusiasm, if you can’t easily feel it. Project your enthusiasm outward and people will associate that feeling with you and your offer. That will make them more likely to buy.

The good news is that, even if you don’t feel confident or enthusiastic, you can practice projecting those feelings. Think of it as another skill that you can pick up.

If you have a team, get everyone in the team to practice confidence and enthusiasm. As for yourself, you can stand in front of a mirror and practice.

Forget that it might feel awkward at first. When you get it right, and sales start to come rolling in, you’ll know that it was well worth the effort.

So if you’re wondering what to work on, there’s your answer… Work on your enthusiasm and you’ll be able to sell more.

Be Awesome!

To continue with Mastering Your Selling Cycle click here.

What your customers REALLY want

How to find out what your customers REALLY want from you

What’s the most valuable thing about your offer? What gets people coming back again and again? What helps you sell to more customers?

You might think you know the answer to these questions.

But, if you’re like most business owners and salespeople, this probably isn’t true.

I see so many business owners who have no idea what their customers value the most.

They assume, but they don’t really know.

And let me tell you something…

What you think is the most valuable can be very far from the actual value that customers find in your offer.

If you don’t figure this out, you can’t find your strongest suit. You can’t find your unique market position. You can’t play to your biggest strengths. In the long run, this can be very dangerous!

So how do you make sure that it doesn’t happen?

The answer is shockingly simple:

Just ask your customers!

Reach out to the people who are happy with what you have to offer. Ask them about the most valuable thing that they received from you.

For example, if you operate a hair salon, you might think that customers appreciate the color or hairstyle that they came away with.

But this might just be the surface-level benefit.

What they actually value might be the feeling of confidence that your color or hairstyle gives them. They feel good about themselves and better in their own skin.

Now, that’s value!

You need to get in touch with your happy customers and find your meaningful value. You can ask anyone – other than friends and family members, as they’ll probably be too polite to tell you the harsh truth.

Find the customers who will objectively tell you what part of your offer matters the most to them.

In many cases, I bet you’ll be surprised by the answer!

Now, when it comes to providing value, this is only one aspect to focus on. In my next email, I’m going to show you something else that will help you deliver even more value.

Be Awesome!

To continue with Mastering Your Selling Cycle click here.

I have two words for you: role play

You know that I’m a big advocate for quieting that little voice in your head. It stands in the way of so many things in life.

And, that includes your sales deals.

So, I have two words for you: role play.

You need to role-play. One of the ways to get over it, is through it.

I’ve worked with seasoned veterans. I got them to role-play handling the toughest objections until they have it down cold. 

And, then I watched their conversions go up by 30% to 40%.

Why?

Not because they had snappy answers, because it’s not about the answers. It’s because their confidence level was so high, the person at the other end had a level of confidence in them as well.

Nobody’s going to give you $100,000 if they think you’re a shaky individual. So, you need to build up that confidence with role-playing.

It’s essential that you cover these components in your role-play:

  1. Build Confidence

First, the old rule of thumb is, the person who asks the question is always in control. So, when you hear the objection, the first thing you do is acknowledge it.

“Thank you. I appreciate what you’re saying.”

Do this to create a point of agreement before you handle the objection. 

  1. Ask Questions

Next, it’s time for you to ask a question:

“Why do you think it’s too expensive?”

“What are you comparing it to?”

Of course, you can ask any question you want. But, the point is to ask a series of intelligent questions to get to the truth. Many times, the first objection is not the real objection.

It’s a bit like the first volley to get you out of the way or put you off. Practice countering it with your own questions.

  1. Bring the Little Voice in Your Head Down and Confidence Up

Lastly, when role-playing, focus on getting past that little voice between your ears. When faced with an objection, you can’t falter. If you do, stop the role-play and start again.

Why isn’t it okay to hesitate? We hesitate in real life, right?

But remember, this drill isn’t about you handling a prospect. It’s about you killing that damaging, debilitating little voice. So, you need to learn to override it.

To continue with the 21 Day Challenge click below.