Education
In this episode, I am going to be discussing something that no script can help you with, and that is when you're doing everything right, but it all seems to go wrong. I remember the first time I actually recognized what was going on - I was actually on a call for selling a high priced item, high priced coaching, and mentoring courses. I thought I was having great conversations with the people I was looking to enroll. They loved the expert. They had a really strong bond with the material they had consumed already.I was just looking for an opportunity to enroll them right away, get them into better products, get them working more closely with the person who is going to be coaching them, and teaching and helping them along the way. What I didn't realize was that although the conversation was going well, I was missing something, because at the end of the day, it was broken.They had more questions. I wasn't able to close them, and it was very frustrating. The problem was that I wanted to overcome the need to handle a lot of objections and be able to help them with their concerns of buying, and help them get out of their own way to acquire what we were trying to sell them. And what I realized was that in those moments, I was making a bigger deal out of some of the questions, and they weren't objections. They were actually buyers’ questions. So, I’m going to tell you how to overcome the client's final concerns. Stay tuned.Key Takeaways:All these personal internal judgments about why they're asking questions (3:16)For the majority of people, they're just curious about the next step (3:31)Sometimes, they want to know a little bit more, or a better explanation (3:50)Often, when you make those rebuttal statements, a reaction is set off (5:55)I don’t use objection statements now - We’ve crafted discussion points (6:33)They want to purchase, but they have to overcome a bump in the road (8:43)There are pre-crafted examples that you can build into your business (12:01)Parallel their question to something outside of what you're selling (12:13)What can you share to make their statement or concern obsolete? (13:05)Listen to what's going on. Write it down. (13:52)They need a nudge, or you need the pressure to be relieved (15:18)Helping them to see themselves as the hero of the story (16:52)Being seen as a leader, an expert, an adviser, rather than a pushy person (17:09)----Additional Resources:The book "Influence" by Robert Cialdini on AmazonThe book "Pre-Suasion" by Robert Cialdini on AmazonThe Legendary Closers Facebook GroupUnlock the Secrets to Closing Your Prospects----You can find the podcast on Apple, Google, Spotify, Stitcher, YouTube, or wherever you listen to podcasts.If you haven’t already, please rate and review the podcast on Apple Podcasts!