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hello and welcome to session No. 10
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and in this session
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it's all about handling objections
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so we call it objection handling mastery
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in other words
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how to resolve
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the objections that your prospect may have
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so keeping it simple
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how to turn your prospects no into a yes
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so you can close more sales easily and much faster
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so let me remind you about the sales process
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that we've been teaching
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and it still fits in within the sales process remember
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the first step is to identify the right prospect
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in other words
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the right ideal client for you
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and then find a way to approach them
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contact them
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speak with them
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build rapport with them
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deliver your pitch when that opportunity comes
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in other words
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present your offer
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your present your products
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your solution that you have for them
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and at some stage
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they are going to tell you either yes
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I wanna know more yes
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I want to buy your product
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or they gonna say no
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and when they say no
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it often doesn't sound like a no
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I'll tell you what it sounds like at the moment
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and then you've got to handle that objection that no
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then that leads you to pre closing and closing the sale
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and then at some point
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doing a follow up
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we'll talk about those two last two
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and later on
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so a quick reminder about the actions
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the home actions from last session
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one was to create three variations
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of your elevator pitch
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and then practice several times a day with other people
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in terms of your elevator pitch
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it could be a family member
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it could be friend
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it could be associates
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and then select and use the one elevator pitch
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that resonates with you most
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and also would resonate with your client the most
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practice practice
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and practice
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so if you haven't done that
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make sure you do those homework actions
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cause it will help you in the latter stages
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of this program
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and also everyday
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complete your sales dashboard
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put your numbers in
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even if it's a zero
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put your sales numbers in
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under and under
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in every single cell
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every white cell
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that is every white cell
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put your numbers in
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so you can see how you are performing
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okay so let's get back to objection handling
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and this is a stage
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we're saying that at some point
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when you do ask your client
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would you like to know more
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or would you like to buy our service
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they may say no
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or they may say yes
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and if they say yes
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no problem you can continue and close the sale
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if they say no
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most people get stuck
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so how do we really handle when people say no
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and invariably
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they don't say no
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they all say what
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I've got to think about it
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I've got to speak to this person
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I can't afford it
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it's too expensive
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uh what would this
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what would happen
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if I do this
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can you email me something
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can you send me your brochure
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can I do this
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can I do that
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and they don't always say no categorically
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but they will make an excuse
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or what we call an objection
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now let's have a look at it carefully
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in any normal conversation
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you're pretty intelligent
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so you can have a normal conversation
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and keep your intelligence quite
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what we call quite high
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in other words
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you're thinking rationally
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you're thinking logically
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you're thinking clearly
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but the moment someone gives you an objection
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some people then fall into an emotional state
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so we want to keep ourselves very intelligent
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so we can actually focus
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do the deal
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have that nice conversation
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but when we fall into that emotional state
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we we hit a state of shock or confusion
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or we don't know what to say when they say no
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or it's too expensive or
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I can't afford it
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whatever they say
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so in sales
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remember to keep your intelligence high
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and keep your emotions low
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it's hard to do
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but I'm going to give you a method
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a formula in a little while on how to do that
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so you can think clearly
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have you ever just had a situation where
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you're speaking to a prospect
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seems like everything's going well
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you present
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you present your offer
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yours or your solution or your service
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and they say no
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or they say
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I can't afford it
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or it's too expensive
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whatever they say
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and in that moment
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in that conversation with them
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at that moment
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you fall into a state of shock
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it's like oh
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now what do I say
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now what do I do
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and suddenly your intelligence is gone
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and you're not able to think clearly
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or rebut or give them something further
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and that's the end of that conversation
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that's the end of the dialogue
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but if you ever had that situation
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when you got back to your office
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or you got back home and suddenly had a realization oh
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I should have said this oh
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I could have said that
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but at that moment it's what
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it's too late
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they not in front of you
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it's gone so
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this is the importance of keeping the intelligence high
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so if you can keep your intelligence high
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you can then close more sales now
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people take the objection as a rejection of them
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so remember
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it's not an object
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it's not a rejection
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it's an objection
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and when you treat
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that thing they say to you as an object
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as a rejection
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is very hard to deal with it
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so a rejection simply means
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oh they don't like me
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there's something wrong with me
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they don't love me
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there's something wrong with what I've said
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or what I'm wearing
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or they just don't like the look of me
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no no no no no
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when it comes to sales
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remember they're not rejecting you as a person
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but rather if you've got to this stage
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they have an objection
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in other words
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they have a question
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they are confused about something
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they need further clarity
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they need you to explain something further
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so simply it's an objection
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so someone remember
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you've found their ideal
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your ideal clients
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you've had the conversations with them
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you've done the fact finding
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you've asked them lots of questions
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you've done your elevator pitch
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they said tell me more
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and all that is been fine up to then
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so you are talking to the right person
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with a right pain
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who needs your solution
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so it's already
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it's not a rejection of you
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but rather an objection
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if I'm not buying
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then there's something I haven't heard
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or something that hasn't been explained to me
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that's the objection
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so be comfortable
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or get comfortable
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with someone give you giving you an objection
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because I'm going to give you the formula
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on how to deal with that
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now there are only four main types of objections
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once you understand that
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it's going to make your life much easier
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the four main types of objections
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one is in relation to money
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in other words
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it's a financing issue
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a budgeting issue
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a cash issue
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or they will say
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I can't afford it
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or it's too expensive for us
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so one it's a money issue
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2 it's a time issue
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in other words
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it could sound like this
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oh we've only just bought this recently
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oh I don't have the time to actually implement this
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we do this and we only purchase these things
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in the first week of March
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every single year
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so it's a time issue
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it's a timing issue
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the third type of objection is interest
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I'm not really interested in this service
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I already have this service
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this is not what I'm looking for
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it may sound like that
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or it's something that we will consider in the future
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it's not something for us right now
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and a fourth type of objection is trust
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trust in other words
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there's two types of trust
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one is I don't trust you yet
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and remember
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they're not gonna say
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that I don't trust you
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they'll say
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can you send me an email
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or can you send us your brochure
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can you send us a sample
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can you send
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can you do something
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it could it
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usually around
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the area of trust
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so maybe there's something you haven't said
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something you haven't demonstrated
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for them to build that trust with you
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that's why it's so important early on
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to ask the right questions
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to do the right fact find them
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go into their world
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get them to know you
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like you trust you
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and the second type of trust is
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I don't trust myself
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I don't trust myself
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that I can do this
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that I can implement this
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that I will follow through on your service
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that I can commit to this
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so remember
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two types of trust
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trust myself
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I don't trust you
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so once you understand this four main types
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you know everything else fits in roughly
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around these four main types
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but regardless of the type of objection they give you
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they give you
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or the prospect gives you
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there is a formula on how to handle that
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which is what we're going to talk about now
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we call it the 4 step formula
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and the 4 step objection handling formula
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looks like this
291
00:10:00,200 --> 00:10:02,333
when the client gives you an objection
292
00:10:03,233 --> 00:10:05,833
there are four steps you must
293
00:10:06,033 --> 00:10:07,766
deal with and go through
294
00:10:07,800 --> 00:10:10,100
in order to turn that no
295
00:10:10,333 --> 00:10:11,366
that objection
296
00:10:11,366 --> 00:10:13,833
into a yes a yes
297
00:10:13,833 --> 00:10:15,899
I'm ready to look at this further or yes
298
00:10:15,900 --> 00:10:17,033
I'm ready to buy
299
00:10:17,133 --> 00:10:17,733
what are the
300
00:10:17,733 --> 00:10:18,799
what are the four steps
301
00:10:18,800 --> 00:10:21,100
No. 1 whatever they say
302
00:10:21,133 --> 00:10:22,299
acknowledge them
303
00:10:22,533 --> 00:10:23,766
so whatever they say
304
00:10:23,766 --> 00:10:24,666
acknowledge
305
00:10:24,666 --> 00:10:26,099
what they have said to you
306
00:10:26,100 --> 00:10:27,166
don't ignore it
307
00:10:27,166 --> 00:10:29,033
don't side step it
308
00:10:29,033 --> 00:10:31,233
don't just paper over it
309
00:10:31,233 --> 00:10:33,066
or paint over it
310
00:10:34,866 --> 00:10:36,766
really acknowledge what they said
311
00:10:36,766 --> 00:10:38,099
now number two
312
00:10:38,366 --> 00:10:40,433
once you've acknowledged what they've said
313
00:10:40,433 --> 00:10:42,299
then ask them a question
314
00:10:42,833 --> 00:10:43,799
ask them a question
315
00:10:43,800 --> 00:10:45,600
we'll talk more about that in a moment
316
00:10:46,200 --> 00:10:47,433
through asking a question
317
00:10:47,433 --> 00:10:49,833
you're going to get the truth
318
00:10:50,366 --> 00:10:51,566
by asking the questions
319
00:10:51,566 --> 00:10:53,433
you'll eventually get to the truth
320
00:10:53,466 --> 00:10:57,633
of what the real matter is as to why they are saying no
321
00:10:57,766 --> 00:11:00,466
why they are giving you that objection
322
00:11:00,800 --> 00:11:03,233
once you've sought the truth
323
00:11:03,566 --> 00:11:05,666
the next step is now to pivot
324
00:11:06,066 --> 00:11:07,799
to pivot to the sale
325
00:11:08,366 --> 00:11:09,966
so I'm gonna give you
326
00:11:10,066 --> 00:11:12,066
an example of how this would look like
327
00:11:12,066 --> 00:11:14,066
or sound like for you
328
00:11:14,066 --> 00:11:16,066
and then the idea is for you to practice
329
00:11:16,566 --> 00:11:17,899
so first step
330
00:11:17,900 --> 00:11:18,700
acknowledge
331
00:11:18,933 --> 00:11:20,699
how can you acknowledge a human being
332
00:11:20,700 --> 00:11:23,966
you see most people in our society nowadays
333
00:11:23,966 --> 00:11:26,099
do not feel acknowledged
334
00:11:26,900 --> 00:11:28,433
because everyone's busy
335
00:11:28,433 --> 00:11:30,633
everyone's rushing to do what they need to do
336
00:11:30,733 --> 00:11:33,099
and most people don't feel acknowledged
337
00:11:33,733 --> 00:11:36,633
so there I'm gonna give you some simple
338
00:11:36,633 --> 00:11:38,133
acknowledgement statements
339
00:11:38,366 --> 00:11:40,299
so whatever they say remember
340
00:11:41,333 --> 00:11:42,299
acknowledge them
341
00:11:42,300 --> 00:11:43,333
I understand
342
00:11:43,633 --> 00:11:45,633
or I know how that feel
343
00:11:47,333 --> 00:11:49,866
or I know how that feels so what are you
344
00:11:49,866 --> 00:11:54,599
so what you are saying is thanks for informing me
345
00:11:55,233 --> 00:11:57,866
I hear you thank you
346
00:11:59,300 --> 00:12:02,233
so your experience was this
347
00:12:02,233 --> 00:12:02,866
this and that
348
00:12:02,866 --> 00:12:03,766
is that right
349
00:12:04,400 --> 00:12:05,566
I see your point
350
00:12:06,300 --> 00:12:07,866
thanks for sharing
351
00:12:08,166 --> 00:12:11,099
so these are just simple acknowledgement statements
352
00:12:11,300 --> 00:12:13,366
so you I'm sure you have your own
353
00:12:13,433 --> 00:12:14,466
it doesn't matter what it is
354
00:12:14,466 --> 00:12:15,866
whatever they say
355
00:12:16,100 --> 00:12:17,566
don't sidestep it
356
00:12:17,866 --> 00:12:18,699
acknowledge them
357
00:12:18,700 --> 00:12:19,533
and in sales
358
00:12:19,533 --> 00:12:21,566
acknowledge as much as you can
359
00:12:21,600 --> 00:12:23,933
in a conversational style remember
360
00:12:24,466 --> 00:12:26,133
so once you've acknowledged them
361
00:12:26,133 --> 00:12:28,066
then ask a question
362
00:12:28,466 --> 00:12:30,199
so you're going to ask a question
363
00:12:30,333 --> 00:12:31,299
and the easiest way
364
00:12:31,300 --> 00:12:34,066
if you're not sure what kind of question to ask
365
00:12:34,400 --> 00:12:37,400
remember to stay present with them
366
00:12:37,400 --> 00:12:38,900
be aware of where they are
367
00:12:38,933 --> 00:12:40,266
what they're going through
368
00:12:40,566 --> 00:12:44,233
and the easiest way to know what question to ask
369
00:12:44,233 --> 00:12:46,233
is to be present to them
370
00:12:46,233 --> 00:12:47,633
and they'll come up to you
371
00:12:47,633 --> 00:12:49,499
but if you are still stuck
372
00:12:49,833 --> 00:12:53,566
use any of these starting question statements how
373
00:12:54,000 --> 00:12:56,800
how did you do that or who
374
00:12:57,100 --> 00:13:00,566
who else is involved in this or why
375
00:13:01,100 --> 00:13:02,600
why do you think that happened
376
00:13:02,600 --> 00:13:06,533
when you purchased that product the last time or what
377
00:13:07,666 --> 00:13:09,099
what do you think would happen
378
00:13:09,633 --> 00:13:13,633
if you implemented our strategy over the next two years
379
00:13:15,466 --> 00:13:19,033
how how do you think we can get this done
380
00:13:20,066 --> 00:13:22,433
when when would you like to get started
381
00:13:22,500 --> 00:13:24,900
or when would be a best time for you
382
00:13:24,900 --> 00:13:29,366
or when would you like to really overcome this problem
383
00:13:29,766 --> 00:13:32,033
so ask use any of these questions
384
00:13:32,200 --> 00:13:34,500
to help you to ask a question
385
00:13:34,500 --> 00:13:35,966
so this takes practice
386
00:13:38,066 --> 00:13:39,433
after you've asked question
387
00:13:39,533 --> 00:13:42,799
you're going to continue to acknowledge and
388
00:13:43,533 --> 00:13:44,166
ask a question
389
00:13:44,166 --> 00:13:46,466
you're going to continue to acknowledge them
390
00:13:46,500 --> 00:13:47,500
ask a question
391
00:13:47,933 --> 00:13:48,866
until eventually
392
00:13:48,866 --> 00:13:52,866
you get to what we call the truth a truth
393
00:13:53,066 --> 00:13:56,533
you may verify the truth by saying something like this
394
00:13:57,233 --> 00:13:59,199
so are you saying
395
00:13:59,333 --> 00:14:02,233
that if we can give you a payment plan
396
00:14:02,466 --> 00:14:04,333
you'll be ready to work with us
397
00:14:06,166 --> 00:14:07,766
it may sound something like this
398
00:14:09,033 --> 00:14:13,099
so are you really concerned that
399
00:14:13,366 --> 00:14:16,433
you may not be able to implement this solution fully
400
00:14:18,166 --> 00:14:19,166
I understand
401
00:14:19,933 --> 00:14:23,233
so what if I showed you a way to implement it
402
00:14:23,233 --> 00:14:26,199
simply and effectively over the next 3 months
403
00:14:26,366 --> 00:14:28,133
would that be useful to you
404
00:14:28,666 --> 00:14:31,799
okay good so seek the truth in that regard
405
00:14:31,933 --> 00:14:33,833
the person had a concern that they couldn't
406
00:14:33,833 --> 00:14:34,833
implement it
407
00:14:34,966 --> 00:14:36,066
so let's have a look
408
00:14:36,066 --> 00:14:37,033
another one
409
00:14:37,200 --> 00:14:42,133
so so you have to speak to this person
410
00:14:42,133 --> 00:14:43,133
is that right
411
00:14:44,066 --> 00:14:46,733
so you have to speak to Jane
412
00:14:46,900 --> 00:14:47,966
is that right
413
00:14:48,500 --> 00:14:50,333
so you're seeking the truth
414
00:14:50,966 --> 00:14:53,466
so in that last statement
415
00:14:53,666 --> 00:14:55,633
last question is very much about
416
00:14:55,633 --> 00:14:57,533
they are not the decision maker
417
00:14:58,133 --> 00:14:59,666
they have to make the decision
418
00:14:59,666 --> 00:15:01,333
in connection with someone else
419
00:15:01,500 --> 00:15:04,900
or they have to speak to that person first of all
420
00:15:04,933 --> 00:15:06,699
before they can make a decision
421
00:15:07,300 --> 00:15:09,033
so seek the truth
422
00:15:09,333 --> 00:15:11,099
and once you've sought the truth
423
00:15:11,100 --> 00:15:13,800
we will then move to a place where we can pivot
424
00:15:14,233 --> 00:15:16,633
and so pivot simply means
425
00:15:17,533 --> 00:15:18,899
they had an objection
426
00:15:20,066 --> 00:15:21,966
they were a no no no
427
00:15:22,433 --> 00:15:24,299
but now you've got the truth
428
00:15:24,433 --> 00:15:26,799
you're now going to reposition it
429
00:15:27,033 --> 00:15:28,666
for them to now say yes
430
00:15:28,666 --> 00:15:31,166
and there is a specific way to do that
431
00:15:31,366 --> 00:15:33,466
and some of the ways to pivot
432
00:15:33,766 --> 00:15:35,266
we're still going to acknowledge
433
00:15:35,266 --> 00:15:36,666
and you're still going to ask a question
434
00:15:36,666 --> 00:15:37,733
you're still going to acknowledge
435
00:15:37,733 --> 00:15:39,199
you're still going to ask a question
436
00:15:39,366 --> 00:15:40,266
in that order
437
00:15:40,433 --> 00:15:43,733
but a pivot sounds something like this
438
00:15:44,533 --> 00:15:46,499
so what if we were to able
439
00:15:46,766 --> 00:15:50,933
so what if we were able to offer you a payment plan
440
00:15:51,666 --> 00:15:56,566
or so what if we were able to offer you a longer
441
00:15:57,333 --> 00:15:58,566
program period
442
00:15:58,566 --> 00:15:59,599
so you can take your time
443
00:15:59,600 --> 00:16:01,766
to really study all the materials
444
00:16:04,100 --> 00:16:06,666
or what if we were able to
445
00:16:07,100 --> 00:16:09,433
ask your partner to come along as well
446
00:16:09,433 --> 00:16:10,899
so that you can both
447
00:16:11,133 --> 00:16:13,299
go through the whole thing at the same time
448
00:16:13,300 --> 00:16:14,333
would that be useful
449
00:16:15,100 --> 00:16:16,700
okay good so pivot
450
00:16:17,933 --> 00:16:20,366
what do you think your partner would say
451
00:16:20,366 --> 00:16:21,599
so if someone's got a
452
00:16:21,933 --> 00:16:23,733
an objection around what their partner
453
00:16:23,733 --> 00:16:24,333
their spouse
454
00:16:24,333 --> 00:16:25,733
their business partner would say
455
00:16:25,733 --> 00:16:26,633
so ask them
456
00:16:27,000 --> 00:16:29,133
so what do you think your partner would say
457
00:16:29,866 --> 00:16:31,866
and they may say well
458
00:16:32,400 --> 00:16:34,966
she may say okay
459
00:16:34,966 --> 00:16:37,799
if it's important to you go ahead
460
00:16:39,200 --> 00:16:40,700
so now you've pivoted
461
00:16:41,200 --> 00:16:42,666
so if they say that to you
462
00:16:42,966 --> 00:16:45,499
okay thank you for letting me know your concern
463
00:16:45,500 --> 00:16:47,766
acknowledge and ask a question
464
00:16:48,500 --> 00:16:51,866
so let me ask you so if they are going to say that
465
00:16:51,900 --> 00:16:54,266
what do you think is the best thing for you
466
00:16:56,033 --> 00:16:57,566
and they may say well
467
00:16:58,200 --> 00:17:01,100
the best thing will probably be to go ahead with it
468
00:17:01,200 --> 00:17:02,466
because it's my future
469
00:17:03,233 --> 00:17:04,366
I totally understand
470
00:17:04,366 --> 00:17:05,866
I get it it is your future
471
00:17:06,500 --> 00:17:07,666
so let me ask you
472
00:17:07,666 --> 00:17:09,166
when would you like to start
473
00:17:10,533 --> 00:17:15,099
and so pivot simply means moving them from cold no
474
00:17:15,600 --> 00:17:16,500
not interested
475
00:17:16,533 --> 00:17:20,399
to a place where now they're ready to look at the offer
476
00:17:20,400 --> 00:17:23,266
and look at the sale and ready to buy from you
477
00:17:24,466 --> 00:17:24,966
let's have a look
478
00:17:24,966 --> 00:17:25,766
another one
479
00:17:25,900 --> 00:17:28,066
how would you want to do that
480
00:17:28,500 --> 00:17:31,133
how would you want to do this
481
00:17:31,966 --> 00:17:37,466
how do you want to do the whole program
482
00:17:38,000 --> 00:17:38,833
how would you like
483
00:17:38,833 --> 00:17:42,633
how would you want to do something
484
00:17:42,700 --> 00:17:44,533
so you could pivot it by
485
00:17:44,533 --> 00:17:47,633
so these are not the only type of questions
486
00:17:47,633 --> 00:17:48,833
you can ask to pivot
487
00:17:49,066 --> 00:17:51,133
but I want you to go through a
488
00:17:51,633 --> 00:17:54,433
progress of just asking questions
489
00:17:55,000 --> 00:17:56,066
but before you do that
490
00:17:56,066 --> 00:17:57,466
acknowledge in them
491
00:17:57,700 --> 00:17:58,900
then ask the question
492
00:17:59,200 --> 00:18:01,100
and in terms of pivoting questions
493
00:18:01,100 --> 00:18:03,533
they will come to you through practice
494
00:18:03,833 --> 00:18:06,699
if you are attentive to the client
495
00:18:06,800 --> 00:18:07,966
and you're aware of the client
496
00:18:07,966 --> 00:18:09,433
and you are present to the client
497
00:18:09,433 --> 00:18:11,133
the client or the prospect
498
00:18:11,200 --> 00:18:12,366
it will come to you
499
00:18:12,733 --> 00:18:16,633
so let's look at this week's actions
500
00:18:16,633 --> 00:18:17,799
these sessions action
501
00:18:17,800 --> 00:18:21,400
so what I want you to focus on is practice
502
00:18:21,400 --> 00:18:24,900
acknowledging everyone that you come across
503
00:18:25,166 --> 00:18:27,966
everyone that you deal with in your day to day life
504
00:18:28,233 --> 00:18:29,299
it could be your spouse
505
00:18:29,333 --> 00:18:30,466
it could be your business partner
506
00:18:30,466 --> 00:18:32,366
it could be your team members
507
00:18:32,366 --> 00:18:33,733
it could be your suppliers
508
00:18:33,866 --> 00:18:35,233
just acknowledge them
509
00:18:35,233 --> 00:18:37,099
remember thank you
510
00:18:37,233 --> 00:18:38,166
I understand
511
00:18:38,666 --> 00:18:39,999
I see what you're saying
512
00:18:40,966 --> 00:18:42,033
I felt the way
513
00:18:42,033 --> 00:18:43,399
the same way before
514
00:18:43,566 --> 00:18:45,366
so acknowledge everyone
515
00:18:45,366 --> 00:18:46,566
this is a key
516
00:18:46,566 --> 00:18:47,299
key practice
517
00:18:47,300 --> 00:18:50,433
most human beings don't feel acknowledged
518
00:18:50,733 --> 00:18:52,233
once you've acknowledged them
519
00:18:52,700 --> 00:18:54,766
then keep doing that throughout the week
520
00:18:54,766 --> 00:18:57,799
but I also want you to make a list of 10 of
521
00:18:57,966 --> 00:19:00,399
your most common objections
522
00:19:00,833 --> 00:19:03,999
so 10 of the most common objections that will come up
523
00:19:04,033 --> 00:19:06,699
in terms of the service that you provide
524
00:19:06,833 --> 00:19:07,866
so for example
525
00:19:08,333 --> 00:19:10,066
the product is too expensive
526
00:19:10,900 --> 00:19:12,633
I've already bought this before
527
00:19:13,633 --> 00:19:15,199
can you send me an email
528
00:19:15,333 --> 00:19:17,966
so list down 10 of the most common objections
529
00:19:17,966 --> 00:19:19,066
that you would get
530
00:19:19,333 --> 00:19:21,333
and then practice
531
00:19:22,266 --> 00:19:25,599
handling or resolving those objections
532
00:19:25,700 --> 00:19:26,533
so speech so
533
00:19:26,533 --> 00:19:28,099
get a family member to
534
00:19:28,100 --> 00:19:29,000
and say to them
535
00:19:29,000 --> 00:19:29,800
can you tell me
536
00:19:29,800 --> 00:19:31,600
can you give me this objection
537
00:19:31,600 --> 00:19:33,466
and then acknowledge
538
00:19:34,133 --> 00:19:34,966
ask them a question
539
00:19:34,966 --> 00:19:35,533
acknowledged
540
00:19:35,533 --> 00:19:36,366
ask them a question
541
00:19:36,366 --> 00:19:37,033
and remember
542
00:19:37,033 --> 00:19:40,066
what we're trying to do then is get to this truth
543
00:19:40,133 --> 00:19:40,933
and from the truth
544
00:19:40,933 --> 00:19:43,033
we can pivot to the sale
545
00:19:43,166 --> 00:19:45,866
so that's the end of the session
546
00:19:46,066 --> 00:19:48,099
so the key thing is
547
00:19:48,100 --> 00:19:49,233
one thing is knowledge
548
00:19:49,500 --> 00:19:51,033
the second thing is practice
549
00:19:51,033 --> 00:19:51,699
so in this week
550
00:19:51,733 --> 00:19:53,299
you're going to practice this a lot
551
00:19:53,300 --> 00:19:55,166
until you get comfortable with it
35074
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