Things to keep in mind:
You need to know the difference between an objection and a genuine logistical question because there is a huge difference.
A logistical question is when they ask if you can break up payments monthly, how communication works, more about the service, etc.
An objection is a ‘no’ masked in excuses or invalid problems in order to dance around the main issue at hand which is that they either don’t have enough money or they don’t see the value.
Really important you know the difference between the two.
IMPORTANT: Never leave the call/meeting without either a yes, a no or a follow up call within 48 hours.
‘I need to check with my business partner/spouse’
{OnlyifZoomCall} No worries, that’s actually why I record every single meeting just in case someone else needs to be involved in the decision. I’ll send this recording to you right after our call. Let’s set up a quick 15 minute follow up meeting in 2 days so you have enough time to think about it.
That’s understandable, have a chat with your business partner/spouse and get them on board. Just remember, they won’t see the value because they weren’t in this meeting with us so it’s down to you to show them how this is going to make you a lot of money. Let’s pencil in a quick 15 minute follow up call 3 days from now?
‘I’ve worked with other agencies before and they never seem to get the results they promise’
{Only if you have clients} It’s funny, every single one of my clients said that exact same thing. It’s gotten to the point where I’m thinking of starting an agency abuse support group. All jokes aside, I can understand your concern but in any industry there are good service providers and bad service providers. I’ve shown you using logic & reasoning why this is an absolute no brainer. I’m guessing your previous agency sold you through hype.
‘It’s not the right time...’
When will it be the right time to have { outcome from emotional buy in section} then?
I don’t think you’ll ever feel like it’s the right time. That said, the longer you leave this, the longer your competitors get an edge on you and the longer you leave money on the table.
‘I can’t afford it’
You can’t afford NOT to. This isn’t an expense, this is a service that’s there to make you money.
‘How much time do I have to decide?’
How much time do you need? What does your gut instinct tell you?
As I said earlier in the call, it’s a yes or no at the end of this call. Maybe I haven’t explained the service well enough. Are there any other questions I could answer to help make this easier for you?
‘Can you guarantee any results?’
We can never guarantee results, but I wouldn’t still be on this call unless I knew we could knock it out of the park for you. We have enough clients wanting to work with us that I can cherry pick clients that I know we’ll get results for and will be long term clients of ours.
‘I need some more time to think about it’
Absolutely, that’s understandable. Quick question though, what’s there to think about? When I mapped out how we get results for our clients, you can see why it’s an absolute no brainer. Maybe there’s something I didn’t explain well enough?
I don’t have my card on me. Can you just give me a free trial without a card?
{name}, I hear what you are saying. Most of my customers said the same thing, however in order to set up your account, wave the set up fee and give you the free period we need to have a card on file since we need to create a custom plan for you. It’s just how the system works. Since we are saving you the {set up price} setup and we are giving you that discounted rate, we need to have one to actually create the account. Does that make sense? Don’t worry. We aren't running off with your card. Trust me. Chargebacks hurt us a lot more than they hurt you. If we have chargebacks, our Stripe account loses trust and we won’t be able to charge anyone without getting a bank approval. Not fun. Sound good?
I’m still not comfortable giving my credit card/I don’t have a card
{name}, I hear you. But we invest a ton of time into setting it up, so we want to make sure you are serious about solving this problem. Now {name}, I’m doing something I never do. I’m giving you a killer offer - one where I have to make a custom plan. I only get a commission if you actually stay on past 6 months. I’m doing my best here to get you to try the solution. How about you connect with me on Linkedin if you need that extra bit of trust? Is that fair?
Let me follow up with you in a few days
I hear what you are saying, and most of my customers said the same thing, but let me say this: If we have to get on the phone and do this whole thing again, we will end up using both of our valuable time. And at the end of the second call or demo, we are just going to agree to give you a free trial or evaluation period anyway. How about we just start the free trial, and you let me prove to you that this will work. At the end of the day, it will either get you results or it won’t. Just give me one shot to prove this to you. What do you say? Can you give me that chance?
Let me think about it/Check with____
{Name}, I hear what you are saying, but let me ask you this: Just give me one chance to prove to you that we can deliver results. That’s all I’m asking. Just one shot. If it doesn’t work for you, you won’t even end up paying. You have that 90-day period. Please, {name}, let me just prove this to you. I guarantee you will be happy. What do you say?
Let me think about it and let you know.
{Name}, I hear what you are saying, and most of my customers said the same thing. Here’s the thing: We know that we just met each other and we need to establish some trust before we do business together. So let me propose this: How about we connect with each other on Linkedin, and also, you can connect with CEO too. If this doesn’t work, or you feel like we are not standing by what we are saying, you can tell all your friends not to do business with us and you can post a negative review. We are willing to put our reputation on the line here. All I’m asking for is one shot to prove this to you. What do you say? Does that work with you?
Additional Closing Lines:
{Name}, just give me one shot here. Worst case scenario, you waste a few minutes of your time and don’t lose anything. Best case scenario, you start getting new clients. What do you say?
{Name}, I know this will work for you. Just give me one shot to prove it to you. What do you say?
{Name}, you are not the first person to go through this program. Just let me show you the value. I guarantee you are going to be very very happy. What do you say?
{Name}, there is literally marginal risk and maximum upside return. What do you say?
{Name}, I wouldn’t have a job if this stuff didn’t work. You know how it is. These days everyone has to deliver on their promises. Just give me a shot to prove this to you. What do you say?
{Name}, what else do you need to see, here? I showed you the results, I removed all the risk and we are going out on a limb here and investing resources into helping you get set up. We will only ask for payment once you are completely happy with what we are doing. What do you say, is that fair?
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