Every 10th episode, we tear down one topic. This time, we’re talking about objections.
ACTIONABLE TAKEAWAYS
- Most objections are actually reactions. So if you know how to handle the reaction, you’ll swat away any objection.
- The intro to the Mr. Miyagi method - agree with the objection to remove the pressure, incentivize conversation to get them to share more about the objection, and sell the test drive.
- For dismissive objections be disarmingly blunt; for “not interested” objections, handle the reaction, not the objection; for situational objections, like “no budget”, or “too expensive”, remove the pressure of the sale entirely.
- Existing solution objections like “we already use X (your competitor)” are essentially “not interested” objections in disguise. Tackle them as such.
RESOURCES DISCUSSED
