How To Think With Dan Henry Insane Objections: Can I Talk To One Of Your Students
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Have you ever had a potential client ask to speak to an existing client or student?
Trust me, I know it feels a bit insane to hear someone ask that question. There are two things you have to keep in mind here:
First, understand there are a few simple reasons you hear that question.
Second, know there are also some simple ways to answer this question without making your prospect feel uncomfortable or belittled.
Remember, we are all prospects or potential clients at various times in our lives.
If you handle this situation with empathy and tact, it’s almost a guarantee that you will end the call with a new client.
Today, I want to share how I handle this objection with about a 99% success rate!
In this episode, I am going to cover:
- What you need to understand about why your prospect is asking this question
- How you can reframe their question to help them see the illogical nature of this objection
- What you can do to offer an extra level of comfort as they move forward with their purchase
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— TRANSCRIPT —
In today's episode, I'm going to be talking about insane objections, and this one is a doozy. Can I talk to one of your clients, or can I talk to one of your students before I buy? I'm going to cover why that's an insane objection in today's episode.
All right. So every once in a while, I'm going to be doing some episodes on insane objections, and what are insane objections? They're objections that are well insane, insane in the membrane. Anyway, the point is that they're objections that I believe customers ask without really thinking it through, and they don't realize how silly the question or the objection is. And so what I'd like to do in today's episode is to go over the objection: Can I speak to one of your clients first, or if you sell like an education product, one of your students first before I buy. I hear this one a lot, and honestly, the way in which you handle it is pretty simple.
So they asked that question, I said, "Well, you know, what do you expect to learn from talking to one of my clients?" And then they'll say, well, you know, whatever, it doesn't matter what they say.
And so I say, "Okay, well, let me ask you a question. Before you booked a call today, you saw several testimonials from clients. These clients covered what you just said. They, you know, they said they got results. They said this. They said that are you concerned that these testimonials are not true, snd that's why you want to talk to the people in them?" And, you know, they'll either say, "Well, maybe, you know, blah, blah, blah," or, they'll say "No, no, no, no, no." And you know, during these questions about why they're asking this sometimes, a lot of the time, the client or the prospect will just say, "You know what? Nevermind," because they'll realize how silly of a question that is. It's just insane.
And here's the real reason why, and I'll say this to the prospect, I'll say, let me ask you something, let's say you hire me and you become a client, and you pay me a lot of money to get you a result. And all of a sudden, I get you a result, which is what you paid for. And then every other day, I'm hitting you up saying, Hey, will you talk to this new client? Hey, will you talk to this new client? Hey, will you talk to this prospect? I mean, is that really what you're paying for? You know, it would that make you comfortable? Would you like to basically pay me for you to be a free sales rep for me when I need it?
And you know, they'll say, well, well, you know, they either say no. And then again, they'll realize how, why it's an insane objection, or they'll say, well, I don't mind talking to, you know, some of your clients. I said, well, good, because we get about like six a day that we onboard. So, I mean, you want to talk to six people a day? Do you have time to talk to six people a day? Well, no. Okay.
So again, I just keep asking these questions not, and you know, you use a nice, friendly tone of voice. You don't try to mock or belittle the prospect. But you make it, you know, you ask them, and you reframe the question in a way that shows them deep down without you saying it. Their question is kind of insane because who wants to do that? I mean, I would be, you know, I'd be pretty upset if I hired somebody to do something for me or teach me something. And then they constantly hit me up to, I mean, I don't mind if you hit me up for a testimony or a case study that that's fine because then you know, your prospects can see that and I don't have to talk to anybody, but if you're constantly asking me to get on the phone with your prospects, I'm going to be like, dude, like, that's not that wasn't the deal. Like I'm busy, you know?
And so as you cycle through these questions, the prospect is saying to themselves, wow, this is pretty silly. Why would I ask that, and probably I'd say about 75% of the time they let it go. They just forget about it. Most objections fizzle. They fizzle out. And then they move on to whatever their next objection is, or they buy.
Now, let's just say that you're in the 25% where they just won't let it go. They're like, well, you know, I just, that's just not how I work. That's just not how I buy things, because, you know, I need to talk to your client, you know? And they're just pressing it. Now we're starting to bleed into the area of maybe they're not the right client for you because, you know, if you drag them in, you have to drag them around. And I don't want to work with anybody that's, quite frankly, a pain in the butt. And if you're asking me to speak to one of my clients on the phone repeatedly, you just won't let up. Let's be honest. You're probably a pain in the butt. You really are. I mean, it's just, it is what it is. Cause I don't do that. You know, I mean, I don't nag my clients. So what I say is, listen, how about this? If you're concerned, and again, most of the time, when I say what I'm about to say that it fizzles out anyway, they let it go. They don't actually say, okay, I'm going to do that.
But here's how, here's how we ended. I simply say I tell you what, you've seen the testimonials, you've seen the case studies, right? We normally have zero refunds. Like we don't give out refunds, but here's what I'll do for you. If you join today, right now, I'll let you in the client group, and you can go, and you can look at all the people that said all these amazing things, and you can network with them in our client group in our community. If you find that a single person, just one single person said something or gave a testimonial or gave a case study, and you find that that wasn't true. I will not only refund your money 100%, but I'll let you keep the program, or I'll let you keep the service, whatever, free of charge. I'm confident that everything you have seen has been 100% accurate. So does that sound good? Are you opposed to that?
And then they'll say, Oh, you know, 99% of the time when you do that, they're like, okay, I get it. I don't need to talk to the client. Everything's legit, or it's not even that they think it's legit, to be quite honest with you. It's just them stalling. They're just trying to make a decision they're trying to, and here's the other thing you've got to guys got to understand. It may sound like in this episode, I'm a little bit harsh on the prospect, but to be quite honest with you, you do have to have a little empathy for the prospect because we're all prospects at times in our life. And when you give somebody else money, it doesn't matter how great the value is. It is an emotionally disturbing experience to give somebody money. It really is. I mean, you know, separating yourself from your money to get something you want is, is an emotionally disturbing experience.
I wanted that yacht that I bought, a $2 million yacht. I wanted it, and I love it. I've been on it so many times. I love it. It's great, and you know, I knew that between the charters and the business events, and then the tax savings, and this has all come true, I basically get the yacht for free. And that's, that's, what's, that's what has happened. But even still, I wired $2 million when I bought that boat cash. Now I got a recapture loan on it, which we just closed on this week where I get most of that money back, and I put it into investments, and those investments pay for the maintenance on the boat.
It's really cool. It's like, I got, I'll do another episode on this, but I basically made the boat pay for the boat just by knowing how to leverage the power of money. Anyway, the point is that initially, to buy the boat, I did have to buy it cash. And so even knowing all that, it was still emotionally disturbing to wire $2 million for a frickin boat, even though I knew all of those things, and it wasn't as emotionally disturbing as, like the first time I wired a $500,000 down payment from a house, that was really tough. But again, you know, you get used to it, but the point is that when you have a prospect on the phone, no matter how sold they are, it's still is ugh! Nobody likes to spend their money. So try to understand that, and know that a lot of the objections they give are not real. They're just sort of saying things cause they're uncomfortable. They want to get comfortable.
And so again, by repeating back, you know, are you saying this, are you saying that, would this make sense to you? Would you like me to do this to you? Do you want me to call you every day? You know, it allows them to understand how silly the objection is. If it keeps going, then you simply say, well, look, I don't know what your concerns are whatever, but why don't you just buy and if you get in the group and there's a single person that lied or said something misleading and they tell you that, I'll refund you and you can keep the program, I'll put it in writing. And then it's like, you know, at that point, if they still have that objection, then it's a complete lie.
Then it's just, they're just trying to get you off the phone or something, and you need to call them out on it. You say, listen, I've given you everything you've asked for. I'm not going to bother my clients. Just like I wouldn't bother you. I've told you I'd give you your money back. Let's be real here, dude, like, are you just saying this to get me off the phone? Like, if you're not interested, if you're not interested, just tell me I'll hang up the phone. You know what I mean? Or, you know, I'm not going to work with you because, honestly, we're already having friction on the phone here. Lord knows how much friction we'd have when we worked together. However you want to go from there, but 99% of the time, when I go through that process with somebody, it takes care of it.
So I hope this was helpful. And again, if you, if you guys sell an online course, a coaching program, a mastermind, or a service. If you're an agency, a tax professional or an accountant or something like that. Any sort of professional service or product, information product, consulting, done for you professional service, my company, at getclients.com can definitely help you grow that business, adjust your offer, adjust your pricing, adjust your sales and marketing. And you can, of course, check us out and getclients.com, and we will help you grow, especially in the area of selling. So that's it. I hope you enjoyed this episode, and I'll see y'all in the next one.