How To Think With Dan Henry Why All Objections Are The Same
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Are you facing multiple objections on your sales calls?
You might think that you need to come up with multiple rebuttals for every objection that you face but the truth is all objections come down to one thing.
If you don’t address this one thing, you’ll never be able to address the obstacle that is standing between your prospect and the sale.
In this episode, I am going to cover:
- The root of all objections
- Why objections are all the same
- What to do when you receive the objection
- How to address the same rooted objection on your sales calls
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— TRANSCRIPT —
Speaker 1: Here's the thing, all objections are the same. All objections come down to one thing. Can anybody guess what are all objections come down to?
Welcome to the Dan Henry Show. Where else can you see behind the scenes of a multi-million dollar online business? No where! So you better stick around. This is the Dan Henry Show.
So Jordan Belfort likes to say that "they're either uncertain about you, they're uncertain about your offer, or they're uncertain about your company". I would like to say a fourth one. They're uncertain about their ability to execute on what you have to offer, okay? But notice that the relationship between the four. They're all still, I'm uncertain, right? And in coaching, a lot of times you won't have a.. unless you have sales reps, the company and the "you" merge, right? So I like to just say it's all I'm uncertain, right? So just like in Jenny's case, she was uncertain about the value. But when I took the time to understand that and do the math, she is now certain. So that's what you're doing, is you're moving your prospect closer to a level of certainty that allows them to whip out their credit card. You've got to remember, they have already achieved a certain level of certainty when they get on the call because otherwise, they wouldn't be on the call. Okay? As you work through it, you get them, you edge them closer and closer and closer to that ultimate certainty.
Speaker 1: So when somebody says, I will think about it, I say, okay, so is there. And again, which way you decide to do this depends on a lot of it's a feel thing on what they've done on the call. But I'll say something like, well, what in particular are you going to review? What particular aspect of this do you need to think about? Perhaps I can provide you some additional information and then they tell you what that is and then you can dive into it and perhaps overcome it there. Or let's say earlier in the call, they kept telling you that they've put things off, they've put things off, they've put things off. I have a new personal trainer and he was asking me a question because I've been helping him with his marketing and he trains with me three days a week. So like while we're working out, I ask him questions. He mentioned to me that he was on a call and the sixty-two-year-old man said to him, "I really want to join, but my daughter's graduation is in two weeks. It's just not a good time", right? So he just let it go. And I said, would you like me to tell you a better way to handle that? And he said, sure. And I said so earlier in the call, did you pull out that that person has put things off, put their health off, put getting in shape off? He's like, "oh, yeah."
He told me that a bunch of times. So what I would say is, "So you're telling me that your daughter's graduation is in two weeks, therefore, it's a bad time to get started. But let me ask you, how many times in your life has something come up like graduation, like a wedding, etc, et cetera, that made you put off getting in shape? Happens quite often. right? And he's like, yeah, it happens quite often. Well, that is life. You're always going to have that. And the truth is, the people who get fit are not the people who wait for the perfect time to get fit when nothing's going on. Because if that was the case, we'd all be fit. People who get fit are the ones that execute on fitness in spite of it being the wrong time. The people who get fit, who turn their lives around are the ones that do it when it's not a good time. You told me that just the other day you could only play with your grandson for five minutes outside and you got winded and he was begging you to play ball with him, but you had to go inside because you were so winded. Let me ask you a question, how important is it to you? Is it important enough to you for that to stop happening, that you would take the time to make a change, make a change in your habits, even though it's not the right time? Because I got to say, John, it sounds like you're doing the exact thing that you told me that you had to stop doing earlier in the call. And so I understand you want to wait, but I would not be doing my job if I didn't recognize that and tell you that that's part of why you're at where you're at. The continual delaying, the continual putting it off, and if you make that decision right now and you break that habit, that's your first step. To finally getting your health back. Something like that, and then I told him, you can make a video because when you get objections on calls, oh my gosh. Make videos. Put them in your email sequence, put them in your content. The way I would deal with that, I would say, "okay so here's you, right? Sad and out of shape and here's you, happy and in shape, okay?" Now on your way to that journey, there's a marriage or there's a wedding, right? So you put it off and you think, OK, I'm going to go hang out over here at the wedding and I'm not going to work out that morning and I'm going to put it off, right? And then I'll make my way over. Oh but wait, there's a graduation. Wait, nope. Somebody got sick. Wait, no, I got a big presentation to deal with. Wait, no. And what ends up happening is as life goes on, by the time you get through one situation, you've now got into another and you're waiting, When that one's on you now on your way. but you wait and you continuously wait, wait, wait, wait. You map it out like that, and when you do that, it shows them visually and then I would wrap it up and I would say, you know what, all these situations are? They're called life. And if you let life stop you from fitness, you will never be fit if you just sat around all day and had nothing to do. Of course, you could get fit. The people who deserve to get their health back are the people who do it in spite of life. And that is the essence of fitness. right? I would say some stuff like that.
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