I get asked a lot of questions about what my sales script looks like and how I handle objections during the conversation. As you learned in Episode 102 – What do you use for your sales script?, I don’t have a sales script.
Since I dive deep into my sales process in that episode, I won’t bore you with all the details here. You can listen to that episode by going to rezzz.com/a102.
I mention that episode though because my process preps the prospect into having a productive sales conversation that speaks directly about their project. So much of the sales script is custom.
For me, I’m more comfortable talking with a prospect about the specifics of the project rather than following a specific script. My sales script is given out as an application prior to the call.
That’s not to say that I don’t come to the conversation without any prep. Which is what the answer for today is.
Let’s be honest, it’s hard to answer this question specifically since I didn’t receive any specific objection, but what I’m going to share with you are the 3 objections that are most common in any sales conversation and how I would handle them.
“I’m not sure this is going to work.”
This is something that you may get when first starting out. Mainly because you haven’t put enough in front of the sales call to educate the prospect on the results of your services.
The answer to this question is to followup with some proof of results. This is usually explaining or sharing with them results that you have had with your business.
This could be a particular technology, or process, or even a new tactics and strategy.
I often run experiments or learn new strategies and techniques using my business as a sort of test kitchen first, before I ever offer it as a solution to a client. This way I can confidently offer it up when the opportunity arises.
“I guess this works for you…”
This is where you will want to share results of your past clients.
Preferably clients that are similar in nature that that of the prospect. This is so that they can feel that you understand their business.
This kind of social proof builds a track record of success for you to be able to counter this sort objection from a prospect.
“It’s not going to work for me…”
This is where you outline the process or path from this point in time to what their life will look like after having worked with you.
Make it simple and clear to them of what that transformation will look like.
That doesn’t mean it isn’t complex or time consuming. It just means that by following the process you have, they’ll be able to achieve the results that they are looking for.
If you take a little bit of time, say 10 minutes, before your next call with a prospect and answer these objections before the call, when they appear in some way, shape, or form on the call, you’ll be able to answer swiftly without stumbling or wondering what to say.
You’ll not just be someone who knows their stuff, but you’ll present yourself that way too. Making a great impression on your lead.
Here are some further resources that you'll want to check out that directly relate to the show.
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