<aside> 💡 OBJECTIONS ARE GOOD. The objection is the opportunities to close the deal. The objection is the obstacle and the obstacle is the way. Without the objection (obstacle) you can’t close the deal. Love objections and be grateful for them. Be happy when you get them. THE OBJECTION IS THE WAY

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Why Do You Get Objections?

1. Objections are triggered by uncertainty in your prospect's brain, uncertainty is triggered by your tone, pitch, and questions.
2. Objections come from a lack of need, a lack of trust, no budget, or no decision-making power.
3. Objections come from limiting beliefs your prospect has in their mind:

• Internal - the prospect doesn’t believe in themselves/their ability to produce results. eg: they are an extroverts, they don’t think they deserve a better life, they don’t see themselves as “smart”, they are not tech savvy, they think their too young, etc
• External - the prospect doesn’t believe that they can produce results because of excuses that they can’t control. eg: they don’t have time, they are working 2 jobs, they have a family, they live in a 3rd world country, they don’t know if what you do works in their industry, etc
• Vehicle - the prospect doesn’t believe in you or your unique method/vehicle to deliver results. eg: they tried something in the past that didn’t work, you look and sound like every other guru promising crazy results, they don’t trust you or know that you are credible

These are all part of human nature, they are defense mechanisms.

Objection handling is breaking those beliefs and building new ones.

1. Buying temperature - Why you get objections and why they are good!
2. There is a difference between an objection and a question/concern. When you drop the price and they ask you a valid logistical question or concern about your product/service (How does XYZ part work?, when does XYZ happen?, can I do XYZ with it?, I’m just worried that XYZ). Just answer it in a short and concise way, don’t over-explain. Over-explaining shows weakness and uncertainty. My point is that when you get questions or concern don’t start handling it like an objection, just answer the damn question ;)

There Are Only 4 Objections

1. Think about it
2. Partner
3. Money