I Closed 875+ Clients With THIS Weird Technique | Summary and Q&A

TL;DR

Objections in sales vary in strength, and it is crucial to understand the levels of certainty and doubt behind each objection. By establishing a frame of conviction and staying in it, sales professionals can overcome objections and close deals successfully.

Key Insights

• 🎚️ Objections in sales vary in strength, depending on the levels of certainty and doubt behind them.
• 🎚️ Overcoming objections requires identifying the specific levels of certainty and doubt and tailoring the response accordingly.
• 😫 Setting a frame of conviction empowers sales professionals to influence prospects and overcome objections effectively.
• 🍵 The tone and energy used in objection handling are crucial in maintaining a frame of conviction.
• 😉 By staying in a frame of conviction and not relenting, sales professionals can demonstrate their commitment and eventually win the deal.
• 😚 Objections should be embraced as opportunities for closing the sale, as they reveal the prospect's interest and engagement.
• 🥳 The effectiveness of objection handling is influenced by the proficiency in the first three parts of the sales call: questioning, pitching, and answering.

Transcript

if you think about objections right objections they work on a scale right so what I mean by a scale is like a lot of people think that if someone says they want to think about it they think that like that's that and the objection just can't be overcome but the the thing is is that objections can work on a scale let's just take an arbitrary number h... Read More

Questions & Answers

Q: How do objections in sales work on a scale?

Objections in sales vary in strength, depending on the levels of certainty and doubt behind them. Some objections may have low strength, making them easier to overcome, while others may have higher strength, requiring more effort to address.

Q: Why is it important to recognize that not all objections are created equal?

Recognizing that objections differ in strength helps in understanding that every objection can be overcome. By identifying the levels of certainty and doubt, sales professionals can tailor their approach to handle objections more effectively.

Q: What is the significance of establishing a frame of conviction in objection handling?

Setting a frame of conviction allows sales professionals to remain confident and assertive when handling objections. By staying in this frame, they can influence prospects to step out of their doubtful frame and consider moving forward with the sale.

Q: How does objection handling involve meeting prospects with energy and maintaining a frame of conviction?

When prospects raise objections, sales professionals should respond with enthusiasm and express their unwavering belief in the product or service. By staying in a frame of conviction, they can inspire prospects to join their frame and overcome their doubts.

Summary & Key Takeaways

• Objections in sales work on a scale, with different levels of certainty and doubt behind each objection.

• Not all objections are created equal, with some being easier to overcome than others based on their strength.

• Sales professionals must be willing to dig their heels in and set a frame of conviction to handle objections effectively.