Objection Obliteration Takeaways · Sales Alliance Academy Premium

Objection Obliteration Takeaways

Objection Obliteration – 10/28/24

TIP: Set yourself up for success with BAMS or Reaches

Understanding Objections:

-An Objection is something that stops the sale because the lead has a limiting belief (Beliefs create their thoughts, their thoughts are also going to create their emotions, their emotions are going to create their actions, actions create results, results create their identity.)

-Objections can be prevented or isolated through effective discovery

-Differentiate between objections, obstacles, and complaints

Objection Prevention:

-Strong discovery skills can prevent many common objections

-Proactively ask questions in discovery to understand their financial qualifications, time commitment & support system

Objection Isolation Techniques:

-Intro to objection isolation - disarm them by validating their objection, examples like conversational validation or fake them out by scheduling a meeting for the next day and lure out the real objection

-Easiest word track "Totally understand"

-Use phrases like "Money aside..." or "Value aside..." to isolate true objections, treat objection handling like discovery by asking open-ended why questions

-We are NOT convincing them, the goal of using open-ended questions (to dig deeper into concerns) is to reframe their mind and get them to state what they need to fix, you can't say it for them

-Framework that works well is the YES/WHY

-It's acceptable to use binary (yes/no) questions during objection handling, unlike during discovery

-Push-back method, with understanding and curiosity question them, listen to your intuition if something they said feels off

-Objection prevention – how can you cancel out common objections through asking the right questions in discovery, focus on preventing objections in discovery

-Advanced sales technique - challenge them in a way that makes sense, where your listening, approach with softness that will ultimately help them get over the line on why they need to move forward

Mindset Takeaways:

-Therapist approach - think about how you can ask questions in the right way that disarms them, makes them seem heard, makes them feel listened too but also helps them and shows your fighting for them

-Remember the lead wants to believe you, your job as a sales rep is to show them you can do that by using logic, and by staying curious, "Be curious, not judgmental"

-Childlike curiosity will win the sale any day

-Remove expectations of the sale, stay focused on the prospect’s needs

-You should always be listening to the leads, the moment you stop listening to the lead, you're not selling for the intent of the lead, you're selling for yourself

-Focus on developing your skill so you don't get objections

Whats are the Golden B's? Were can I find the PDF you made @Maddie?

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