If you guys get a lot of objections on your sales calls, next time try to Front Load the objections.
The way it works is choose your top 3 objections/concerns and then..
At some point in the call when you sense some hesitancy you get ahead of it by saying:
“John, sometimes when I talk about what we do, and i’m not saying this is the case here, I’ll hear one of these 3 concerns.
1) ROI 2) Implementation time 3) Integrations
which, if any, resonates the most with you?”
This will:
1) flush out the objection 2) improve your credibility because you show you have nothing to hide 3) shows competence because you’ve “done this a million times”
And most importantly, isolates the most pressing concern and allows you to get ahead of it.
You then follow up with:
“Oh really? Implementation time? Why do you say that?”
ALWAYS play dumb initially to get them to clarify
Then you get the REAL reason which you can address
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It’s quite simple, you can either agree and amplify or use the “will you” rebuttal
Example:
Prospect: We don’t buy after the first demo
Chad A: I understand, but we don’t follow up after giving a presentation. So what should we do?
Chad B: Really? How come?
Prospect: It’s a rule we’ve had for 10 years
Chad B: I see. So you don’t buy after the first demo, but will you in order to get access to our platform?
The magic behind why they work
Chad A uses more direct Frame control by leveling the playing field and matching the prospect. “Oh you don’t buy after first demo? well i don’t follow after first. We’re at a standstill now. Your move clown.”
Lots of new followers. For those that have recently followed me, it’s critical for you to learn the 3 traits that make a Chad Salesman:
1) Competence 2) Indifference 3) Empathy
More on each 👇🏼👇🏼👇🏼
1) Competence means you are a highly capable individual. In a sales context, it means you can get the job done successfully AND efficiently (due to your expertise)
Confidence is a byproduct of COMPETENCE
You become competent by completely owning your role and being the expert.
2) Indifference means Outcome Independence
Whether the prospect says yes or no it doesn’t phase you
You treat the prospect with respect but you are CASUAL