How to handle the “I don’t do X” objection

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.”
Chad B commoditizes the objection by basically saying “ok you DONT do this but WOULD you?” meaning would the prospect make an exception? it’s a more gentle approach and can be followed up with questions to get to the root of the concern.

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More from @BowTiedSalesGuy

26 Oct
If you’re trying to network with someone, find out if they’re lacking in any (or all!) of these 3 areas:

1) Health
2) Wealth
3) Relationships

Then add value in any of those areas.

These are the 3 core Life areas & most people don’t have all 3 figured out.

How to do it? 👇🏼
1) Health

Some ideas:

- Give them advice on being healthier

- Gift them a paid subscription to @BowTiedOx

- Learn as much as you can about a specific health topic and write about it

The takeaway is add value so they see you as someone competent and worth meeting
2) Wealth

- Help people make money. Teach them useful skills to learn investing for example or how to be financially literate (@BowTiedBull)

- Uncover & share new LEGIT money making opportunities

- Find ways to help them grow their business (they might even hire you)
Read 5 tweets
25 Oct
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?”
Read 5 tweets
22 Oct
I remember in my early 20’s reading The Closers Survival guide by Clown Cardone.

I thought “this was it!”

Finally, the secret to closing anybody.

I would listen to the audiobook everyday. Practicing and memorizing the scripts.

Then I used it on a prospect and..
proceeded to nuke a deal by offending her. If I recall correctly, the close I tried was in response to the product being out of her budget.

I said something like “Everything is out of our budgets but we pay for it anyway. Do you enjoy paying your bills? This isn’t any different”
She then said “Excuse me?”

I knew I had F’ed up but I still tried to fix it by doubling down on it.

The guru said to never give up so I tried again.

Didn’t work.

Got wrecked.

Fast forward a few months later, I read SPIN Selling..
Read 5 tweets
22 Oct
💰 More Sales Lessons 💰

Clowns are taught closing techniques to push the prospect into a deal, Chads are taught to guide the prospect so they close themselves.

Clowns are taught to seek interest from the prospects, Chads are taught that uncovering their pain is more important.
Clowns are taught to respond to the content of a message, Chads are taught to respond to the framing of a message
Clowns are taught to ask a couple questions then start selling, Chads are taught to ask the hard questions and lean towards disqualification.

Clowns are taught to show every prospect the product, Chads are taught to be selective with who they spend time with.
Read 8 tweets
28 Sep
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

You’re not walking on eggshells.

You want the deal but you don’t need it

You are nonchalant in your interactions
Read 8 tweets
26 Sep
Validation Loops

The more you keep your prospect seeking your validation, the more you secure your higher status

It’s a sort of tension that whatever they say or do is “not exactly” correct or “enough”

It’s intriguing and will keep them on the Hamster Wheel
You have to subtle and pepper it in through multiple interactions

But in general resist the urge to always appease your prospect in a sales call and learn to keep them guessing

- They laugh you stay silent
- They say “It’s normal for XYZ” you say “Eh depends”
And then throw them the occasional bone by being in agreement

- Laugh when they laugh “Ha totally!”
- Overt agreements like “Completely agree”

Even toss in some genuine gestures of appreciation but ONLY when you have Frame Control
Read 4 tweets

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