Overcoming Sales Objections Made Easy
Today I want to teach you the easiest way of overcoming sales objections without being pushy or obnoxious.
First, let's go over the most common objections your prospects might have:
Financial Risk Of Loss
Effort Required To Learn Something New
Looking Foolish To Others
Why Should I Trust You?
Overcoming Objections
There are 2 ways of overcoming sales objections:
Addressing the objections straight forward, head on
Be more subtle about ...sneaky even :)
Addressing Sales Objections Head On
If you want to overcome objections by blatantly addressing them, use the following statement:
"As attractive as this product/service/offer is, our marketing experts tell us that only about X% of the people receiving it will respond.
Although that's okay with us from a business standpoint, it still bothers me personally.
You see, I know how much the owners/users of our product/service/offer benefit from it. I read their letters; I talk to them on the phone; I see them personally when they visit us; and hundreds/thousands/millions each year tell me that "(strong, brief customer quote)."
Because of this, I just hate the thought of someone not getting our product/service/offer because of some error or omission in our explanation. That's why I held a special brainstorming session with a group of our people just to try to figure out why you might say "no" to our free trial offer.
After several hours, our group could think of only three possible reasons.
[list the reasons and explain why they are misleading]"
I have used this form on numerous sales letter I wrote for myself and for my business partners and it proved to be very effective.
And if you don't want to take my word for it, take Den Kennedy's, because I ripped it off from him :P
The Sneaky Way Of Overcoming Sales Objections
Although I call it "The Sneaky Way Of Overcoming Sales Objections"-it isn't.
There's nothing sneaky about telling stories. After all, that's how we communicate throughout our lives-by telling each other stories.
Telling stories and fables is in our DNA, it's an unconscious communication pattern-and that what makes this method so "sneaky".
I guess by now you've figured out what is going to happen next? Yes, I am going to tell you a story, the purpose of which is to overcome the 4 most common objections in sales:
"This internet business thing has always seemed like a non-realistic thing to me.
But when life left me no chance but to find an additional income stream to support my wife and 2 kids, I decided to give it a shot (although I knew that my friends are going to make fun of me when they'll find out).
And to my surprise, it took me only 2 days to set everything up even though I didn't know jack about technology...
Before I knew it, I started making money and I quadrupled the money I invested into this by the end of the third week!
Now, the only problem, I guess, are my annoying friends, who are chasing me down-begging to borrow them money (because now I have much more then they do)..."
Here's How This Story Overcomes All 4 Of The Common Sales Objections:
"This internet business thing has always seemed like a non-realistic thing to me."
By acknowledging the fact that you didn't think this whole internet business is realistic you show your prospects that you are just like them and therefore-you can be trusted. You're also addressing the objection of not wanting to learn something new and complicated.
"But when life left me no chance but to find an additional income stream to support my wife and 2 kids, I decided to give it a shot (although I knew that my friends are going to make fun of me when they'll find out)."
In this short paragraph you identify with your target market (a family man with wife and 2 kids in this case) to establish more trust and also address the objection of being seen as a fool by your friends.
"And to my surprise, it took me only 2 days to set everything up even though I didn't know jack about technology..."
In this short sentence you overcome the objection of learning something new and complicated. You show to your prospects that it is much easier then they think, even they lack knowledge in technology.
"Before I knew it, I started making money and I quadrupled the money I invested into this by the end of the third week!"
In this sentence you address the objection of financial risk by showing the fast multiplied return on investment.
"Now, the only problem, I guess, are my annoying friends, who are chasing me down-begging to borrow them money (because now I have much more then they do)..."
In the last paragraph you overcome the objection of being seen as a fool by others by showing that by following through you end up having a higher social status in your community.
Know Your Target Market
The reason why I was able to easily identify and eliminate the objections of my target market is because I know them, and that's what you should do too-get to know your target market, find the most common objections and craft a wicked story to demonize the hell out of them.
And don't get me wrong-I don't want you to lie. Don't make up things that didn't really happen to you.ONLY TELL THE TRUTH (otherwise-it will byte you in the ass!)!
by: Igor Kheifets
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