You can destroy most objections is the Solution portion of discovery. Here's exactly what to do: 1. Past Solutions - What have you tried (ask this over and over again until they have absolutely nothing else they've tried) Then for each past solution, you ask the following. If you got 5 solutions, you ask this list 5 times: - How much did it cost? - What did they do? What was the promise? - What did you like about it? - What didn’t work? What was missing? - Is there anything else you’d add / change? (ask over and over) Take note of what they like and want, and what they don't like. This will be how you customize your pitch. [If they feel burned, investigate] - How were they burned? - What was the promise that was made? - Did they break the promise? - How did they break the promise? - Were there other people that they worked with that were successful? 2. Current Solutions - What are you doing now? - How much did it cost? - Is that working as well as you'd like? - What do you like about it? - What isn’t working? What would you change? - Is there anything else you’d add / change? 3. Future Solutions - What are you considering / looking at? LIST THEM ALL OUT - What do they do? - What do you like about them? - What would you change about them? - How much are they? - Why haven’t you bought it yet? - Why did you hop on this call? Doubt - What’s keeping you from achieving [goal] on your own? [if they have a solution OR are heavily favoring another solution] (this example is for a DFY lead gen and business consulting offer) - Do they call the leads for you? - Do they qualify and ensure that they are a buyer, not a tire kicker? - Do they book them on your calendar as an estimate? - Do they train you on how to close them better and faster? - Do they help you with data tracking? - Do they help you organize your business? - Do they provide SOPs for your current and future team? - Do they help with hiring? - Do they consult with you on business strategy?

Here is a live sales call breakdown - closing a 6k deal and overcoming every standard objection.

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It's people pleasing, ignoring your desires and instints, trapping your voice and just burying it within you. You hear the what if and it runs the show. ⠀ You won't say what you need to say. Everything you want in life is on the other side of mastering this. ⠀ Going for it on the regular. Rewiring your nervous system to realize it's going to be just fine. ⠀ Even with all the word tracks and content you've consumed, you still stall... that fear of conflict runs deep. ⠀ I get it. I grew up surrounded by people pleasing, and it slowed me down too. ⠀ I just recorded a YouTube video diving DEEP on this. ⠀ Stoked to share it next week

Check this out if you are ready to drive urgency in your sales calls