Why are people not buying from you?

Learning objection handling has skyrocketed our growth in the agency. We closed 4 deals from Feb 1st to Feb 3rd. I only say this so you know we are actually getting results from using this framework I'm going to explain in this post.

If you don't know what to say when objections occur then you have a problem... so I'll help you solve it.

NOTE: We are not manipulating anyone, we are asking questions to help them decide if what you have CAN solve their problem. When you are trying to force a sale you will BURN OUT. So remember to disqualify prospects as fast as possible.

Also note: there are companies that close 20 deals a day. Remove the limiting beliefs.

Before I explain: For myself, I don't really like doing sales. I rather work on the back end and lead the vision of the business. If you HATE sales and feel like you don't want to do sales, then find someone to do it for you... this is part of being an entrepreneur. Sell 1 person on working for you so they sell all of your clients. 10-15% commission of upfront cash.. no recurring.

How do you do this? "We have the best leads, they're insane, they want to buy, I just need someone to close them... An actual CLOSER. Someone that will contact the leads ASAP and do everything possible to close them"

When you tell salespeople you have really good leads and need a closer, now they think the leads are good and they are PROVING to you that they can close, as opposed to you begging for a salesperson and they are HELPING you. This frame is important.

Types of Objections: Smokes screens / real objections

You must get through the smokes screens to get to the real objections. I explain how:

There are 2 types of smoke screens:

I need to think about it
I have to talk to my partner

Do not lose the sale from these lame "fake" objections - At my company, these are 100% unacceptable. Worst case scenario always book a follow up within 3 days: "no worries, think about it. Is this a yes, no, or maybe?" Got it. Okay, then go do your thing and lets have a call tomorrow are mornings or afternoon better for you? if tomorrow won't work, go next day, if that doesnt work go next day, if nothing works remind them that it is company policy to have the call within 3 days or your boss gets mad at you.

What are the REAL objections:

Money, Fear, Logisticals

You must get your prospects to admit that they think your system CAN get them results... if they don't they will never buy from you. How do you do this? By asking questions.. If you want to persuade people then you must ask the right questions so they convince themselves. They have no idea who you are, just because you say something means nothing. NOTHING

"Of course, totally get it, I understand you need to think about it/talk to your partner based on everything I showed you today, the system, the ads, do you believe this system CAN get you more jobs?"

Do they not think your system can get the results? Think WHY???

Is your presentation trash? Does it have spelling errors? Are your pictures blurry/pixelated?
Do you even have results? if no, are you showing them a system that can get them results
Is your tonality not confident? if no, then use monotone/serious tonality

After reviewing 100's of sales calls it usually goes: I need to think about it -> money -> logistics/fear

Now that you know why people are not buying from you how do you increase your closing %?

Money: they think it's a lot of money... so what do you do?

Be direct and ask them is it that you simply don't have the money (price) or that you're uncertain we can get results?

Your tonality will either ruin this or make this. If your tonality is wrong they will lie to you. You must have the right tonality when you ask this so you can get the REAL answer.

IF money

If it's that they literally do not have the funds then go 2 pay, weekly pay, and lastly deposit

You need to make your prospects realize that you're doing them a favor:

Get confirmation: "So you 100% believe that this will help your company get more (whatever they want) ?
If yes, then "what I can do since the only thing that matters is getting you more jobs, we can do a 2 pay (explain why this will work) so that way you can get leads coming in, take that profit and reinvest into more leads/growth so that you (what did they say wanted? most of the time we "men" want to grow our companies so we can provide for our family) use this as leverage to close the deal
If no: "no worries, when I showed you the presentation, were there any red flags? (get real objection)
If no: "Do you truly believe from the bottom of your heart that our company got to where we are today by screwing people? Based on everything I showed you IF you shook hands with 10 people a month, do you believe you could close a couple of those?"
You need to get them to say "yes" to something, if you can't then it's over.

I hope you are getting people to say they believe your system can work, if not. you have work to do.

IF uncertainty/fear on your system:

"I understand, when I showed you the system that 100's of our clients used to get more jobs, grow their company, were there any red flags that stood out to you?"
You are trying to get them to realize why their uncertainty is B.S
If they say yes: fix whatever was a red flag lol
If they say no: get another confirmation as to why their uncertainty is B.S "Do you truly believe and the biggest question is that if I personally put this system into your business and you spoke to 10+ people a month you wouldn't be able to at least close 1-2 deals? (adjust this so that it logically makes sense/ROI for themselves)

Okay so now we know:

they believe in your system 100%
they said there were not any red flags in your presentation
they said they could close at least a couple of deals if they spoke with the leads

You're getting closer to the deal this is the framework summarized:

confirmation your system will help them
is it fear or logistical?
make them realize their fear is B.S
Analogy (it will help)
Binary (yes/no) questions

Now that they know their fear is B.S you can go 2 ways: Analogy/Binary questions.. let me explain analogies

Analogies: this will change their perspective, you need to use their language so they come to a realization

Example: "I get it, you're a sharpshooter, I'm a sharpshooter and the only thing that is important to me is that you believe our system can get you more jobs, so that your employees have more hours, but most importantly, your family can have the life that you want to give them. Remember when I showed you Susan? She was worried if this would actually work. Even after seeing all of our testimonials. So I put it on her. I said what if one of your clients told you I just don't believe you guys can actually do what you say you can do? and she said then I'd say well if you're not happy then you don't pay. I reminded her that if we don't generate the results we promise then she wouldn't pay either and now shes one of our highest performing clients. Most people want to mitigate their risk. That is why we have our guarantee"

Boom you're even closer -> keep going (i know it's uncomfortable) -> now it's time for binary questions

Do you FEEL that if we send you a 100% legal contract that means if we don't deliver on what we say then we are not only committing a crime, but committing a crime.. do you feel like that it protects yourself, your business, and most importantly your family more than not having a contractual agreement? yes or no? (you have to say "yes or no" / also note that I did not say do you feel like it protects you.. I said do you believe it it will protect you MORE than not having a contractual agreement)

1 binary question down.. they're even closer

Okay, and do you actually want to grow your business so that you can get more jobs, and grow the company like you said you wanted to? yes or no

even closer..

Okay so are you in? That way we can start the campaign and you can go out there and meet people and start getting more jobs? yes or no

CLOSED

If not, then you will have to reloop this whole process and give them another analogy so they change their perspective. Another example of an analogy: "so when there is a personal trainer and one of their clients don't get results or lose weight, but they have another client that gets results and loses weight do you believe its the trainers fault or the client that most likely didn't listen to the advice?"

Remember: confirmation, fear or logistical, discredit their fear, analogy, binary questions, close

Theres a lot more to sales than this, but I hope this gives you some idea of what people are doing so they close deals and not just "lay down deals"

We always assume the sale.. after we say you're going to get 30 leads for $2,500 we say "I don't really have anything else to go over the next steps are VERY VERY SIMPLE, just gotta get you onboarded, get you rockin and rollin, either take debit or credit card it doesn't really matter to me, so that (what they want) you can grow the company and take care of your family. Did you wanna do email and address first or do the card number? Whatever works for you man.

If you're not using a close like this already you can and it will get some people to close. If they don't close then you are doing "objection handling" and you should use the framework above.

God bless everyone that reads this. In this world it is not about money. Money is nothing. It is about serving others. Helping people.

I truly believe that I was put on this earth to help companies growth their business so that they can help their clients. I want them to get amazing results and grow their company. If we can't then don't use our services.

The money will come by helping people... help people. That is what we do as agency owners.

I have 100% faith in you. I believe you can do it brother. I promise.

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