How to handle any objection… · Max Business School™

How to handle any objection…

After a solid 20 minute pitch your prospect tells you, “I need to think about it”.

What do you do?…

do you say, “No worries how much time do you need to think about it” like a loser?

I hope not.

Either way at this point I think I’ve taken over 500 sales calls and in this post I’m going to show you how exactly you can handle ANY objections to close more deals.

𝐓𝐡𝐞 𝟒 𝐓𝐲𝐩𝐞𝐬 𝐨𝐟 𝐎𝐛𝐣𝐞𝐜𝐭𝐢𝐨𝐧𝐬

An objection only comes up whenever there’s a lack of clarity for your prospect on how your solution will help them get to their desired end result. There are only 4 categories which ALL objections can be grouped into and I’ll be teaching you how to overcome and solve each one of them.

*Note: You can only handle objections if a prospect is interested in your solution but lacks a bit of clarity. If they’re not interested in solution then there’s no amount of objection handling that you can do make them become interested.*

𝐏𝐫𝐢𝐜𝐞

If you’re selling a solution your market truly desires then this may be one of this may be one of the most common objections you come across as prospects are interested in what you’re selling but they just can’t afford it.

The process to handle this objection is you must first isolate the price being the only thing keeping them from making a decision today by making tie-down statements and then you create some payment plan to get them over the finish line.

𝐒𝐮𝐩𝐩𝐨𝐫𝐭

This objection is one of the more “real” objections in which in certain cases your prospect actually has to speak to someone such as their wife or the board to get a decision approved.
The process to handle this objection is similar to price in which you isolate their support system being the only thing keeping them from making a decision today by making tie-down statements. And then you get some form of commitment ideally a deposit or another call with all decision makers.

𝐓𝐡𝐢𝐧𝐤 𝐚𝐛𝐨𝐮𝐭 𝐢𝐭

This objection comes when the prospect is unclear about what exactly their receiving.
The process to handle this objection is you first want to identify and make clear on what’s holding them back from making a decision, whether its price or uncertainty. Then you handle the true objection.

𝐁𝐞𝐥𝐢𝐞𝐟/𝐔𝐧𝐜𝐞𝐫𝐭𝐚𝐢𝐧𝐭𝐲

Belief objections are based around fear, in which up to this moment. This prospect has used fear their entire life as a tool to protect themselves from change.
The process to handle this objection is you ideally want to first start off by ideally offering some form of a guarantee for a decision today as a logical objection handle.
If the guarantee isn’t enough then you must help the prospect understand how their fear is holding them back from reaching the goals and living the life that they claimed they wanted to live.

If you found this helpful, I’ve actually created a free video going over in-depth on handling objections, with Script Examples as well. I’ll leave it below

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