How to Remove All Skepticism / Competitor / Shopping Around / Uncertainty on the Offer Objections

John Schuette

3d • General discussion

You can destroy most objections is the Solution portion of discovery.

Here's exactly what to do:

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?

Additional questions to use:

Will that produce the outcome you want / is that what you want?
How would you rather be handled as a prospect? (this is relevant since their leads are handled for them)
Would it be helpful if you did have [insert thing you do that's better]?

Then, on this solution they were so fixated on, ask

"So do you still want to work with XYZ company?"

And they should say no.

Then, last question:

If you were to design the perfect solution that would solve all of your XYZ problems, what would it be?

What level of support would it have?

And in answering those two questions, they should list out every single thing you do.

Now, when you get to the pitch, they already told you that what you do is the perfect solution, so it'll sound like magic when you tell them all the same things they said.

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How to Remove All Skepticism / Competitor / Shopping Around / Uncertainty on the Offer Objections