How To Eliminate "I'll talk to my wife" / "I'll think about it"

Phone rings..

Get em excited about the correction and coatings, then when we get to the price they're like "yeah nah too expensive, i'll let you know"

It's frigging annoying

And I think to myself "fuck man. if ONLY every person books in with me for dem coatings, i won't be struggling and taking on the soccer mum jobs"

It drives me nuts. I've been experimenting and learning a lot in the past couple of years to get better at sales - is to eliminate the source of the objection before it even comes up

After talking to thousands of potential clients, closed hundreds of thousands of deals..

I noticed a pattern

Those who flawlessly went ahead book with me and my best clients..

They don't have much objections because they have SEEN the value of what i do before the price even comes up

I've learned that if your potential clients gives you any sorts of objection like:

"Let me think about it"

"I don't make decisions like this on the phone"

or the classic of all

"Let me talk to my wife"

Means it's a SIGN that I did not do my job properly to help them find out what their problem/needs/wants are

And chances are razor thin that they will come back

(I say this because a small percentage of them actually will)

The problem it's not them - it's you.

The most common issues is trust/believe and they don't understand what it is (HUGE)

Objections is a SYMPTOM of a much bigger problem that somewhere along the line you, as a business owner, a salesman did not walk through your potential clients their problem, needs, wants and how your services can help

How do you eliminate it? Go straight to the source of the objection whether it's trust, they don't believe/understand how it can help them

1) Understanding their state of mind

Often we think that someone calls us is to book it in - but in reality they ARE shopping for options

Potential clients are always in option hunting mode.

The ONE thing they want when they speak to you is to get an option, store it in the back of their head and come back another time (which most of the time they won't)

How many times have you walked into a retail store just to 👀 around? Same spiel for your potential clients

Understanding this is huge, because you don't want to just give them the option

You want to understand their problem/needs/wants and get them to feel like it's something they need to get it done

This is however not the case for every single call, 80% to 97% people who enquire will be hunting for options, the 3% will be "hot" to book it in right now

Start of the call, frame the conversation and ask them what is motivating them to enquire, because there will be something that motivates them to enquire

Pull out their motivators and double down on that

2) Eliminating the source of objections before it arises

When I get on the phone with my potential clients, my purpose is not to get them to book it in (Paradoxical, i know)

My focus for the entire call is make sure i listen and UNDERSTAND where they are at

Really focus on understanding their problems, what is motivating them to enquire for my services and what they want

And not to try and sell them like a sleazy salesman at your local dealership lol

If you focus entirely on trying to get that person to book it in, then you're going to have troubles booking them in

Tell them about how you can help on the right time after you have explored on what they need and want, and position your offer as the main thing that helps them

How to be good at it? Practice

Once you are so good at listening and understanding what they want, objections almost never comes up as it makes sense to book it in right then and there

You can feel it "clicks" with them

Making sure they see the VALUE before discussing about prices

If they don't see the value, it's almost guaranteed the objections WILL come up

3) Handling objections like a pro + tonality

Ok, say the objections DO come up - you can still book it in IF you handle it like a pro

The key to objection handling is to drill down to their WHY with EMPATHY, and then resolve it from the core of their objections.

Is it because they don't believe it can help them? Ask them if they like the idea, or what they don't like about it

Is it because they don't like the price? Ask them if they like the idea and if they think it's for them if they see the value in it. If not downsell and work out another deal suits them better

Is it because they really need to talk to their wife/think about it? Call out their bluff and say "Sure i totally understand and i respect that. But usually people tell me they want to talk to their wife/think about it usually don't get back to me. Is there something you don't understand that you'll like to discuss? Just want to make sure I answer all of your questions that's all"

[In a calm, and understanding tone. If you mess up the tonality here you are going to sound like a sleazy salesman]

Hope this helps you guys to book better deals with your potential clients 👊