This is the class where you master how to sell with:
Selling can trigger negative emotions. And the reason for this is the lack of proper sales training. Because if done right, selling can be a beautiful experience. You are helping someone change their lives and make their dreams come true. But if you don’t have the right skill, selling can be difficult. Because times have changed dramatically over the years and people have no patience for hardsell anymore. They can sense it a mile away and people are turned off by this. So there are all kinds of negative emotions… on this subject. My goal… is to change this, and help you experience the joy of selling. There’s a better, more sustainable, and lucrative way to sell. It starts here. Now some of you may have heard some of the concepts that I’ll be teaching in this class. But I encourage you, to have an open mind. Because if you start off thinking that you probably know this stuff already, you’ll probably not gonna get much out of this.
And let me say this…The number of times over something equals certainty and results. In other words, the more you go over something, the better you’ll retain the concept and therefore can apply it with certainty, confidence, and results. That’s what you want. Your confidence, and naturalness, come from doing it over and over again. Because REPETITION IS THE MOTHER OF ALL SKILL & RESULT. That’s why this master class includes GROUP DISCUSSIONS, and practical exercises so you can PRACTICE, and master these skills. Your participation will help you in mastering it–because again, the number of times you go over something equals certainty. And don’t be afraid to express yourself through comments and feedback. It’s the perfect way to practice forming your thoughts and articulating your message. And I promise you, this will help your social media messaging. This masterclass is composed of short video lessons. Most lessons are less than 10 minutes with the exception of Lesson 3–building instant rapport which is 28 minutes. You’ll also get workbooks, sales map, and exercises which are downloadables under videos lessons. Lastly, there are two group mastermind sessions included in this master class. The date of these sessions will be emailed to you and posted on the Masterclass Facebook group–which you are invited to join if you haven’t joined already. It’s where I hang out to answer your questions, post updates and of course, where you can network with other students. And for the mastermind schedules, I highly recommend you work out in your schedule to attend these sessions to get the maximum value for your investments…. as these groups sessions will help you in implementing the sales steps you’ll be learning in this class. Because your mindset affects every aspect of your sales performance. Our mindset shapes our reality. But make no mistake, mindset doesn’t mean just positive thoughts and intentions. It’s more than that. In this lesson, I am going share the 3 mindset shift to help you succeed in sales But first, understand that in sales, there are TWO big barriers that could stop you from attracting more clients and making more money.
We’ll take up MINDSET in this lesson. Did you know that… Sales is 80% mindset and 20% skillset? True!But the skillset solidifies and affirms your mindset!It’s skillset that will keep your mindset intact. Because you may have the right mindset, but if you keep failing because you don’t have the necessary skillset, it will erode your mindset. You will start to doubt yourself. So if you want better results and reality, you need the right mindset and the skillset. But here’s the BIG question:How do you get the right MINDSET to support your goals and dreams? That’s the million-dollar question. It took me several decades working in sales to fully understand and make the shifts that changed my circumstances and result. And today I am going to share these with you. There are 3 mindset shifts you need to make:
- Sell like a CEO
- Fully understand value, so you can articulate it
- Your offer is not for everybody
Let’s take up Mindset shift no 1, selling like a CEOTo succeed, you need to sell like a CEONot as a product peddler, freelancer, coach or agent. Even if this is your side gig and you’re doing this part-time. You’re still the boss and the CEO of your business.Take on this position and posture. Because when you sell like a CEO. It’s like putting on a uniform; lipstick, lashes or high heels and the whole caboodle. It’s empowering. This PERSONA puts you in the right posture. An executive posture. When you put on that CEO hat and persona, you’re gonna sound and act like one. And in my experience, this executive and leadership posture attracts the right people. People with money and people who will pay. You’ll stand taller and get noticed more. And people will listen when you speak.
HERE’S ANOTHER REASON WHY YOU NEED TO PUT YOUR CEO HAT ON WHEN SELLING
I often hear these from entrepreneurs: “I hate sales” “I don’t like doing sales”. If you’re currently feeling this and saying this to yourself.You need to put your CEO HAT on and FACE this problem head-on. Like a CEO. Imagine you’re the BOSS, and you hear your employee saying this. You’d fire them. You’re going to say, I don’t care if you hate saleS, we need to sell to pay your salary and the bills. Right?Think about this if you have an aversion to sales. One more thing…
You might think sales is manipulative and sleazy. But it’s not. It’s the individual salesperson– who manipulates and makes it sleasy–not the act of selling itself.
Sales is not to blame…it’s the unprofessional, unscrupulous salesperson that’s muddying up the field. And you can choose not to be that person. In this course, you’ll learn how to sell with GRACE,TRANSPARENCY, AND INTEGRITY.
Alright! THE SECOND MINDSET SHIFT YOU NEED TO MAKE IS is to understand VALUE. Value is what people consider important.Their beliefs and what matters to them.We each have our own set of values.
Our beliefs, ideas and attitudes may vary but one thing is for sure, we are attracted to those who value similar things to us. People don’t buy lipstick. They buy the VALUE & EXPERIENCE that it brings to their life. The emotional benefit. The feeling that comes from wearing it. So when you FOCUS on providing value in everything you do, you will always have people coming to you. Because you won’t be seen as a salesperson, but an experience provider.You provide experience, you provide value. How can you provide the highest value?
By getting clear on three things:
- What is it that you help people with and can clearly articulate it. You need to get good at telling people the result that you can deliver.
- Who are these people you want to help? That’s your target market.
- What do they want the most? and how can you serve them?
By understanding these values, you’ll be able to clearly ARTICULATE & DEMONSTRATE what is it that people can get, and can experience working with you. By understanding their fear, desire, their problems, you’ll be able to work out how to help them get closer to their dreams. That’s really what you’re trying to do as a salesperson and as a business person. Be as specific as you can. Because you become more dynamic when you’re specific. The third MIND-SHIFT you need to make is to understand that your offer is not for everybody. No matter how good it is. You are not everyone’s cup of tea.
That’s the simplicity of it. Work on attracting those who NEED and WANT what you’re selling. Know your target market as intimately as possible. Don’t just throw something out there and see who’ll catchit. Be more specific and intentional in your targeting. When you are laser focus on attracting those people who are looking for you, you will be more EFFECTIVE and successful. Let’s review the 3 MINDSET SHIFTS you need to make to sell with grace, integrity and transparency.
- Sell like a CEO
- Fully understand value, so you can articulate it
- Your offer is not for everybody
To help you shift your mindset, I’ve created a fun, quick and practical workbook for you. Download and work through it. This workbook can really open your eyes to a different reality. Don’t skip this if you haven’t done this exercise before. It’s an eye-opener. Because here’s are some indisputable facts: .It’s easier to find and get something if you know what it is that you’re looking for. . When you know who you’re looking for and fully understand their needs and wants, it will raise your confidence a little higher and your posture will follow.
So download and work through this workbook, and I’ll see you in LESSON 2. This is the core of your sales skillset as a salesperson or business owner. In lesson 1, we talked about the 3 mindset shifts you need to succeed in sales. These are:
- Sell like a CEO
- Understand VALUE, so you can articulate it.
- Know that your offer is not for everybody.
And I hope you downloaded the workbook and got that done because it will help you in this lesson. Let me re-iterate, your mindset is what gives you posture and determination. Your skillset is what gives you the expertise, confidence and COMPETENCE. Competence to handle anything that comes your way. In other words–your execution skill and sales performance. Because…sales is a lucrative profession, and it shouldn’t be left to chance. These two things: mindset + skillset go hand in hand. Your mindset and skillset build up your ALTITUDE and your ATTITUDE. You need to arm yourself with the right mindset and you need the skillset to execute the right actions to make it work. Does that make sense? I know I am belabouring this point but I see a problem in the industry where salespeople go to conferences to get all jass up and motivated but never learn the core skillsets to make it work. Mindset and motivation will eventually die off… when there are no results. People only will stay motivated for as long as they see results. Happiness comes from achievements & attainment of goals. And if you have teams under you, this is one of the FACTORS in growing a sustainable team. People need results to keep going. In sales, you need 3 CORE SALES SKILL.
- Prospecting and building rapport
- Identifying what the prospect needs and presenting your solution in a way that is super helpful–not salesy. As well as the skill to ask the right questions.
- Handling objections and closing the deal
Sounds easy enough right? But when I tried to apply these sets of skills, I struggled. You see, when I was told that I needed to build rapport, I didn’t know how to do it–there were no steps. I was frustrated. Eventually, I figured it out. I took all the training that I had over the years in sales and broke them down further into a doable-practical, step-by-step process–which I call the HEARTCORE SALES PROCESSBecause sales is a process, a step-by-step process that takes you from the initial approach to the close. These are proven steps that work beautifully when done correctly. Without following a process, you kind of do things randomly and hope the person will say yes at the end. This way of selling is not effective. With the sales process, you guide the person through the process–naturally. Step by step–knowing EXACTLY WHAT HAPPENS NEXT. That’s the beauty of this process. You know exactly where the person is at, and what to do next. No need to guess. Just do the next step in the sales process. And now… I turned the SALES PROCESS into a SALES MAP to make it even better.
This map will guide you through the process.It consists of 8 PRACTICAL STEPS. But when you master these 8 steps, and can do it naturally, it will feel like there’s only 3-4 steps. It gets simpler. Let me say this, and make sure you’re clear on this. There are times when the prospect is ready to buy the moment you engage with them. In which case you can skip over and move right to the PITCH STEP. Does that make sense? Let me know if this is unclear in the comment. But understand also that when you quickie it, when you jump the gun too soon, you might not get the best result. It’s harder to go back and redo the process. So it’s better to do it right the first time. For example, if you didn’t build a strong rapport, and you pitch, and try to build rapport afterwards, it’s not going to work very well. Most people fail because they skip through the process and pitch without establishing rapport and gathering enough information. They wing it. Your pitch need to be based on the information you’ve gathered. And we’ll learn more about that in Lesson 5. As a seasoned sales professional, I can tell you, that it’s easier to do it right the first time, than trying to fix a sales conversation that’s going downhill. That’s when it gets icky and awkward.What I can promise you is this: when the steps are done correctly, it’s almost impossible to fail.So download the SALES MAP and print it so you can use it as we go through the steps in the coming lessons. The next lesson is building rapport. If you’ve already done the BUILDING INSTANT RAPPORT workshop, I encourage you to review it again in a new unit of time, with the SALES MAP on hand. Remember, the number of times over something equals certainty and results.
I’ll see you in the next Sales intelligence is your biggest leverageIt’s STEP 4 in the sales process! Because for every sales negotiation, you need leverage. And intelligence is your biggest leverage. The word INTELLIGENCE is a collection of information and observation. If you’ve watched movies that involve the FBI or something similar, you’ve probably heard the word INTEL which means crucial information you need to make your next move. So SALES INTELLIGENCE is basically the information you have, which you can use to your advantage in any sales negotiations. So gathering intelligence, is extracting the right information and gaining new insights to make the right move. This is your biggest LEVERAGE!
Information. Because you really can’t tell people… that you have what they need if you don’t know what they need and want. Period. So intelligence, allows you to correctly position yourself, your message and your solution as the best choice. Make sense?
But before we go on this, let’s quickly review the earlier steps in the sales process—which is building rapport from LESSON 3 The first step in sales is to build rapport…..which is done in 3 steps:
STEP 1 is COMPLIMENT + ENGAGE.
STEP 2 is MIRROR, or paraphrasing, to demonstrate you are listening and encourage them to talk more.
STEP 3 is LABELLING to demonstrate empathy and build trust.
It’s important that you master these 3 skills, especially mirroring and labelling because you’ll be using them in pitching & handling objections. Alright, so you’ve established rapport, what’s NEXT? Now it’s time to turn the social conversation into a sales conversation by asking them questions to extract enough information to see if they are qualified, and ready for your pitch. Get to know them better. Find out more about them and their current situation. You could say, this is your pre-qualifying step. But I call this sales intelligence because that’s really what you’re doing. Gathering crucial information and pre-qualifying them at the same time.
Ask yourself these questions
- What are their issues?
- What problems are they having?
- Is the person qualified? Are you talking to the right person?
- Did you verify, label, and confirm?
Because you can’t assume. NEVER ASSUME!
You can’t help them if you don’t know what they need or what they want So the next step after building rapport is the gathering of SALES INTELLIGENCE. You need enough information to support your plan of action. It’s like dating… before you propose, you REALLY need to know as much as you can about the person. It’s as simple as that. But people still skip this point and go right to pitching. This is a mistake.
The more you know about the person, the more power and confidence you’ll have at being able to help them. You need to know what you are dealing with.
Let these sink in.
Because you’ll need INTEL to pitch and to handle objections later on.
Information is your leverage when you pitch. Use what they tell you to create a pitch that make sense.
The information you gathered will also help you handle objections later on.
I am putting a lot of emphasis on this because this is the biggest mistake I see in people. They pitch blind.
Use what you learn in the rapport-building process to extract the information you need, so you can use it to pitch.
Don’t worry, I’ll teach you how to PITCH in Lesson 6. But first you need to gather the right info in preparation for your pitch.
By being present, engaging and interested. Non-assuming.
One more thing, when you think you know, you’ll tune out to what they are saying, and they’ll feel it–and won’t give you what you need.
They won’t trust you enough to give you vital info if they feel you’re not listening.
Don’t make that mistake.
So how do you extract the right information?
By Mirroring & labelling from lesson 3
Here are some example questions to ask to extract information:
- What’s your health routine like? This is if you’re selling health products.
Remember to ask questions in a calm and relax manner. Not judgemental. So watch your tone and body language. Here some examples of questions to ask:
- How do you make time for your family? How do you make time for your family? If you’re selling time management or opportunity
- What’s giving you stress right now? What’s giving you stress when it comes to making ends meet? Or what’s giving you stress when it comes to working from home?
- What’s not working for you right now?
We’ll go over a bit more in our MASTERMIND SESSIONS for clarity.
But I have a downloadable pdf at the end of this video. The 45 PROSPECTING QUESTIONS and pick 5 questions that you can make your own for your business.
And I’ll see you in the mastermind session and in lesson 5.
Check the MASTERCLASS FACEBOOK GROUP for the exact dates and I’ll see you in lesson 5.
Earlier in STEP 4, you gathered your sales intelligence and got a better understanding of the prospect’s needs, and desires. The problems… they want to fix, and their goals.
If you’ve done well… they’d opened up their world to you.
In this LESSON, you’ll learn how UNCOVER & EXPOSE GAPS
You might have gotten enough information in STEP 4….but now you need to EXPOSE the BIG PROBLEM. As you gather your information, you’ll begin to see the GAP.
There’s a gap, something is missing or something is not quite right in their life or business and you need to uncover that before you can propose your solution.
Everyone has problems and desires. We long to have something better.
Better than what we currently have. So there’s a gap between where we are at, and where we want to go…….(repeat) and that’s what you need to uncover. As humans we have problems and we have desires.
But we might not see the big impact of the problem until it’s pointed to us. We might not even see it as a big problem. So the next line of questioning is geared to UNCOVER & EXPOSE GAPS. Your goal is to make them FEEL the pain of the problem. So they want to solve it. Make them feel the paind and see the problem so they want to solve it that’s your goal.
Here’s the MOST important thing about the problem & desire or wants.
It’s not enough that YOU know and can see the problem. Because as salespeople, can easily see the problem
What’s important is though:
- Does the prospect see it?
- How is it impacting their lifestyle? Can they see that?
- How is this affecting the life and business?
Because UNTIL you get them to this point, they won’t see the NEED for your solution.
They won’t see the value of your offer. Period. And this is really where you need to deliver your value.
You need to uncover, expose the problem to make see it, so it’s real to them.
So they can begin to see how you can help them.
Does that make sense?
You need to get them to a place of change–where they are looking to change something.
The question is HOW? How to do you get them to that place?
By asking the hard questions. Such as:
- What have you tried in the past to try to fix this?
- How is this affecting your professional life?
- If the problem continues, how is this affecting your marriage? How is this affecting your ability to enjoy life?
- These are key questions you need to ask to expose the gap.
- Notice I starts the questions with WHAT & HOW.
Then Mirror & Label to get them to that place of recognition and agreement.
Review LESSON 3 if needed so you can smoothly MIRROR & LABEL until the prospect can see the problem and agree there’s a problem.
For example: If you are in the financial business, ask hard questions like:
What would happen if you or your husband who are the main earner would get sick, how would you manage the bills? Who could help?
I once asked a spa owner this question that totally made her accept my proposal.
My question was: what happens when you come into work one day, and most of your scheduled appointment for the day were cancelled?
I was able to ask this direct question because I paid attention to her business and I know exactly the problem and the solutions. She sort of had an idea of the potential risk but didn’t really think about it until I exposed the gap.
Keep mirroring– or rephrasing what they say, and labelling until they confirm that that’s what they are faced with.
Here are some labelling examples:
“It seems like this problem is hurting your relationship”
“It seems like you’re tired of dealing with this problem”.
“It looks like you’ve had this problem for a while”
Remember to use the phrase:
It seems like, it looks like
You seem like, you look like
It’s an IMPORTANT PATTER and phrase, if you say something else, you will not get the same result. Guaranteed.
Sometimes people use questions like: “what I am hearing is… blah blah blah”. This is similar but it provokes a different energy. You are essentially telling the prospect what you think or from your point of view. The prospect doesn’t care what you think. Because you are not the issue. However, when you make a statement using the phrase “it seems like” or “it looks like”, you are disassociated. There is no connection between you and what you are saying. You are simply stating your observation… which provokes them to confirm.
So by exposing the problems they’ll gain CLARITY on the problem & URGENCY in solving the issue.
Then they are ready for your solution.
If you don’t get them to this point and pitch your solution.
You’ll be dealing with objections.
It takes work to guide them to this point, where they can feel and see the urgency to do something about it.
When they reach the place of RECOGNITION followed by
Then they are able to REIMAGINE what life will be like.
Your goal is to get them to a place where they can see and can reimagine their better life.
That itself is a transformation.
They are ready to BUY whatever it is you SELL.
I’ll see you in LESSON 6 for your million-dollar pitch.
In this lesson, you’ll learn how to DELIVER YOUR VALUE-BASED PITCH
Your million-dollar pitch!
So you’ve built rapport in STEPS 1-3
You’ve gathered all the information you need in STEP 4.
In STEP 5, you’ve exposed gap. They’ve recognize the problem. Made it real to them how this problem is impacting their lifestyle or business.
And now, you’ll tell them exactly how to move from where they are to where they want to be. This is your pitch.
What I call the million-dollar pitch.
This is a winning pitch. Just fill the blanks with the information you’ve extracted from the prospect in STEP 4 & 5
Let’s quickly review step 4&5. Step 4 is where you gather your intelligence about your prospect. You know what issues the person is having, their story, their pain, and what they want the most in life. In step 5, you’ve expose the gap, so they know how it’s impacting their ability to enjoy life.
So now you are ready to tell them how you can help.
What I am about to tell you IS REALLY THE BEST PITCH OUT THERE. Because it sounds very helpful and totally non-salesy.
If I can help you_________, so you can___________, would that help you?
Here are a couple of examples:
If I can help you, sell more without feeling like an ass, so you can make a million-dollar this year, would that help you?
If I can help you look like a million-dollar, so you can confidently show up anywhere, would that help you?
If I can help you save an extra thousand dollars a week, so you can build your nest egg without sacrificing your lifestyle, would that help you?
Sounds good right? Who wouldn’t want that?
If I can help you cook simple, affordable, delicious and healthy meals in less time, would that help you?
If I can help you have soft and radiant skin, without spending too much money on skin care, would that help you?
If I can help you turn your small and outdated kitchen into your dream space, would that help you?
Do you see how it works?
The only time I don’t close a sale is when I forget to use this pitch.
When I get lazy and just say what I think.
This pitch is fail-proof unless the prospect is not qualified, to begin with. If you didn’t fully understand their issues and fail to uncover what they want. It’s important that the prior steps are done well so you can really make you pitch irresistible and value-based.
Here’s why this works and is FULL OF VALUE.
1.You are emphasizing that you are there to help.
- You’re reminding them of their desire, the problem and the gap that’s solved by your solution.
You can’t say this pitch without your sales intelligence. Without knowing more about their issues. What matters to them. What they want. And paying attention to what they want and the problem they are faced with.
So it’s really important that you know at least 5 crucial information about the prospect.
After delivering your value-based pitch, you need to rest your case.
You’ve done your preparation, asked the right questions, got your answers, and said what you have to say to help them.
Now, be CALM, BE quiet, and KEEP SMILING. But don’t say anything. There’s nothing more to say.
Don’t rush. This is really a golden moment to shut up.
When the energy is rushed, it creates anxiety. When you slow down–you provide the needed CALMNESS and RELAXATION. For you & the prospect. This is also a time for you to breath.
Use this moment to check on your posture, affirm your confidence and silence the voice in your head, smile and WAIT for their response.
Let that intense moment pass. Let the silence linger. It’s golden.
And let the person BE the one to make the first move. You need to give that space.
It’s the most crucial moment.
The moment when you really need to shut up. And let the person take a breather, let them process the information you’ve given them.
Because some people need that moment to process. And if you interrupt, they’ll use that as a CUE to object. To throw in an objection. Do you realize that?
So let them process it and allow them to respond. Without you rushing them.
DON’T MAKE THIS MISTAKE
Open your mouth, and you’ve FAILED. You’ll have to backtrack and re-start over, losing your position. Because you’ll be breaking that momentum.
Remember, if you’ve done a good job, they will respond positively.
You need to trust the process.
And trust yourself, because it will help in your confidence.
Because when you show CONFIDENCE, it breeds confidence and trust.
Your confidence makes the prospect trust your offer.
And I’ll see you in lesson 7!
STEP 7 of the sales process. HANDLING OBJECTIONS.
All right! We are at the most exciting part of this master class.
This is where you learn how to handle objections with grace …………and potentially gain a long-term friend if you do it right.
But before we start handling objections, there’s something we have to get rid of first.
Our INTERNAL OBJECTIONS. We all have internal objection in some form or another. Because it’s gonna get in the way. Internal objections are internal thoughts or feelings or resistance that you may have on the subject of money or sales.
Your internal objections will kill your sales more than you realize.
So check your internal resistance to sales. If there’s something there, get rid it of it.
This resistance comes up from time to time and it happens to all of us.
It shows up in many ways.
If you have aversion to sales or have money blocks, you’ll find that you will have a hard time handling objections.
For example, If you are the kind of person who thinks spending $97 dollars to change your life is way too expensive and you’re trying to sell a life-changing product, that energy will hit you back in a form of resistance.
So the moment someone tells you, hey your stuff “is too expensive”, you’ll agree and back off and lose the sale. Because you have that resistance. You don’t think it’s ok to spend a bit of money to change your life.
So check your internal resistance. If you want help with that, let me know as I have some exercises that could help you with that.
Now, as I mentioned. If you’ve done the earlier steps of the sales process, you should not get any objections.
However, if you encounter resistance in a form of objection–you need to identify whether it’s an OBJECTION or just a COMPLAINT.
An objection or just a complaint.
What’s the difference?
Complaints are simply how the buyer expresses their frustrations. Keep that in mind.
And most money objections are complaints. 80% of money objections are complaints. Complaints are expressions of anger and frustration.
“It’s too expensive!”
Yes, everything is expensive these days. But we still buy them. Do you see that?
Car insurance is expensive but we buy them. Starbucks lattes are expensive, yet we buy em
We often buy things we can’t afford. And complain about it.
That’s the truth!
So how do you respond to complaints?
Simple. By agreeing with them!
YES! Agree with them.
Say something like…
“I agree with you, would that prevent you from buying the only thing that can help you with your hair so you can look like a million bucks?”
That’s really the answer. So when someone complain, just acknowledge and agree with them.
Yes, I agree with you. Things are expensive these days.
See what I’ve done here?
I agreed and recalibrated my response to remind them of the value–what they’ll be getting. Remember the earlier lesson on MINDSET SHIFT, regarding value? This is when you pull it out and use it. Add value to your response.
Because the truth is, whether it’s expensive or not, we buy things. Not because it’s cheap, or expensive but because of the value it provides us.
And by agreeing, you are putting yourself on their side, you’re agreeing with them, you’re empathizing with them.
Agreeing is powerful. It makes them feel better. You’re creating positive energy.
The opposite of AGREEING is REBUTTAL.
When you try to prove them wrong by countering what they say, or worst arguing with them. That’s negative energy. You won’t win.
Don’t make them wrong by trying to explain why your stuff is expensive, or try to convince.
Don’t try to change their mind. Let them make up their own mind.
And the worst thing you can do is to disagree with them. Because this will just fuel more disagreement and objections. It’s human nature to get upset when someone disagree with us.
Because this is not a battle to win. You’re not trying to win a battle. You are helping someone get what they want, and in return, you get what you want.
You’ll win by being agreeable, so take their side and MOVE THEM TO YOUR SIDE!
See what I mean, move them to your side. By agreeing with them. Because you may win the argument but lose the sale. You wont get the sale. So you need to just agree with them and move them on your side.
Chill & relax. Keep your posture be calm.
THIS WILL CALM THEM DOWN as well.
That’s what you want. You want them to calm down so they can think better… because they can make better decision when they are calm and relax. And that’s what you want.
So again, remember, the first step to handling objections is to identify whether it’s a valid objection or just a complaint.
Objections are valid reasons, in their minds.
Complaints are just expressions of anger or frustration.
We’ve taken up complaints.
What about valid objections?
You must understand that objections are either questions or concerns.
Your job is to find out what’s behind that objection. What’s their concern?
There’s something there… be curious and find out.
Use mirroring and labelling. Again, remember when I told you to master these skills to use them in handling objections?
SOMETHING is UNKNOWN. Something you haven’t found out.
They haven’t disclosed something to you that’s crucial to their decision-making. This is why SALES INTELLIGENCE is key.
They have concerns that you haven’t taken up. Or questions they haven’t brought up.
Maybe you thought you zeroed in on the problem, but there’s an underlying issue that hasn’t been revealed to you. Perhaps you didn’t do a thorough GATHERING of info, and there is something you haven’t uncovered.
Something is unknown.
Something you haven’t uncovered yet.
So what do you do?
To handle objections or resistance, it’s critical that you understand their point of views.
What’s bugging them?
What’s their concern?
So mirror their objection, and let them tell you what’s behind the objection–what’s going on. Let them express it. You want to uncover the UNKNOWN.
Then label it to show empathy and understanding.
So that they feel you’ve listened to them and understand them.
And that you are on their side. This is important.
You’re there to help them.
And your MIRRORING and LABELLING skills will help you uncover the UNKNOWN.
So if you’ve mastered MIRRORING & LABELLING in the LESSON 3–building instant rapport, this will be easy for you to do. So you are uncertain, go back to this lesson and refresh your skill.
Remember… It takes practice!
Once you expose the UNKNOWN.
Then you can recalibrate, or reword your pitch and deliver it again, taking into account their concerns.
Again, your delivery is important. The words you used. Remember your value-based pitch in LESSON 6.
Make them feel heard and respected.
That you are there to help them commit to something that will transform their lives or business.
So what you’re doing is identifying if it’s a complaints–just a complaint or objection. And then if it’s a valid objection, you find out what’s behind that objection. By mirroring and labelling. Do you see that?
All right, let’s review HANDLING OBJECTIONS.
No.1. Check your internal objections and get rid of them. Practice checking yourself whenever an objection is thrown at you. To make sure you are not blocking yourself. And get out of the way.
No.2. Whenever you get an objection, identify whether it’s an objection or just a complaint.
No. 3. Use the “I agree with you” method if it’s a complaint. “I agree with you, would that prevent you from buying the cream that will make you look 10 years younger?” Practice saying it.
No.4. If it’s a valid objection,
mirror and label to uncover their CONCERNS, and recalibrate your pitch taking into account their concerns if appropriate and say it again. You need to recalibrate your pitch, taking into account their concerns. You’ll sound robotic and you’ll appear that you didn’t really listen and they won’t like that.
Remember this, the number of times over something equals certainty and results.
And repetition is the mother of all skill and results.
So keep repeating the steps, and practicing them until you can remember and can apply them.
Now here are some fun exercises to help you implement what you just learned.
- Review your last sales conversation you had with someone
- See if their objection was a valid objection or just a complaint. This will open your eyes
- Decide what should have been your response
These exercises will solidify your pitch so you can remember them.
Alright… I’ll see you in LESSON 8
And we are almost done! And thank you for sticking around to the finish line!
This is LESSON 8
Where you learn how to CLOSE the loop and exit gracefully, with a TWIST!
In Lesson 7, we handled objections and close the deal.
Now what happens if there is no deal and you didn’t make a sale?
Well, all is not lost. Think about this, you don’t want to force someone to buy from you. That’s not sustainable business. And your’re not like that.
You also don’t want to piss them off and lose any chance of them ever buying from you, or refer you to their friends.
Remember that circumstances change.
So they may not be ready to buy now… but they might be ready later, IF YOU leave a good impression with them.
That’s what you’ll learn in this LESSON.
So the first step is to think long-term and PAINT THE FUTURE.
Let me say that again….think long-term and PAINT THE FUTURE.
Your goal at the end, if there’s no deal, is to make the last impression a LASTING IMPRESSION.
Make the last impression which is your last conversation with them… a lasting impression.
That’s the first step. Think long-term and PAINT THE FUTURE.
Your goal at the end, if there’s no deal, is to make the last impression a LASTING IMPRESSION. I know kept repeating that because it’s KEY here.
“It’s better to leave the conversation having something to talk about and feeling like you need to connect again rather than feeling that the energy has died.”
That they don’t want to see you again, or vice versa. That’s not the end you want.
“So it’s better to leave the conversation having something to talk about and feeling like you need to connect again, because it was pleasant… rather than feeling that the energy has died.”
Because you never know if you’ll ever see them again and you never know WHO they know. That’s why this is important.
As I don’t believe in failed close. I believe in timing. People’s circumstances and moods can change. They are in different moods at different times.
And I believe that if you’ve done a great job and earn their respect, they will come to you the moment they are ready.
That’s respect. That’s what you want.
That’s long-term relationships. And that’s sustainability. And it’s a good thing.
The SECOND thing to know; is allowing the prospect to SAVE FACE.
What do I mean by that?
Let me explain.
People feel bad when you’ve been wonderful to them and they reject your offer in the end.
Who wouldn’t feel bad when someone has been nice to you and you end up saying no.
So they want to SAVE FACE.
They want to do something or contribute somehow in a small way, so they don’t feel SO BAD rejecting your offer.
This is the leverage you have. Your upper hand. The little twist. Turning a NO into a future potential.
So take advantage of this. Most people don’t do this, and it’s one that I’ve learned to use successfully.
To help them save face, you need to have an EXIT OFFER.
An irresistible offer that they can get without much thought.
Something very inexpensive, that requires very little commitment but has high value to increase the likelihood of them buying more from you.
Your EXIT OFFER gives them something to try your and allows you to follow up later. So this allows you to circle back. A very good reason to follow up later.
So the conversation shouldn’t end when they say NO.
Think of an EXIT OFFER instead. Call it your PARTING OFFER.
So again, your exit offer should be:
An irresistible offer that they can get without much thought. Such as:
- Something very inexpensive
- Something that requires a small commitment –a no brainer kind of offer
Your EXIT OFFER is also perfect for handling the “Let me think about it” objection.
Because when you’ve done everything right and the prospect still says “I like what I heard so far, but let me think about it”.
Well… not all is lost, make your exit offer…your THINK ABOUT IT OFFER.
You know what I am saying?
I find this very effective in getting people to sign up and experience working with me with a starter package.
This little action will get you more clients.
The trick is to raise the bar on your follow-up system so you can move them from trial to full commitment. From small purchase to a bigger package.
That’s the trick.
What if your business doesn’t allow for a small, inexpensive product or offer?
Perhaps you’re in the financial industry?
Then your exit offer should be something FREE, a free magazine, a free article on finance, booklet etc.
That could work as well.
Write an ebook and give it away as an EXIT OFFER. A great way to demonstrate that know what you’re talking about in this category. This will really show your expertise.
Okay, so here’s how to use this to handle the: “let me think about it” objection.
“sure you can think about it, but I must let you know that whatever the quoted price today may not be the price later on”. Price changes…
“Also, I have something for you in the meantime” [your think about it offer]
Another way to say it is:
“Sure you can think about it. While you’re thinking about it, I got something for you to get you started”.
Does that make sense?
Lastly ,how do you exit gracefully while opening potential in the future?
You want to plant the seeds of grace.
Because at the end of all this, respect them and their position as human beings.
Make them remember you and your grace forever …by making your last impression a lasting one.
There’s two ways you can exit gracefully.
You can say: “You’ve been generous with your time. Thank you. Let’s touch base in a month”
Say this if you see a possibility to reconnect by giving a general timeline.
You can say: “You’ve been generous with your time, thank you for having this conversation with me. And I hope we can work together in the future”
This is for when you don’t really care if this person works with you or not at the end of the sales conversation but you still want to leave a lasting impression gracefully.
You’ve been generous with your time.
Thank you for giving me the opportunity to share with you what I know.
What you just learned is the SALES BASIC FUNDAMENTAL–THE SALES PROCESS so you can take a cold lead, turn that person into a prospect and then a client or customer by guiding them through that process.
Now you’re ready to take this skill to a higher level of PROFICIENCY.
That takes coaching.
So here’s my parting gift to you.
As a graduate of my HEART CORE SALES MASTERCLASS, I am offering you an implementation coaching session for HALF the PRICE.
This price is open to you for 3 months from today. After which the price goes back to my regular coaching price.
In the meantime, I’ll see you at the Group Mastermind Sessions. These sessions are FREE as part of the course. Check the exact date and time in the Masterclass Facebook group. I’ll see you there!