If you’ve been an online entrepreneur for more than a few weeks, you’re likely well versed with objections in your sales process. It’s an inevitable part of being a business owner, but can be difficult to manage in the moment. Because we know objections will happen no matter how we plan, it’s important to prepare our reaction and plan to overcome vs avoiding altogether.
First, let’s acknowledge that objections are simply limiting beliefs. Note the difference between a limiting belief and questions. Your ideal client may need clarification on a particular piece of your offer or need to double check a purchase with a business partner, so be sure to provide as much information or opportunity for consideration as possible to tackle questions before they arise and then move on to bigger objection handling.
Four Reasons You May be Getting Objections
While there are a variety of reasons a potential buyer is hitting you with objections, lets break down four common reasons [P.S We cover all of the Objections and how to overcome them with scripts inside High Ticket Sales System’s Sales Execution/Objection module]:
Lack of Trust
Your potential buyers may be putting up walls because they’re not yet seeing you as THE authority figure on your area of expertise, or they aren’t feeling a level of intimacy required to actually purchase from you yet.
THE FIX: Utilize authority building language in all further conversations (i.e mention results, tenure, achievement, etc). Next, share a free resource or training with them to increase their understanding of your ability to deliver results.
A Breakdown Within Your Sales Process
You may see a breakdown somewhere within your sales process, creating a lackluster experience for the potential purchaser. It may be a situation where there was too much conversation coming from your end and not enough listening to the potential buyer. Alternatively, there may have been a key question that was glossed over, which left them feeling only partially served or simply uninterested in pursuing your offer further.
THE FIX: Review your conversations in the DMs, emails, and video replays to look for missteps or “plot holes” that would have created a disjointed experience and created the idea that you can’t really help your potential buyer.
No Real Need for the Offer
By the time you’re communicating with a potential buyer, you likely would have gone through multiple vetting rounds to pre-qualify them for your offer. If you get to the final stages of selling with a client yet struggle to find THEIR concrete need for the offer, there are a few things to consider doing…
THE FIX: If they show up to a virtual face to face and really don’t have a need for it, look back at your qualification process and refine your DM tactics, Video Sales Letters, and Application Q&A’s to ensure the people who filter through the process are meant to be there.
A logistics roadblock may come in many forms, but the key here is to trust your potential buyer when they tell you that there is a legitimate hurdle to overcome before purchasing. Depending on your buyer, this may be something like “I can’t buy today because I need to move some money around,” or even “my partner and I discuss big financial commitments first so I’ll talk to them about it this weekend.”
THE FIX: When you feel it, you know it- this person is telling the truth about why it’s a “not right now” vs an enthusiastic yes. Support these potential customers as much as you can, whether that’s creating a unique cart to accommodate for money-transfer delays, or recording a special sales video specifically for the potential buyer to watch with their partner.
Tactics for Tackling Those Objections
Clear communication is key when you’re working with an ICA to overcome the objection in front of you, save these quick hit tips and review them before your next sales session with a potential purchaser:
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