How to Read Your Prospect's Mind & 7 Tips To Overcome Their Objections

Anyone who has been on this forum long enough knows that when it comes to selling a product or service, you need an incredible sales pitch, a high converting sales page, an offer no one can resist, facts and proof.

We've been taught that facts tell. We have to have proof that our proudct or service actually does what it promises to do. Proof of income. Proof of sales. Traffic. Rankings.
The show me what you got method has been around for ages.

However, the mindset of your audience is slowly changing. After seeing all the facts and with the little time people have nowadays, you have about 7 seconds to captivate your audience.

After you got their undivided attention, you best make sure you entertain them. After all... they've seen it all. They skim through your ads and sales pages to only read the bullit points. What's in it for them?

Now, if you an enteraining person the job that lies ahead of you can be fairly easy. But....what if if you don't have the enterainment skills?

Knowing that STORIES sell, you better get it right or you'll leave money on the table. You need to use your pets, your kids, your nextdoor neighbor, your car, your hobby..... your average life to impress potential buyers. Why is that?

It's because it's entertaining. It entertains our potential buyers. It makes us human. People are being sold to every minute of the day on radio commercials, television, even on their phones.

You need to find an emotional HOOK to add to your sales ptich to entertain your audience, to make your audience like you.

Now, how do you do that? How do you become an emotional sucker that everybody seems to like?

Here are 7 emotional marketing tips to humanize yourself:

1. Understand how little time they have by saying: I'll do the work for you/ xxx product will do xxx for you.

2. Understand their objections and tell them they are right. They expect you to argue with them after an objection. By agreeing with them, you throw them off. They didn't see it coming.They're (pleasantly) surprised and that will open new doors for you, instead of closing them. Continue by repeating their objections and add the following phrases:

* what if I show you how to.... (overcome their objections by explaining the benefits of your product/service)
* I might be able to help you with.......( name specific reasons of their objection)


3. Increase their pain/problem. Ask them what would happen/what they think will happen if... (address the problem you're trying to solve with your product/service) Make sure you get them to tell you the mother of all pains. Continue by asking what it would mean/do to them if that would happen.
By using this technique you usually get to hear the REAL reason why they're declining your offer.

4.Make statements like you deserve it after you heard the personal objections they have. They have earned the right to.... Phrases like these create a mind shift.

5. Ask them how they succeeded "solving"the problem your product/service is trying to solve. This makes them feel like they have done something remarkable. That they differ from the rest of the people you're selling to.

6. Unbut the buts. Whenever someone tells you they like the idea/product/service, but...simply don't have the time/money/knowledge, flip the but:
"So, you don't have the time/money/knowledge, BUT you LIKE the idea/product/service"? You can now continue to overcome their reasons of objection by saying: "let's think about how we can solve ...(the but) for you.

7. Add the word "because" to the above sentence:
"SO, you don't have the time/money, BUT you like the idea/product/service, BECAUSE.... ( fill in the reason they have given you or you think they have)

People act upon reason. If I'd ask you if I can skip the line of the bathroom because my 7 yr old son is alone in the restaurant, would you step aside knowing that? I bet you will! We need a solid reason. Once a solid reason is given to us, we intend to listen right away and act upon our request.

Emotional marketing equals money. No doubt about that. BUT...besides the money, it's a relief on our part as well. No more hard selling. No more pushing. No more crazy tricks to pull out of our sleeves. You can be you again, and that itself is......priceless.

Good luck!