No more asking, "How do I overcome this objection"... here is how to overcome ALL of them!

I've made thousands of sales calls on local businesses and this report covers all the major objections. Thanks for the share.

Absolutely Joe, hopefully you use it lethally!

In this offline business you just need to be able to respond to clients in such a way that they know that you believe in your stuff. They need to see you as an expert straight away. And selling is an art that can be learnt. This ebook is so excellent for that immediate position of expert. I love it. Thanks

I appreciate the OP putting up some real content. Some comments, however...

First, this is one way to do Sales. The Tom Hopkins, struggling, overcoming objections, kicking back with feisty rebuttals, wrestling match style. It's not the only way.

Second, the intention is right in the title: How to get sales before they even know what happened (???!)

Sounds like wanting to bamboozle, mystify, confuse, obfuscate, fool and misdirect your customer into the sale. Not my way at all.

Third, many of these rebuttals end up undercutting your integrity. I see folding on price a lot in there. "My price is $X." Objection. "Oh, OK, I can work with you. My price is $0.5X." Talk about undermining your own credibility. "Actually, Mister Prospect, I was trying to rip you off before." Would you rather be a '10' and tough?

Fourth, isn't this a lot of memorization? Who, in the heat of the moment, is going to have the presence of mind to recall all of these objections, their multiple rebuttals, and pick the "correct" one??

You can get good at this style of selling if you work consistently at it--just like any other style. But it undermines your credibility, has the wrong intention (of tricking your prospect into buying), doesn't really handle objections--just covers them over, and forces you to commit to becoming a walking encyclopedia of objections and rebuttals. Just what we all want to be, isn't it?! This is NOT the only way you can do Sales.

I'm going to respectfully disagree with everything you just said.

I close a ton more sales and so do my sales reps especially when using this guide. This is part of the sales manual they receive. I can understand your concern for having "integrity" and "credibility" but it doesn't make you a bad person to try to overcome a couple common objections that ANYBODY would have when selling something with a high price tag to someone that had no idea they needed it. REGARDLESS of what you have to do to get around it.

Would you rather talk to 8 clients, and finally sell one for $2,500, or talk to 2 clients, and sell them both for $1,750 because the price was an issue, and you found a way to make a deal?

Your logic on the integrity statement is complete hogwash, with all due respect. All my clients have a ton of respect for me and know how much integrity I have, and you ONLY COME OFF AS A BETTER GUY for offering them a better deal. Who doesn't love to save money?

It's not the only way, but when mastered, it is the BEST WAY, to do sales. It's more personal, it's how I would talk to a friend that I know well that understands who I am, and it puts you in a position of power, as well as allowing for expanded conversational sales with the clients which ultimately positions you as an expect.

I'm in this business to make money first, and make connections second. Like I said, when delivered right, these even come off with a little bit of charisma, flare, and more importantly, HUMOR.

I've made tons of clients laugh when I came back with an objection, and it's about framing the conversion, pacing the meeting, and closing the deal.

If they're TRULY not interested, they're truly not interested, and it doesn't mean to pester them until they buy. Objections are simply their way of saying they don't understand or have an issue with the deal they're getting. These objections help them understand and offer a deal that makes them feel like they're NOT GETTING RIPPED OFF. Do you think they would feel more ripped off if they paid $3,000 now and found out a company across town would have done it for $1,600, or if I quote them $3,000 and tell them if they sign up today, I can sign them up for $1,500 to build a relationship and make a new connection?

As far as the comments about memorization, a ton of the rebuttals are VERY similar in nature, but they're tweaked just to show you variations in how you can present them. I did it specifically so that if there are people that can't deliver an up front blunt line, there are some less direct ways to go about it. We're using them to ask questions, get them to say yes more often to the questions we ask so they ultimately say yes to us when we propose a price and contract.

It doesn't have the wrong intention, unless you have no faith in the product you are selling. I have complete faith that if I can get them to buy, that 6 months down the road, they'll come wanting to buy more from me because of the extreme value I'm giving them.

See how I just overcame everything you said? Honestly, I don't know why you wrote such a long post just to thrash what I'm giving away here, but maybe it has something to do with the offline training in your link that obviously requires an optin, where I was just coming to give away information to give it away.

Thank you for sharing this! Excellent report and it's a matter of incorporating the rebuttal answers with our own style and personality.. Once this is achieved, the sky is the limit!

This objection-rebuttal thing is a feature of the Transactional model of selling. The Transactional model is outdated and, worse, broken.

I want to make people aware that there are other ways of selling. If they are comfortable with this style, that's fine. But it's not the only way.

If you can get the person emotionally involved in the sales process you rarely have to handle objections!!

I'm fact, the ONLY person that should handle objections is the prospect.

Hi Brenden, I did say that you were providing real material. Again, I would like to make people aware that this overcoming objections method is not the only way to sell. I said earlier that you can get good at it, if you're willing to stick to it and learn all those objections and rebuttals. I think the most important thing I learned from Hopkins was the porcupine ("Do you have it in blue?" "Would you like it in blue?") and that is quite valuable.

Part of why I speak strongly is to create dialogue. People do not respond to bland talk. So we have succeeded in this thread, I think.

What I have an issue with here is:

1. The intention directly stated in the subtitle (bamboozle them into buying, they'll never know what hit 'em)

and

2. Dropping your price. This causes you to lose credibility. If you've read some of my other posts, you'll see I have a way of countering that without compromising your integrity: "Sure, we can lower the investment. What features would you like to cut?"

I worry very much that the intention here is to convert 100% of the people you talk to into customers. They may not be the right fit for problem-solving, budget, or personality issues! You do not want to make every prospect into a client!

My sales cycle is short. I very rarely have to provide reference clients. I am well paid for what I do, because my clients understand exactly what value I'm giving them in return...and it's much greater than the investment. I do not have to do this objections-rebuttals dance to "close" a sale. Sounds different, no?

You should never ever drop your pricing. Add more value? Yes. Drop prices? Nooooooo sireee

I totally stink at cold calling, I have to say. However, I find that even people who are not good at something eventually land sales if they do it enough times. In my case it was calling over 2,000 numbers for 3 solid leads. It was tough going, uphill both ways, but I did get sales. I've heard all of those objections and the rebuttals are pretty good IMO. Thanks for the share and the lively discussion.

Thank you Brenden.

Downloaded and will read it hopefully today. I like offline stuff!

Thanks for sharing!

Brenden,

After many years of selling face-to-face, over the phone, online, in print and any combination of the above, I absolutely agree with you about having a polished and practiced ability to overcome objections...

However...

...on a day in and day out basis, I'd much rather have pre-qualified leads who intend on buying from me, but simply have questions before they buy rather than prospects who have objections to buying. And I'd much rather spend my time on positioning myself properly and attracting those high quality leads who simply have questions before buying.

For example, I've invested in several high ticket items for my offline business in the last several months and I didn't have objections to buying any of them because I was pre-qualified by the very nature of the offer (it solved my problem and promised a certain result) and the creators provided great details in the sales copy.

I only had a few questions that I needed answers to before I bought in one or two cases. In fact, when asking the questions I would get annoyed if someone went into their semi-combative/insulting objection overcoming scripts.

I was already pre-sold. I just needed a few answers about the product and in many cases, I would start by saying, "I'm going to buy it, but I need answers to a few questions first..."

When that's happening, there's much better energy flowing, resulting in a stress-free presentation and easy-going work flow around the transaction.

In fact, I get prospects all the time who start their emails and phone calls with me the same exact way. My goal is to turn that into a 99% of the time occurence in my own business.

So, while I definitely acknowledge that salespeople absolutely, positively need the ability to overcome objections, I just think there's a different way to sell that addresses these perceived or real objections to buying (in the marketing/sales copy) that leaves a salesperson refreshed, energized and enthusiastic about facing each interaction with a prospect because after all, the salesperson is usually dealing with prospects who just have questions before they buy instead of objections to buying.

Just a different mindset, marketing funnel and goal to building a business.

Thanks,

Chris

Most of handling objections is how you do it... Comes with practice, you want to address it, resolve it, and parlay right back into your pitch.

Every time you offer a rebuttal, you are giving yourself one more chance to get through your entire pitch. Does that mean you are going to sell everyone?

No.

It means you just bought yourself one more chance to make a complete sales presentation than you would have if you had gotten shot down on the first objection. Many times if someone gets a chance to hear your whole pitch they change their mind.

The issue is, which having a bunch of rebuttals handy helps with, that most people arent doing full pitches...they are greeting alot of people , but not pitching alot.

It would be shocking for some to know just how much their chances would increase for a sale if they were able to get past their greetings more often and actually get to pitch.

Its about mastering your transitional phrases to where you can turn them smoothly on a dime, and get in and out of your rebuttal without missing a beat.

I agree with others here that there are less aggressive ways - If you want 2 sales a month and that makes you happy.

Understandable. The fact still remains though that we make less sales per day than an average 10 dollar per hour telemarketer when we are passive. In fact for most passive approaching types, even 2 sales per month is a pretty good month.

Im not being argumentative, really, but it just depends on what you want...To feel cushion, or to run a hardcore organization that makes multiple sales daily and has a duplicable system for creating success...?

Either wayis fine, cushioney is good, but make no mistake that telemarketers who adhere to a system of pitching will get 5-10 times the amount of sales than an average "consultant" who takes a more passive approach, the proof of that is all around us with over 4 million telemarketers in the USA alone. employed full time, going at it aggressively all day.

Most will say they dont want to pitch that way...but they DO want to HIRE someone who can pitch that way!! Unless they have something against making lots of sales.

These things about "I hate pushy pitches" have been said for 50 years, they arent new. In my first telemarketing job 22 years ago, people were saying that the market no longer responded to that...back then there were only about 250,000 telemarketers employed...Today the industry is ten times bigger...


There will always be those who dont like the hardcore salespeople, and who would never survive on wall street... and there will always be the wallstreet style types who are about results and not so much about feeling cushy.

One wears a rolex, and the other a timex... either way is a persons choice, but you cant be a rolex wearing salesman, with a passive timex wearing approach.

Both kinds will always be with us, and to each his own... there are different schools of thought, but major industries are built on the systematic types, and systems that are duplicable, precise, verbatim, and deliver predictable results based on certain repeated actions.

Its age old wisdom, and the people arguing it have age old arguments.

Chris, I like your posts. This is just intelligent debate...

It has been said that one way to sell very little is to assume that everyone else feels the same way you do on a subject.

99 out of 100 people will tell you they hate those pitches, but most of them have been sold by one, and probably will be again, because its what works BEST, I dont make the statistics...I just observe them.

Most people here cant get their telemarketers to sell anything, and its because they arent driving their operation like a machine. They are leaving too much to choice and chance.If Im wrong correct me, but if you arent selling 5k per month per customer type services, then you need consistent daily volume to have any kind of viable "business" that operates full time.

When I see stuff like this it makes me think of all the people I had to fire for low production over the years because while others were making tons of sales all around them they said it wasnt their "style" to be aggressive... "It wasnt their way...".

No major organization that requires a consistent quota to operate can tolerate such dispositions.

Honestly...

Sometimes I wonder if people here really want to have sales organizations that thrive or not. Its like football, it isnt personal, its a sport... people are just handling their business, and they are in business to makes sales, just like football players are on the field to "WIN" , nothing personal or cushy about it till after the game.

No wonder we are all working by ourselves from home and nobody has a major sales force it seems. I for one, have ran and even created from the ground up several of such sales forces, so pardon me if I dont include myself in that equation.

If you have a handful of sales people producing consistently, then you have a canned sales presentation. If all your salesman are just mavericks then you depend on people and their moods and personalities... Smart companies are system dependent , not "people" dependent.

Once a salesman reaches a certain plateau, they can be more passive, but we are teaching mostly newbies here, not 20 year salesman... and most people are looking to build a "force" on duplicable systems... You cannot duplicate "winging it", and certainly cant make projections on it.

John, you are clearly invested in the transactional model of selling.

There are other ways of selling, which can be even more effective and allow you to keep your integrity. A major reason I do what I do is to turn the public perception around of salespeople as slimy tricksters who will say anything to get an order.

To equate a different style of selling with low production shows that you don't understand it. The people who you say you fired for low performance and didn't want to sell the way you do almost certainly didn't have another sales process of their own to consistently follow.