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[Objection Handling] "What do you got?" or "What are you trying to sell?"

by s62731
8 replies
Bla bla bla. This stuff was WAY too good to be on here and not read. So I took it down.
#handling #objection #what do you got
  • Profile picture of the author Jason Kanigan
    Hey newbs, listen to James here. He started off with nothing and within a short time called himself into a ridiculous amount of website business.

    His advice is real, "From the Trenches", and from the experience of having the guts to make a ton of calls. Though I doubt it is at all difficult for him to pick up the phone now.

    For more info about how he did it, check out this thread and vid from the man himself.
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  • Profile picture of the author IMguy123
    Originally Posted by s62731 View Post

    How To Handle The "What Do You Got" Objection

    Have you ever cold called someone, and had them interrupt you and say: "look mate what do you got?" or "What are you trying to sell me?"

    We'll if you have, you'll know how frustrating it is!

    Your'e going out of your way to help someone, and they just try shut you down straight away. Put you on the back foot. Make you feel like your a piece of crap.

    Hell I still remember when I first started in this industry about 16 months ago and I was trying to GIVE AWAY websites... And people kept saying :"what's the catch?"

    Arghh it's so frustrating. But there is a POWERFUL way to overcome it.

    Show Your no Schmuck

    You need to let them know you're no schmuck. You're not the regular cold caller who doesn't care about their prospects.

    You're a real guy with real emotions, and you TRULY do want to help these guys get results. So here are 2 different ways to combat this early objection:

    1:
    "Look.... This is a discovery call.... I'm not trying to sell you anything, I want to discover a bit more about your business and see how I can help you. If what I've got can help you, cool i'll sell it to you, you'll make a tone of money with it and you'll be happy... If I can't help you I won't sell you anything and i'll get out of your hair. But at the end of that day if you can't talk to me this is just a waste of time. Fair enough?"

    A common response to this is: "oh OK fair enough"

    2:
    "Look... Here's the deal... I've got about 30 different things that could help you and the most sure fire way for me to bore the shit out of you is to start reeling them all off. I'd much rather talk about you and your business, and then see the best way we can help you. So (and then go into one of your qualifying questions)"

    What Will Happen If You Do This?

    We'll this won't work 100% of the time, nothing will. But it will make a HUGE difference in your sales.

    You will easily overcome at least 50% of those objections with this.

    It's important to have a good qualifying process. The last thing you want to do is just jump straight into the sale "Hey you wanna buy me webysites?" "NO!"

    Get into the qualifying phase and get them to admit they need what ever result your service offers, and then sell it to them.

    Thanks Guys

    James

    I am a little confused...your tips above are very good and I will definitely use them but it seems to me that it wasn't too long ago that you said cold calling is not what you do anymore. You said there are much better ways to get clients. You also outlined how you now market your services now.

    So are you going back to cold calling? Don't get me wrong..I am very thankful for your advice talked about above.
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    • Profile picture of the author s62731
      Originally Posted by IMguy123 View Post

      I am a little confused...your tips above are very good and I will definitely use them but it seems to me that it wasn't too long ago that you said cold calling is not what you do anymore. You said there are much better ways to get clients. You also outlined how you now market your services now.

      So are you going back to cold calling? Don't get me wrong..I am very thankful for your advice talked about above.
      Hey Mate,

      No in fact I'm not going back to cold calling, however I use this objection eliminator even when doing my scheduled consultations.

      People schedule a consultation, and then tend to say: "so how can you help me what can you do?"

      So I use the to overcome the objections.

      But I learnt how to do it when I was cold calling. Cold Calling can be the best place to start, so why not learn how to overcome an objection or two when cold calling?

      Hint*: If I had my time again and needed to cold call like a machine, I would call people to set up a consultation, and then sell on the consultation - This will make a huge difference to both your sales and your attitude
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      • Profile picture of the author Rearden
        Care to share your current marketing strategy concept?

        Originally Posted by s62731 View Post

        Hey Mate,

        No in fact I'm not going back to cold calling, however I use this objection eliminator even when doing my scheduled consultations.

        People schedule a consultation, and then tend to say: "so how can you help me what can you do?"

        So I use the to overcome the objections.

        But I learnt how to do it when I was cold calling. Cold Calling can be the best place to start, so why not learn how to overcome an objection or two when cold calling?

        Hint*: If I had my time again and needed to cold call like a machine, I would call people to set up a consultation, and then sell on the consultation - This will make a huge difference to both your sales and your attitude
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        • Profile picture of the author s62731
          Originally Posted by IMguy123 View Post

          I am a little confused...your tips above are very good and I will definitely use them but it seems to me that it wasn't too long ago that you said cold calling is not what you do anymore. You said there are much better ways to get clients. You also outlined how you now market your services now.

          So are you going back to cold calling? Don't get me wrong..I am very thankful for your advice talked about above.
          Originally Posted by Rearden View Post

          Care to share your current marketing strategy concept?
          Yeh man it's actually pretty simple.
          1. Set-up Lead Gen Website
          2. Point Targeted PPC At It
          3. Call All Leads To Schedule A Consultation They Requested
          4. Conduct Consult. These people are easy to sell. They requested a consultation with you to find out how they can get more customers/make more money etc. You call them, they expect your call, you know they need what you have, it's easy

          It's a bit funny that some of us are selling Marketing products to our customers, but don't actually use them ourselves.

          When I sell people on a lead generation website system, I can say:
          "And I've proven on this call that it works! You were looking for more leads and more sales, I just happen to be selling more leads and more sales, and look at us were having an awesome conversation. Would you like to talk to prospective customers who really need your product on a regular basis?"

          I will always recommend cold calling for the complete newbie. Get 3-4 sales under your belt. But then you need to opt for a long term strategy. This isn't tiring, your not calling 100 people a day. Your talking to 5/day who really need your product.

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  • Profile picture of the author coffeecashnow
    Thanks for these advices, though all I have at the moment is the webdesign service, not 30 different ways to help them!

    IMguy123 probably refers to a thread where you say you get clients from PPC and squeeze pages. This post actually really grabbed my attention and I just started a thread referring to it. Hope you can join me there.

    By the way, your advice here is really really cool. I started cold calling not long ago, and biggest objection I get:

    I m not interested. Bye.

    I give them free websites and charge 19,95 per month for hosting. My market is restaurants. I tried to say FREE as quick as possible and it seemed to help, but some people are still not interested. So I tried to ask why?
    They're only open for lunch, or they re in an industrial area with their regular customers from companies around, they re listed on review sites, they re trying to sell.

    Anything for those?

    Thanks!
    O
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  • Profile picture of the author shane_k
    @IMGuy123, there really shouldn't be any confusion. Just because James might be using a different strategy now, does not in no way negate the skills that he has built up when he was cold calling.

    There have been a bunch of posts recently about cold calling and I am sure James is posting this to help others out.

    and it is a great post with great advice.

    Shane
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  • Profile picture of the author Jason Kanigan
    You can SAY you have a whole toolbox of things to help, and it can be a whole toolbox of website and themes and plugins to do the job. Get comfortable with the script and stick with it.

    The "30 things" or whatever is also totally appropriate when you could do web design, SEO, copywriting, reputation management, facebook fan pages and more. People are always asking me, What should I lead with? My answer is, Whatever the prospect tells you is the most important problem they want solved.
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