Eat That Frog! Overcoming the Common Objection

I do not get it why people did not comment on this post yet; but this video contains tons of top notch advices.

But even though I agree on most of the points,I don't completely when you say they will not be that receptive to your services. There are strategies to work around this such as:

1. Educating them properly - take your time and really show them what you are talking about (the fear of failure is one of the main aspects of rejecting your service; also the fear of stepping into the unknown)

2. Competitors - give a mini case study on one of their main competitors that are actually using the service.

3. Trial Basis - Cut down the cost and offer them a 1 week free trial in sms marketing, a bit risky but it is very rewarding

107 views and 1 comment and 1 thanks (thanks David)??

Very, very strange.

In fact, is this a microcosm of the forum lately? People who want stuff for free and care only about themselves?

If you're a regular, what do you think?

Thanks Jason, as always you're spot on. I love your WSO's

Mmmm yummy frogs!

Thanks for the share man, much appreciated!

I always like "eating the frog," as you say...

When acting in my foundation waterproofing consultant role,
I always qualify budget towards the middle of my first 3-5 minute
conversation...

"...We use a fixed pricing chart, Joe.. that means the cost is
always the same for an equal amount of work. We don't fudge
pricing up or down, based on what we think you can afford.

To get our product, system, and guarantee, there is one price --
based on the depth and length of the treatment.

Becase of this, some of the homeowners we speak with find that
the investment can be a little out of reach.

Joe, do you have any sort of budget set aside for this project?"

My Gramps and Uncle have always been afraid to talk money with
their prospects, but I found this approach to be very helpful for
my prospects and myself. It has helped me to find creative ways
for a few different homeowners to afford the job, using lines of
credit or whatever other means... whereas, my gramps or uncle
would have lost the job because they chose not to eat the money
frog!

Again dude, thanks for sharing! Spot on!



BMH

@ Jason

Appreciate the contribution Buddy. Good stuff.

Personally I have the face for radio and the voice for TV. You are braver than me!

True, you can create the objection in the prospect's mind by being afraid of it.

People are instinctually aware of the "hollow spot" that you step around and won't talk about.

Part of selling success is being brave for short moments, so you can ask the questions that everyone else is afraid to discuss. With this technique, you talk about the main objection up front. If it isn't going to work, if this prospect is just dead set against whatever it is and there's no way you can change their mind...when would you rather find that out? At the start? Or hours or days into the conversation?

I have sales experience, but I am a bit rusty from being away from it for years. Your golden tidbits are really helpful to me. I was trained by major corporations, yet I still find major value in your posts.

If only the newbies would learn to use the search feature here on WF, looking up posts by you, John Durham, iamnameless, David Miller, kenmichaels and a few others,
they'd have more than enough information to build extremely profitable businesses.

Jason..
From the vantage point of an old, gnarly and gristled outside salesman, you bring up a fundamental selling technique that is as underused as it is effective. I believe most 'salesmen/women' innately do everything they can to avoid 'confrontation' because some "wise" sales instructor once told them that you might 'win the Battle but would lose the War!'

That, of course , is Horse Puckey. Perception is reality so our job is to change the prospects perception. One cannot do that without first learning what 'Perception' our prospect has.

Therefore getting to the core of the issue(s) right up front allows one to work on leveling the playing field, so to speak.

Excellent post Jason.

Kudos

Want more like this?

http://www.warriorforum.com/offline-...ml#post5727652

http://www.warriorforum.com/offline-...ml#post5922258

http://www.warriorforum.com/offline-...ml#post6298956

Here's a question Jason :

What's the best way to overcome potential customers who don't follow through? I have had quite a few potential clients recently verbally agree to the sale over the phone, but who fail to take action and make the deposit.

Any tips to getting them to commit?

They commit to the sale on the phone but you don't ask for any payment then? I wouldn't call that being committed. They just verbally okayed the deal. At best.

Calling back to ask for payment later loses any momentum you had on the first phone call. Plus they had time to speak to the spouse who told them they're crazy to hire you. Or they've had time to speak to the brother in law who told them he knows someone who can do it for less.

You're better off closing them on the first call.

So what it sounds like you want to know is how to ask them for payment.

"I need $XXX to get started. How would you like to take care of this, mastercard, american express or visa?"

Thanks for sharing the video. Some great advice.

Once in a while, people may give a reason that doesn't sound legitimate but most people will come up with something plausible. What do you expect?

As you don't know if they're being truthful or not, you can only judge by their actions. Actions do speak louder than words.

Someone who wants to do business acts like someone who wants to do business. So you need to bottom line things. Here's how:

If it isn't a clear, resounding "yes" then it's a "no."

"I need to contact my guy first." That's a no.

"I first need to get photos from my agent." That's a no.

"I have been busy with work and the family and I want to make adjustments to the text before I go ahead." That's a no.

If it turns out it really isn't a "no" don't fret. They'll let you know it's a yes. They won't want to lose out. That's what people who really want in, do.

So they hand you these stalls and you could say, "fine. So you do want to do this then? [Prospect: "Yes."] OK. While you're contacting your guy in another state/making adjustments to your text/gathering your photos, let's go ahead and take care of the payment now so we can get you on board."

If they really want in, they'll say yes. If they don't, they'll tell you something else.

Because you bought her first stall. So now she stalled you again.

Look at it also like this: When you ask for money, a strange thing happens. You either get the sale, or you get the objections to the sale. You don't get that in full force up to that point. Oh you may get some reflex knee-jerk objections. You may get questions. You may get statements. But the real objections don't really come until you ask for the money. And even then, they're usually a few layers down.

So you have to ask for the money for the sale to proceed to its conclusion of either they buy or they don't. Asking for the money is when you find out if you have a buyer or a tire kicker.

(although if you're really good at this, you find out ahead of time how serious they are.)

Hi Jason,

I've made calls prospecting to people and on a few occasions, I come across a few very confrontational people.

On an occasion, I called a lady providing services in the cleaning industry. Obviously when I called, I have never met her and she has never heard of my company. When I pitched my services to her, I know she's interested because even though she was pretty rude over the phone, she asked questions.

Also, from my research, I see that she has been advertising quit heavily elsewhere on the internet and I was sure that what I'm offering to her is what she wants and can add value to her business.

The problem comes when I think she was really rude and started making 'attacks' on me like
- What's your company again? I've never heard of it. Do you know XXX company? Have you heard of them? They are really big companies offering services like you, you know
- You said you already have leads and enquiries from your website and I have seen them from your email. But how do I know they are for real? How do I know??

I was very patient and basically had to humble myself as I addressed her concerns. Her response definitely caught my off-guard.

The reason why I continued speaking with her is because I know she would be interested in my services.

Then we I met up with her, again, she was making attacks... I was really uncomfortable, but put up with it anyway. Finally, she said, "OK, everything is right for me, it is just the price. How about $XX instead of $XXX"?

From what I can see, she is someone who will spend the money to purchase my services, but it was difficult for me to make her see the VALUE I was offering.

In the end, I didn't go ahead with the deal and contacted another person to take up that particular service I offered...

Sorry for the long message. So my question is
1. How would you normally deal with such a person right from the start?
2. What do you say when someone wants a cheaper price? You want to do business with them and don't mind charging cheaper, but there is a limit as to how far you can go right?

Thanks in advance!

Yeah. Believe it or not, I felt horrible for DAYS after speaking to her... And spent a lot of time wondering if I didn't do a good job. And then it didn't help that I called up a friend who is a very successful property agent to speak to him about it and he said it was my problem - that I didn't do a good enough job to close the deal.

He could be right. If it was him, he'd be able to close the deal and continue doing business with her.

But I guess it really depends on how far I want to take things... Sometimes I think it'd be great if I could close the deal despite need to face someone like that. Even though she is rude, I'd have 'won' the challenge and have the last laugh because I got the deal - it's about feeding my own ego, lol.

But I didn't really go that far. And thankfully she is the ONLY person who has behaved like that so far. PHEW.