How to respond to the 3 most common Client Objections in Sales

so I've titled this the art of the argument because that's how it sounds like in our head and I want to help you guys win the argument an argument could be about money it could be about direction it could be all these things the number one question I always get with people is how do you convince the clients to go in a particular creative direction sound kind of familiar or why do clients have such bad taste how do I convince and so the word convince means there seems to me to imply that you're moving them from their point to your point and it's a lot of friction I want to teach you a different way of doing this okay so that's where you can find me you can find us on YouTube I think we have almost 100 videos now and we talk about the business of design so if something turns you on here everything I'm saying will be up there in detail in a number of videos okay so let's jump into it so I'm going to talk about a couple of things determining value understanding the client dynamic and overcoming objections in the sales cycle in any cell cycle they're going to be objections that the client is going to have meaning they're going to say something negative about you what I want you to do is think about if you've ever been a situation working with a client what are the top objections that you've heard so here are the most common objections that I've seen you're too expensive it's probably number one how do I know this because I've heard it myself many many times we're often too expensive you don't have enough experience alright somebody brought that up skill you called it skill somebody else we framed it as experience and you don't know enough about blah whatever it is fill it in e-commerce websites for dogs right microbiotic Cuisine whatever it is you don't know that's up so it's tough so the question is how do you respond to this right I'm going to tell you right now through my experience the three most common objections are you're too expensive you don't have enough experience and you don't know enough about blah so what I want to do now is I want you to share some of your best responses to the three objections you're too expensive you're poor okay I love that I love it you're too expensive you're poor Mike okay all right I'm out I'm out done okay you get what you pay for cautionary tales from newly graduated our center students the value of our experience has no monetary value except for you pay us $1,000 then it's that's the monetary value it's pretty clear because you just gave a little bit it's like there's no value oh you mean like this value right so they win that argument all right anybody else somebody else have a good response and I'm gonna go to the pros let's see what the pros okay go ahead just for you I like your smile just for you you know I can bring it down what are we talking about 20% yeah you're amenable and you use a pricing strategy so you artificially inflate the price a little bit and knowing that there's some wiggle room to go down right that's a good strategy okay anybody else somebody else back that yes I was gonna say think of it more of an investment because my goal is to make you money and if I don't make you money that I can't keep charging this obnoxiously high rate damn that's pretty good you're gonna ruin this whole talk don't pay attention to what I'm talking about come on all right pros uh so he had a really nursing approach he said what he did is he wanted to shift a discussion away from actual cost like a monetary mouth and he should get it to value how so he would start the conversation with okay this is expensive but what is the value of this piece of design I'm going to build for you if it solved all of your problems right if it's a website as a cornerstone for your market you can engage with electronics etc if all of those pieces delivered on expectation yeah what would that impact your business be back would it be the cost of what I'm building for you I wouldn't be much larger nice that's a good answer the gray hairs have value you see that clients are coming you because they want to make money so if you can shift like what you're doing as a value to help them make money and they can see the ROI on the investment then that becomes just a phenomenal P okay you guys know ROI or just ed return on investment it's a it's a financial term okay great very good let's move down to the next one you don't have enough experience pro team make sure you get them zoom in on these dudes I know it's gonna be good Andrew these guys are great go ahead pro team after you is that the answer no guys you don't have another experience so just talk to me like I'm fine I don't have enough experience what's your name Austin Austin listen you don't have enough experience we give you the tools you need it's like I am America and so can you right I like the way you do the exhausting but you know what Austin could get away with a lot of stuff because he's got a lot of charm he's a charming mofo isn't he this guy's that big smiles like all right okay so I get the tools good for you you know so it's not even about to work actually I bet you he can he can win some clients now protein all-stars nothing from Nick this time all-stars just laying on me Eddie you don't have enough experience he's consistent with his strategy isn't it pro team is like always after you I like it on what else the other one are politically 4x1 was my work ethic allows me to overcome experience issues but I still like that first first he said he has no value and now he's like I work so hard that I can overcome any factors and gaps of experience all right all right okay but what really but like you should be paying for like the newest hottest [ __ ] I didn't write it down like all other that this is it thank you what the newest hottest s yeah yeah you want the newest hottest Duffman that's me is that what you say whoever said our center students have an attitude you know what I mean any anybody else before we okay go ahead okay you've enjoyed like you don't have much experience that in their five years okay I don't have a lot of experience we'd like to repackage that and call it fresh ideas that's called marketing or spin I like that okay up here and then we'll go back to will okay William you're you don't have enough experience but you're like but I'm cheaper oh my gosh you see that curve remember how like we're not gonna make money over time cuz wills gonna come I was like he's like ten dollars eight eight he's good for nothing okay well in the back responses clearly your business doesn't have any experience oh you're with team pro I love that no these are the best responses and Nick harm us is gonna have a good time with this one okay all right and so no no all right go ahead Nick ruin it well I was going to say I offer fresh perspective but you also don't want to but you don't want to just keep repeating what everyone's been doing for years so you don't want experience I don't like you I don't like you at all you all right very good what time are you call me when you graduate okay so let's go on number three number three you don't have enough expertise domain expertise in whatever all right I love the program the program is gonna make my day Nicoll ruling it but you guys gonna do a great job go ahead Pro like we can because we're serious okay so give us a blank will fill it let's try this out marry one of the students you have enough experience building visual rocketry websites give us a visual failure a visual Broadway's way we yeah yeah and you're like mr. Jones when I can I expect the check yeah anybody else William what are you gonna say to that I'll say open up to more perspective okay you don't have enough experience in blank open up to more perspective that's like a poem or something like I have to think about that one must open to perspective check please now yeah okay you guys are like using Jedi mind tricks on me it's lovely from like you liar to like there is no problem so what we're asking in these situations is to have the client take a giant leap of faith most people as I realize think it's a one to one game all right so I'm going to show you what it looks like so they raise an objection and you say paper and what you didn't realize is there's three more people or two more people five more people in this equation trying to get the same job so even if you come up with the right answer you're not alone I don't mean that in a positive way so now you have to win the argument against a company and entity much bigger than you and theirs right now not a lot of companies smaller than you but I've been doing business for twenty years we're always the middle player the medium guys and so there are guys like you guys and gals like you a one-person operation two-person working out of your loft and they're always going to win the argument of I'm cheaper William is ready to go he's ready here's a vie compete on price I'm doomed so we're in the middle in the middle is a hard place to win if you're the biggest baddest company on earth you have the that to your advantage you're the most stable consistent like your land or an associates when it comes to that any design you guys don't land or an associates right no affiliation no free plugging here but if you go up and do identities on against them you'd lose right you think but we've beaten them before all right so there's a way so now the argument becomes much more difficult because it's not just you and the client sing liar you are liar he's a liar she's a liar they're all liars so blank you wears a check right so now we have to do we have to advance the game okay so now I didn't like the way a rock looks as an icon so I chose hammer you know it's the same game hammers Rock right it's like hammer all right you guys get it so the hammer represents the company much larger than you they've got way more experience they've got 300 employees there they've got global offices they have teams of researchers they'll out research you out right you they have MBAs PhDs and other acronyms you don't know about okay so let's figure this thing out now we've had the amazing program and thank you very much Pro Group right the pro arguers you know their amazing skills unmatched so let's just say this side of the room you're going to assume the role of the larger more experienced because I know that there are more experienced guys in this room and Shadow ladies you guys on that side of the divide you guys will be the smaller players the one or two operation maybe you're overseas you're the offshore team all right a design company it's a three-way competitive bid right the pros the the best arguers in this room versus actually the real pros a much bigger company the global footprint you know five offices around the world three four 500 employees they're going to slaughter you guys with experience expertise they're better at building tools they're better at everything that then you guys alright and then you guys on this side are the smaller more nimble and we'll take the divide right here like east left of Eddie boom my laughs right camera right my laughs you guys are all the smaller players so what I want you to do is to work in little groups and come up with what your response would be to beat these guys in the middle right you guys understand how to play this game okay very cool so I'm just going to I'm not going to ask for your responses just yet okay we're going to hold on to that so I wanted to make you aware of the process there you are in the middle with your Bob under your 80s haircut and the smaller player is much more nimble can do things that incredible prices and I want to tell you something we have for the past 20 years made commercials music videos and promos for network TV shows things like that and it's a little scary now because the world's getting a lot smaller so talent is very available like on behinds I can find people in Argentina and Germany Brazilian whatever I can find somebody if they do incredible work the cost of living is much lower and there are no opportunities and a lot of these countries especially Eastern Europe and so you look at the median income at some of these countries not even get into Asia where it's like 10 cents on the dollar you're not going to win that war okay and the big companies will smash you like the rock that they are the big company the rock the hammer wins all those arguments except for one which one do they lose in price maybe maybe they win all of them okay so here's probably how it would sound you're too expensive right we are we're worth every penny you want the risky choice higher option B and C you don't have enough experience yes we do we have 500 people tell me who's bigger than us we worked with a thousand clients fortune 5 and we've done gazillion billion dollars in Billings what do you mean we don't have enough experience they can be Eddie that's really Eddie's role actually liar right and you don't know enough about blah well I have 35 researchers on staff we have the USC lab ready to go for us we talking about like think about I do going up against those guys the monsters in the room right they will destroy you that's usually their response and that's hard to beat now you've not been in business for very long some of you not at all so you don't know what the responses are I do because we go up against the monsters all the time I wish one day we are the monsters but we haven't been the monsters for 20 years so I'm not holding my breath on that one okay and any time you reduce scope you actually give in to the price you cannot go as low as a low-cost bidder you just can't so just think about this right so it looks something like this okay so you say paper and scissor will come and get you right moment so just remember that the whole client objection cell cycle and we're talking about sales not project management think of it as a game of rock paper scissor you can beat one but you can't be at all so what are you going to do about it so here it is I'm going to play it for you it looks something like this so if you say you're worth it the bigger company will claim they're better known and more established so you'll lose that argument right that's what I just say and if you say we'll reduce the price the smaller company always wins because sometimes to reduce the price you have to change the scope meaning well we'll give you two versions they're not five we'll do one week of exploration not two and so they're now thinking they're getting less for less money so the outcome is the same so you lose again so you're kind of caught in this horrible place anyways it's just kind of delicate balancing act you're balancing on a chair on top of a table on top of another table on top of ledge where one wrong move the wind changes you die it's kind of a sucky place to be that's a technical term so when clients raise an objection it's like red meat to a dog especially for alpha males like yourself an alpha female okay and what you want to do is the problem is inside your head with your doing is they're trying to invalidate you and you feel invalidated so it's kind of a stab at your own ego and you can tell by idiot response we're eager to prove them wrong so what we do is we dive in you guys follow me so far okay so it's like this but you're the bull and you're not the bullfighter nice but okay so when you charge a head like this you play a game and the rules were designed to work against you because you're not the big bad dog the big bad dog most the times will win because they're willing to pay more because why because it's less risky it's less risky and what you don't realize is somebody that hires you on the other side they're usually not the owner they make the wrong decision what happens to them they give fired that's a reality of it so when you guys talk about joking about design and I want this font and after you and this is it or not somebody is going to have to find a new job I know you don't think about that because you're not there yet because you're still artists that's what you want to do okay so here's the red versus blue which one is better red or blue if I say red is better what are you going to say what is your response your response has been very consistent Eddie your response is go ahead and say it why you can always shine on me who are you what happen bring Eddie back red what are you gonna say Eddie just play along dude right and we just dig in okay you know what happens there's like two trains riding on a track and since you don't have the upper hand financially it'll look like that it's ever that would just be you and they'll walk away from this right there will screw you I don't need the business I like Top Ramen okay so that's the problem and the reason why is that people strive for consistency in their commitments okay they want to follow preexisting attitudes values and actions so when they say red and you say blue what happens to me I want to be consistent with what I said because I don't want to seem like a fool right sometimes you guys miss speak in your class or with friends and rather than say I goofed you just keep like digging in into that stupid position even though you know you're wrong if you have a girlfriend or boyfriend you know you do this all the time even when you're wrong you're like no that's the way the world works and you find some cockamamy reason to explain it right so just remember that people strive to be consistent and it's one of the principles of persuasion and I'll talk about that a little bit so what you have to do because it sucks to be on that balancing act is you have to just remember go against your instinct and don't charge in okay and I'm going to share a concept with you that I think will help you out a lot and it looks something like this now this is judo or Jiu Jitsu it's a game of leverage and not that I'm some expert on martial arts not at all but I do enjoy watching it is that karate is like a hard martial arts meaning it's about power and just just breaking things right when you watch the Taekwondo the karate those martial arts it's about breaking boards bricks heads anything it's about power and that's the approach you generally take jiu-jitsu on the other hand is a totally different thing in judo is you use leverage you use the other person's will meant them against them they charge in and what do we do what we have to do is we embrace them and you pivot and you throw them to the side so you exert very little power and it could be done by anybody does that make sense you guys so you're using a strength disadvantage and you're turning into a positive you're just waiting it's like a countering thing you wait and you pivot and it's really cool all right so what you have to do is you have to embrace and pivot so what I want to do now is I want to play a movie for you Audio is hooked up yeah I hope so okay I want to play a movie for you to kind of illustrate this point about red versus blue and you guys know this movie thank you for smoking yeah no okay some of you I love this movie and love one scene in particular and it's set up between Aaron Eckhart and his son I believe his son so so his name is Nick right and Joey talks him so what happens when you're wrong and Nick's is no Joey I'm never wrong and I don't to act this out for you so I'll just play the movie for you or you want me you want to see me act it out okay so you guys ready for this oh whoa on top of it arts in a go here we go so what happens when you're wrong Joey I'm never wrong but you can't always right well if it's your job to be right then you're never wrong but what if you are alone okay let's say that you're defending chocolate and I'm defending vanilla now if I were to say to you vanilla is the best flavor ice cream you'd say no chocolate is exactly but you can't win that argument so I'll ask you so you think chocolate is the end-all and Beall of ice cream deal it's the best ice cream I wouldn't order any of it oh so it's all chocolate for you is it yes chocolate is all I need well I need more than chocolate and for that matter I need more than vanilla I believe that we need freedom and choice when it comes to our ice cream and that joy Naylor that is the definition of liberty but that's not what we're talking about ah but that's what I'm talking about but you didn't prove that vanilla is the best I don't have to I prove that you're wrong and if you're wrong I'm right please doesn't convince me it's them not after you I'm after them so what did you learn by watching that clip you guys anything because when I saw that it was like we burned a hole through my mind in my soul you don't need to prove you're right if you can just find the hole in the other person's logic that's what the asian girl said yeah that's why I wrote is they I hear that like I said all right Nick Laila drop us some knowledge bombs boom I was gonna say it wouldn't argument you have to know it by the argument so basically the please up resolve it yeah please anyway right great anybody else that seems to like in the beginning he didn't just count her right away he just sat and listened he's like oh so tell me how you feel he's at them more he did more he did more than that what's your name Ben Ben Ben's on to something guys what do you do before they set him up to family how well he kind of knew where the argument was going before the other person knew where it's going so he kind of baby so here's what he did I'll just replayed a scene for you okay he says so you like chocolate right and he says yes so you're saying it's all chocolate for you he goes and then he says it's the best thing ever he actually made the person digging by just affirming what he said and he dug in deep now so he was embracing it a hundred percent it wasn't setting him up for failure in that first part it looks like it but he just affirmed and validated what the other person thought so that when he pivoted it would drive the point home okay so when somebody says to you you're too expensive you don't have enough experience you don't know whatever you don't know enough about digital broccoli websites the thing that I found to work best for me is I just own it you're right we are too expensive we don't have enough experience the trick is how do you pivot out of that okay now Nick is already kind of advanced Jedi Knight so he may already have some of those answers typically when I do this I have only done it once so typically it's 100% people don't have these answers and they just fight like Eddie like Austin and Austin's friends they just fight so when you fight it's going to be like that train coming at each other okay so here's what we're going to do I'm not going to give you 10 minutes to do this but flip the sheet over the blue sheet now what we want to do is to not argue anymore we don't want the conversation to be about value experience or domain expertise something that Aaron alluded to before I need to change the conversation but without acknowledging what the clients have said first their objection you're just changing the subject and you're slippery you're distrustful you have to acknowledge it first because otherwise they're saying and they're smart people the reason why they hire use because they're smarter you in business you're not going to outsmart them maybe so you guys let's do three to four minutes use if they're the same objections one two and three now we're going to embrace it by acknowledging it by making them dig into their position validating them and now we have to spin them to the side and throw them that's the hard part you guys start to understand now that's the game that's being played in terms of how you're supposed to counter these objections to not to head them straight on but also to be aware that there are other people in the game and you're not alone yeah so maybe the next time you have a negotiation with the client and these objections are come up they come up all the time alright and I'm going to share some stuff with you guys in a little bit about how I do it okay it hasn't been helpful so far all right okay great and you can tell me if it's not alright so here's here's a book that I said you really do need to read I have a short attention span too much work to do I would not recommend a book to you unless I really thought like wow this is a game changer and this is one of those books it's the wind without pitching manifesto Blair writes the book and he writes a like the ten commandments except for their 12 commandments that he says thou shalt not like that emphatically he writes like that so when he says that when an opportunity first comes you must do your best to kill the opportunity because it puts you in a position of power and you have leverage does that make sense all right and as artists as creative types our tendency is to avoid areas of potential objection what you want to do is do the opposite you want to raise the objection first and lay them on the table for the client to address that makes sense so when they say and you need to know this the more experience you have and I'm going to give you 20 years of experience so when you walk out the door and you have your first client you're 20 years smarter than you would have been alright so when you go out I want you to know already you're too expensive you don't have enough experience and you don't know enough about bluff so here's how Blair couches the argument because it's going to come up then the problem is if the client says it first and I use different strategies so it doesn't always work like this cookie cutter thing if the clients tested first you're too expensive you're gonna have to explain yourself you're going to have to be defensive it's not a power position the power position is to say in this million dollar company hypothetically you're charging 80 bucks an hour for you could say to them I'm not sure a company of your size can't afford us you brought it up first because they're already thinking that they're thinking you're too expensive anyways I'm not sure so now they have to tell you why they think they can afford you so they're proving themselves to you changes the entire client dynamic it's an advanced level maneuver you really have to believe in that to be able to pass a that so it's a concept called retreat and follow okay what you do is you try to kill the opportunity and you backup and if they're interested they'll follow it's like pulling in a fish you know you cast a lion out you let it come in you pull in a little bit and then before you know they strike all right and there's another philosophy or an idea behind this that says if you whisper if I whisper you have to lean in to hear me if you shout you push people away selling convincing all that kind of stuff that's shouting you will push people away and I mentioned before there's this book it's called influence and it's the psychology of persuasion is written by Robert CLD aldini okay very smart guy six principles I'm going to share them with you okay and he makes you aware this because you can use these for evil or you can use them for good at least you won't be victims to it and when I tell you some of the principles you're a dude I fell for that trick too alright so here here goes so reciprocity consistency social proof Authority liking and scarcity hopefully I spelled all those correctly you guys got that reciprocity we want to reciprocate for you do for me we help each other out quid pro quo scratch my back I'll scratch yours we want it even the scale consistency remember we need to be consistent to ourselves so you make somebody claim something and you ask them again they're going to dig in deeper and deeper so you know that so if you force somebody dig in that doesn't work for you now you will never win that argument because they won't back down social proof when others validate what you say and do we're more likely to trust you that's about building up your reputation Authority if I am the expert and that's why the expert wins in most cases I trust you so you need to be the expert in this situation liking people will just hire you because they like you that's what Austin's going to bank on because his arguments were not very convincing he's really relying on principle five right and scarcity you guys know scarcity we want what is not available this is the retreat and follow idea we're not available we're limited edition right if you've been looking at something and considering purchasing what's the trigger that gets you to buy sale ends tomorrow 24-hour last warning scarcity triggers us it's like we can't help ourselves I can't in human society culture we can't fight it these are things that are about how we evolved as human beings so there's a handbag I like bags it's my weakness I want to buy a bag I don't want that back but also in that bag goes on sale and I know it's going to go it City going to be sold out to previous experience or I know the sale is going to end it's I have to do everything I know it's like no it's trick it's a trick fight it don't buy that bag that's why your girlfriend or wife has so many shoes okay now if you'll see this up here five of the six principles of influence if you learn how to embrace and pivot are relevant to what we're doing okay I'm going to talk to you through that a little bit the room got really quiet I'm a little scared so you are too expensive you don't you're not the expert you don't have enough resources you don't have enough experience these are all objections that I hear all the time all right so here's the script that I wrote so it goes something like this we are expensive but there's a good reason graphic designers are good at making beautiful things usually I'm in the space that I'm working in I compete against a lot of graphic design firms right and so I know I used to be one they are pretty makers they'll design a nice-looking logo print it out on exquisite paper stock even use a foil stamp or some special printing technique but what they do won't fundamentally move the needle they won't help you get one new client what I do is different and I'll go into that so I fully embrace it and I tried to find what do we try to find who said it before Simona you said what what do you say we try to find a hole in their logic so they're saying to me you're too expensive and I'm going to defeat that by not talking about money at all I don't even deal with value I just say do you guys want that do you really want that that's up to you now and I'm an authority because I'm also I'm a graphic designer myself now many of you guys going to Gristle's like what are you calling us are you really saying graphic designers or pretty makers yes I am when I'm competing against you all say it all day and night and chances are you will lose when I started to learn this and practice this and I'm not saying I'm an expert long time really in the space that I'm working in I have about three or four months of expertise I've won 100 percent of the jobs and we are not the incumbent we are not the big company we have no domain expertise and yet we're still able to win how is that possible because if you believe it to be about the work or a pretty smile which I don't have one how can you win so I want you to think about that for a little bit so you're not the expert in the subject matter this one's going to sound a lot like Nick's the experts are the least risky option right we know that I'm going to I'm going to validate and I'm going to firm it they're good at doing what they do in fact they've done it for everyone else including your competitors if you want undifferentiated work dictated by a cookie cutter process we're not for you retreat I'm retreating right now but I'm just affirming and validating what you already think now there's two things I've done here both of these counters to my responses in the embrace and pivot I embrace what they say and I paint the picture of what they're thinking is not very good I used to be that does anybody want to be it used to be do you desire old and the other thing I've done is I painted the guys much like Nick and I have a slide for it it's a paint-by-numbers thing who wants that and then I also say well all of your competitors gonna get the exact same expert solution most people hate working with experts when it's said like that experts tell you what to do they don't listen you don't have enough resources believe it or not I've had this argument come up in in a real client situation a gigantic job in over half a million dollars and the client said you don't have enough resources what's your hardware look like how many render nodes what-what rendering software do you use who's your lead technical director and your CG team who are your freelancers who are your staff I already knew that the other company was way bigger than us they have four TDs technical directors we have zero I'm going to win that so here would be my response I didn't say this I said something else and we still got the job okay you know you guys know Terry Richardson is he's one of the top fashion photographers working and he often shoots with a disposable Instamatic camera so you come to Terry and you want what Terry does yet you're going to question his process his equipment would you like to tell him how to hold the camera and what lens to use does that logic work for you if it does go go for it what you care about is what I do look at the work we've done and don't dictate process to me the last and I tell them a story I tell them the last client to dictate a process the job went over budget and it wasn't what they wanted so I made a pact with myself I'm never going to do that again I'd rather turn the job down knowing that you're not going to give what you want are you going to spend more money alright last one you don't have enough experience this one I haven't used in the exact same way but this is the same idea so I say let's be honest you know somebody had said this before we're really good learners we're great at researching but then I say but let's just be realistic about this I will forget you will forget more than what I can learn you're the experts all right so the process that we use helps us to transfer the organizational knowledge you have to us so that we can translate that into something your customers understand and value I'm not trying to outgun you because I'll lose so I pay respect and I tell you doesn't matter alright so that's how I do it so embracing what I want to do and you've said it you know I'll say this again you paint a very clear picture of what it would be like to work with someone else and you reaffirm the client's beliefs and do this in a genuine fashion alright and then the pivot that's the hardest part so now that they feel like they've been hurt they've been validated pivot and make sure that the other option is now viewed as less desirable and then you have to point out why you're different or better now you guys will have a difficult time with this because you actually have no experience so when you have a little bit of experience you can use that in your storytelling okay so I told you before this is the one I use this is the thing that I say I'm different okay and this is pretty much my script I help businesses grow and be more innovative by helping them understand their customers I help them talk to their customers in a genuine and relatable way now I can't guarantee you success but I'll give you the best shot at winning that's all I can do okay and so if you don't need help in this way save your money how are the other guys and we'll just let you know we'll be here at six months when you need help because things didn't work out I retreat I know it's cocky someone is like you cocky bastard I am I'm confident I believe in what we do and when I do what we do clients are thrilled and I'll share some stories with you in a sec if you No all right so here it is so here are some books for you guys this is my hit list so if you want to learn about branding how about presentations about motivations these are some of the best books that you can read thank you guys for listening for hopefully participating with me and being good sports especially you guys on the run Nick destroyed nails anyways thank you you guys and I will tell you sort of write up this but I want this part off tape so thank you very much thank you

Channel: The Futur

Views: 256,145

Keywords: sales, overcome, 2016, respond, objections, overcoming, how to, overcoming objections in sales, art center, clients, client objection, design objections, objection matrix, respond to, what should you say, you are too expensive, you don't have enough experience

Id: LMvb32KyXP8

Length: 40min 42sec (2442 seconds)

Published: Sat Jan 09 2016