- Now, if you ever worked in sales you probably have heard of
these objections before, the price is too high, I need to talk it over
with my business partner or now it's just not a good time. So in this video I'm gonna show
you my three step framework to basically handle any type of objection no matter what your product or service is and no matter what your industry is. (upbeat music) Everybody what's going on
it's Patrick Dang here. Now in this video like I just said, we're gonna show you
a three step framework to handle any type of objection no matter what industry you're in, no matter what product or
service you are selling. This is gonna be especially important if you ever feel stuck in a sales cycle, unable to handle certain objections and unable to close deals we're gonna show you how to overcome them using the simple three step framework. Now this is gonna be especially important if you ever found yourself
stuck in a sales cycle and unable to move
forward or close a deal. And it's gonna be especially useful if you ever get stuck on objections and don't really know what to say. So by the end of this video, you're gonna get my three step framework to handle any objections
and you can actually use it and apply it right away
to start getting results. Now, if you're excited to
learn my three step formula go ahead and give this video a like, every life does help this channel grow especially because it's a new channel. And if you're looking for
new sales training videos every single week go ahead
and hit that subscribe button because I am gonna be releasing
new videos every week. And if you wanna get notified on that, make sure you hit the
notification bell as well. And again, every likened
subscribe it really does help as this is a brand new channel and every liking subscribe that you give helps this channel grow
and reach more audiences. So with that said, let's
go ahead and dive into the three step framework
to handle any objection. Now, the first thing we got to do is we actually have to
develop the right mindset and set the right intentions when you are handling these objections. So when you're handling objections you wanna make sure that
you don't wanna be fake. You don't wanna be inauthentic. You don't wanna sound like a
robot reading from a script. And the reason is because
people can sense it. You know, people can feel
when you're being fake or inauthentic and you really
lose trust with the customer. So again, don't be fake, don't be a robot. Be genuine, be real, okay. Now the second thing we're gonna cover when it comes to objection
handling mindset is that sometimes in sales people think of it as a fight, right? Like the prospect says this you say that you counter dadadada, right? And the thing is, although
you can take sales seriously you might think of it as a fight. Sometimes that comes off
a little too aggressive or a little too assertive and might rub people the wrong way. So instead when you're handling objections you wanna have the mindset
of instead of a fight, you're actually just having a conversation with the prospect, right? You're just trying to see
whether or not it makes sense for you two to work
together in some capacity. So don't get frustrated when
people come off objections, don't try to knock them back and make them feel like they're wrong. All you gotta do is really
listen and have a conversation. And really a sales
objection is just a reason for why the prospect isn't ready to buy. It doesn't mean that they don't wanna buy. In some cases they may wanna actually buy your products and services
but they have some blockers that are preventing them from
actually doing it, right. So all you have to do
is remove those blockers which are those objections and help the customer buy
whatever it is you're offering. And a little disclaimer
before we actually get into the three step formula, is that throughout the
entire sales process, there are always a lot
of things you can do to prevent objections from even coming up. But for this video, what I wanna do is I wanna focus on what actually happens when you get that objection
and what you should do and say to help have that conversation to help the customer buy
and handle those objections. All right, so step number one, when it comes to handling objections is you want to empathize
with your prospect. So let's say at the
end of a sales meeting, the prospect says, okay, sounds interesting Patrick, but you know I need to talk it over with my business partner. So I'll get back to you. And for a lot of salespeople this actually might happen a lot. They'll say, I'll think about it. I got to talk to this person about it. I got to talk to my boss about it, right. So as a sales person or anyone
doing any type of selling, you do not wanna get frustrated. You do not wanna get mad that this person's delaying the deal. So instead, what we wanna
do is we want to empathize with the prospect understand
where they're coming from, their feelings and what
exactly they need to do to move forward to the next step. And you never want to assume the reasoning for why people give you these
type of objections, right? Because you literally don't know. So instead you empathize with the prospect and then you seek truth, try to understand where
they're coming from and their reasoning behind it. So in the example that I just gave so let's say the prospect says they need to talk it over with
their business partner, okay. So instead of getting frustrated I'm going to empathize,
I'm going to seek truth. And I'm gonna use a question
to do this at the same time. So let me show you how I
would handle this objection. Hey, I totally understand
that you need to talk to your business partner before
making a decision after all. It is a pretty big decision. Now, before you do I'm just curious when you do have that conversation what exactly are you gonna talk about? Maybe I can help clarify some points before you actually go
into that conversation. So in this example, how
I'm handling that objection is first I'm showing empathy. I'm understanding where he's coming from and that it's a big decision. So obviously he needs to talk it over and he can't just make
a impulse buy, right. So I understand him from that perspective then I need to see truth and understand what exactly
he needs to talk about with his business partner, right? Because maybe it's
price, maybe it's value, maybe it's just something
I don't know, right? So instead of me guessing or assuming what they're gonna talk about I can just ask and say, hey you know when you do have that meeting what exactly do you need to talk about? Maybe I can help clarify some points before you actually start
that conversation, right? Instead of your prospects
having an isolated conversation without you necessarily being there you can actually just
bring up all the points on that call right there and really handle any more objections that they might have. So in this meeting the prospect
might come back and say Oh, we're actually looking at many other vendors besides you. So we wanna see which
one is the best, right? So that's new information
that I may have never gotten. And so with that information changed the dynamics of the sales meeting. So I can understand who
these other vendors are and show what value that I bring that are different from all
these other people, right. But I would never known that if I didn't one show empathy
and number two, seek truth. So I'll give you another
example of using empathy, right? So let's say the prospect says, hey you know right now
it's not the best time. So I can say something like, okay, I appreciate you
letting me know that, you know just curious in the future, when would be a better time
for you to move forward with something like this. And the prospect might say, Oh well, maybe two months. And I say, okay well, I'm just curious what needs to happen
within those two months before you can make a decision the prospect might come back and say, Oh, I have a meeting next month. I need to talk to this
person, this person, blah, blah, blah, whatever reason it doesn't really matter, right. And then I can say something
to shorten that sales cycle, then I say okay, I understand
where you're coming from. I get why it takes two months, but you know, is there a reason for why it needs to be two months versus let's say one
month or even one week, and the prospect might come back and say, huh, I never really
thought about it like that. Maybe I'll just do it all this week and I'll get back to you, right? So you can see in this
example I'm showing empathy, I'm seeking the truth
and understanding why they're delaying a deal for two months. And then I'm trying to do things
to shorten the sales cycle. Because a lot of times people
just give a blanket answer of, you know, a one month or two
month and reach back out to me. But instead what I wanna
do is understand exactly what needs to happen
for them to move forward with the deal and then
shorten that sales cycle. And that's all possible with empathy and seeking truth with questions. All right, so we're gonna move
forward with step number two which is making the
prospect feel heard, okay. So it's not enough for you to understand a prospects perspective. You have to make them feel like you actually understand, right? Because if they don't
feel like you understand then they're gonna think
that you actually don't. Even if you do and
subconsciously what you wanna do is you wanna make the prospect feel like, okay, this guy understands me. He's not trying to sell me something like all the other salespeople out there. And really, I almost see him like a friend and one of the most powerful ways to make someone feel like they're heard is to summarize everything that they said. And then repeat it back to them, which shows them that you
are in fact listening. And you can also take it a step further by giving examples of past clients who also face a similar situation and explaining their story as well. So not only do you show
that you're listening, but you also show some credibility that you helped other people who face the exact same problem
during that sales process. So here's an example, okay. So let's say I'm trying to sell something. I'm talking to a prospect over the phone and they tell me, hey, Patrick, you know, I really see the
value in what you're selling but right now it just isn't a good time because we already invested
in this other software. And you know, we're a
little low on cash reserves and we really can't invest right
now but I do see the value. So maybe sometime in the future, we could pick up this conversation. So if a prospect tells me that, right, I could say something like, hey, you know, I totally understand where you're coming from. You're already invested in other software. So I get that making
another big investment might be a little risky for you guys especially if your cash
reserves are a little low. I actually noticed that
for companies your size, this is a pretty common problem. And you know, some of the
clients that we worked with in the past faced
the exact same thing. So as you can see here what I'm doing is I'm basically summarizing everything the prospect had just said to me, saying it in my own words
and using some of the words that he used and
subconsciously the prospect is gonna feel like, Oh, this
guy actually understands me. He's not shoving product down my throat and he's actually listening
to what I have to say. So once you make the prospect
feel like they're heard it basically you're building rapport with this person, right. You're getting this person
to trust you a lot more because you're showing that listening and this is gonna be particularly
useful for the next step. And step number three is actually offering a new perspective. So once you show empathy
towards your prospect, you get to the truth of why they're giving you any type of objection. And then you make them feel heard and show them that you
understand their objection. Now it's time for you to help them see things in a different light
and offer a new perspective. Now, here's the trick with this. Even if you disagree with
someone's perspective you don't necessarily have to tell them that they're wrong, right? Because nobody wants to feel wrong. And if you make them feel that way they're not gonna trust you. And they're not gonna buy
whatever you're selling. And even in situations where someone is actually factually wrong you don't have to tell them they're wrong. Instead what you can do is understand where they're coming from, understand how they got to that conclusion and show them a new perspective because people don't like to be wrong but they love to learn new things, okay? So I'm gonna use this example
that I just used previously where I'm trying to sell
let's say a software and the prospect has already
invested in other software and they don't really
have much money right now. So once I showed empathy, got to the truth and I show them that I'm listening and I'm gonna show you how I
can change their perspective and maybe open up their
budgets a little bit more so they can start investing in themselves. So I can say, hey, you know I totally get where you're coming from that
right now it may not make the most sense to invest
in more software, right. But, you know, what's interesting is that, you know, some of the clients
we worked with in the past who were pretty much
the exact same position you're in right now, instead of looking at purchasing
the software as an expense they looked at it as an investment because the thing is if
they were able to invest, let's say $5,000 a month in this software, if they were able to get a 50% ROI just from using this software alone for sure it would be worth it. And it would actually solve a lot of their cashflow problems. And I understand that hey, maybe you don't wanna
make the investment right now or maybe you need a little more time because obviously nobody can
really do 100% guarantees that you'll make a 50% ROI. But based on everything
that you told me so far and based on, you know, all the clients I've
worked with in the past. You know, it's really not typical for you to get that 50% ROI return on investment within your second month. So instead of thinking of
this purchase as an expense and, you know, kind of
changing that perspective and looking at it from an
investment point of view, you know, what are your thoughts so far? And typically the prospect
will respond with, Oh, I never really thought
of it as an investment. I just kind of looked at as an expense and then they'll ask more questions on, you know, how exactly are
you gonna get a 50% ROI? Then you continue the conversation and you can start, you know, selling exactly how you do X, Y, Z, right? So the point is I don't
wanna tell the prospect that they're wrong. I just wanna show them a
different point of view that actually might be more
beneficial for their business. And I feel like as long as
you really confidently believe that you can get the results that you're promising to your customers, then it's completely ethical and okay to change their perspective if your intent is to actually help them. All right, so bring it together
and summarize everything that we learned so far
in this video, right? And step number one in handling
objections is show empathy, understand where the
prospect is coming from and use questions to uncover the truth of how they got to their conclusions. Step number two is make
the prospect for you heard because it's not for you
to understand the prospect. You have to make them
feel like you understand to build that rapport
and build that trust. So that for the next step, so it's step number three. You can actually offer a new perspective and change their way of looking at things. And hopefully once you
change that perspective they're gonna be able to purchase
your products and services because obviously they
see the value in it. So whether you're dealing with objections like the price is too high, now's not a good time. I need to talk it over with my
wife or my business partner. You can use this three step
methodology over and over to handle any objection. And not only can you apply
this to your sales cycle to speed up deals and
even close more deals you can actually apply
this to your everyday life. Whether it's talking to your friends, having an argument with somebody or maybe talking to your
significant other, right. No matter what situation
you're in with people it's always good to empathize from where they're coming from, understand their reasoning
behind what they're saying make the other person
feel like they feel heard and really offer different perspectives to help them grow as a person, right? So again, these skills of
course apply it in sales, you know, close more deals
and you make more money and everything like that. But at the same time, also use them in your
everyday regular life to really increase the
quality of your communication and increase the quality of your life. And because personally I've done it myself and it has really improved my life. I really believe that it can
do the same for you guys. And so with that said, if you made it to the end of this video I just wanna let you know
that I appreciate you. And I'm really happy that
you're getting a lot of value from these videos. And as a reminder, if
you made it to the end go ahead and give this video
a like if you haven't already because every light does
actually help a lot. And if you wanna see new
sales training videos every single week make sure you subscribe because I'm gonna be releasing
new videos every single week. And don't forget to hit that
notification bell as well. And the last thing is
in the comment section go ahead and leave your number
one sales challenge, okay. In the comments leave your
number one sales challenge because of my past videos if you look I actually do literally
answer every single comment. And I see all these questions and I do try to incorporate
them into future videos. And in this video, I actually did incorporate
some of the questions that people had inside which
is handling objections. So again, leave your
number one sales challenge in the comments because
I'm gonna incorporate all of these into my new sales video. So anyways, with that said,
thank you for watching. I appreciate all of you. And I'm gonna see you
guys in the next video.
