Objection handling is like Jiu Jitsu many times; by this, we mean that you should focus on the energy they are giving you and not necessarily disagree and use that energy to move things forward.
When you receive the objection that they want to speak to your clients, so before you get to the pitch or during the script, talk about client studies, show them your testimonials page, show them your trust pilot’s page, and tell them stories of different people to prove what you are saying is true.
Objection prevention is much better than objection handling. The critical thing to do instead of just throwing case studies and oiling, you should use them as proof to prove what your claims are saying to be true.
Once you get the actual objection, you should respond by saying, “No problem” This will diffuse the situation and remove the pressure. Then ask if there is anything besides talking to the clients that keep them from being 100% certain that this is what they need and whether this is the right time. Do a double tie down and reconfirm if they are entirely sure.
You can respond in two ways after doubling down:
They should avoid going ahead if they are unsure, as this might not be the right time. However, as they mentioned they want to bring a change, you can tell them that you usually don’t do this, but you are willing to do it for them, that is, you will let them in today at the total price, stay in for seven days do their boarding call and you can be with them during this time.
And they can leverage the community and talk to ask as many clients as possible, and if they don’t feel delighted at the end of the seven days, you will refund them. So tell them that in this way, they can make their future better by making an informed decision. Thus, if you are willing to do this for them, are they ready to go forward?
If you cannot do the drill stated above, the alternative is to say that you will connect them with your clients immediately after this call if they are 100% comfortable with the information exchange over chat or text.
The reason for this is that you need to respect the client’s time because a voice message or a text is the fastest way to convey any information. Then ask them when you will speak to them again after they have connected with the client and what their next step will be. Anything except “I am moving forward” you need to identify as a smokescreen.
The framing of two days will prepare the customer to be ready with the answer. Therefore, you need to make sure to get a solid tie down and make sure that they have that exchange before your call again.
Furthermore, to remove the strict restriction on the customers to have the final decision on the second call, you can tell them that even if they are still unsure or are uncertain, you will be there to address any more queries and create a game plan for them for if they ever want to work with you in the future.