You can handle any of the objections below using this framework:
- Financial: do not have enough money
- Spouse/partner: want to talk to them before
Isolating The Objection
For instance, if the prospect says they want to think about it, you must reply by saying, “No, problem.” Then ask them what is there which is keeping them from being 100% certain that this is what they need and at the right time.
You need to isolate the objection in this way. For example, if their complaint is money-related, you must ask them if anything besides money keeps them from being 100% certain. To this, there are two most probable answers.
First, they may tell you about another objection, and then you must handle it. However secondly, they could say, “No, no, no, I want to do it. It’s just the money,” to this you need to reply by using the double tie-down technique in which you need double confirmation like “So finance aside, you are a 100% in?”
When you say “No, problem,” it will diffuse pressure, make the prospect more comfortable and assure them that more help is available. When the objection is uncertainty based, you need to get to the base of the problem. Here’s the key: you have to make two sales on each call, a sale on the process and a sale on the product.
Let’s look at this through an example; Russel Brunson will never try to sell you on click funnel as much as he tries to sell that funnels are the most effective and fastest way to get customers online.
Another example can be that if you want to buy a ketogenic diet program, they won’t sell you just the ketogenic coaching program. Instead, they will say that keto is the most effective way to lose weight, and their coaching program is the only way to do that. So, first, there is a sale on the method, and then there is a sale on the product.
Hence, we do “pacing the first objection” by saying “no problem” and double tie down because they have to buy in on the thesis. It is essential to get them to be bought in on the method before they can buy the product.
Thus, if they are 100% bought on the method, but there is just an objection, like finance or partner, we will now deal with logistics and no complaints.
To sum up, we first need to make sure that we first address the uncertainty that this is not the right thing or the right time, keeping money and everything else aside. Prospects need to believe this is the right time and process. Once we clear that up, we need to go to the objections, financial, spouse/partner, and logistics and handle them appropriately with customization; we hope this guide will help you quickly manage any complaint.