Home » Ep 50: Overcoming Tough Sales Objections With Ease Transcript

Ep 50: Overcoming Tough Sales Objections With Ease Transcript

Hey there beautiful. Welcome to the she is extraordinary podcast, a call to women everywhere to dream again, to boldly in faith pursue your God given passion and live the abundant life you were meant to live. I’m your host Judy Weber. I’m an entrepreneur, Christian business coach, lawyer, speaker and beach loving mom of six boys. I’m on a mission to help women like you realize your awesomeness to spur you on to greatness in both life and business.

It’s time to make a big impact on the world. Because whether you know it or not, sister, you are extraordinary. Congratulations. You made it today by Oh my goodness. Today we are talking about objections. And I’ve Ginny and Christine and Alexi and Jordan. I love you ladies, thank you so much for joining me before we dive in to the meat of today. I personally Want to thank you, right? I want to thank you for joining me this week, it has been a true honor to spend time with you. And I want to congratulate you for showing up and for doing the work. And if you open up the workbook for today, you’ll see that it’s a big page just devoted to you and congratulations on the fact that you showed up, you did the work. And going forward, I want you to, you know, be courageous, to be consistent and be that CEO of your business that I know you want to be and I know that you can be okay. You know, those that started a business and then they quit.

If you know anybody like that, and they look around and others and they go, how did they do it? I couldn’t do it. Well, the fact of the matter is, it’s not that they couldn’t do it. I mean, if you I thank you so much for the love ladies love you so much. I mean if you have the motivation and the passion and you actually start the business. I believe that you have it in you to be successful in that business, especially as Christians, right? When we look up to God and we say, Lord, is this what you have for me? Is this what you want me to do? And if you feel Yes, that the Spirit is leading you there, then you can confidently go all in, say, This Is it right? So to me, those that start a business and then leave it, it’s not that they couldn’t do it.
It’s just that they weren’t committed.

They didn’t make it because they quit. They gave up they decided, this is too hard. They decided the sacrifices were too great. They decided,
this isn’t for me. So if you hear the word that I’m emphasizing, it was a decision they made. So you either decide that you’re going to do it, and go all in and try things and do messy action, have this excellent standard, but realize that we’re not Jesus, and we’re going to fall down, we’re going to make mistakes, and entrepreneurs that have made it. And they may appear as if it’s been an overnight sensation. You look at them and you realize, when you do the research, they’ve been in business three years, five years, 10 years. They’re not. There’s no such thing as an overnight sensation.

And I truly believe that when we meet Jesus, when we die, or when he comes for us, we’re going to learn the amazing things that he had planned for us. But that we didn’t experience. And why? Because we didn’t move in faith. We didn’t really trust him. We didn’t follow that prompting of the Holy Spirit to move this way. Or that way to talk to that person at the grocery store, to call that person who God placed on our heart to check in on. We didn’t go all in on that business that he wanted you to start to use as a vehicle for his work and believe I am not pointing the finger out to you alone. I’m pointing that finger to me as well. I think we’re all guilty of those moments of fear and doubt, and lacking faith and not trusting Him.

And then we don’t take that action. We don’t do that thing that God’s like, No, I want you to go here. And then he’s like, okay, I’ll you know, either you’re gonna miss out or he’ll give you another opportunity. So please hear me. I don’t say this to condemn you. And I do not stand in judgment at all. I say this is an observation, a belief that I have, that I received when spending thoughtful time in prayer and during my time with God, where I feel like he said to me, I really do feel like he said this to me. Don’t miss it, Judy. Go for it. Stop worrying. Stop thinking. This is about you. It’s about me. He said. Keep going. Come to me, trust me. I got a kid. Your mind I love you.

So I, I wanted to encourage you with that because no matter where you are in your business right now, whether you are just starting out, or you’ve been in business for a while, and you really are ready to get some traction, or you’ve been in business for a while, and it’s going really great. And now you’re ready to scale. I want to encourage you to seek his face, to listen to him to do scary things and stretch yourself, to act on your faith and to trust him to take advantage of the opportunities that he puts right in front of you. Be open, have your eyes and heart open, seek his advice. He’s always right there.

Let’s go to Him in prayer. And then we’ll dive in to day five. All right. Heavenly Father, thank You, God. Thank you, Lord, that You speak to us. Help us to find that time help us to seek you out in our Busy this of the day. Lord, there’s so much noise out there. And the noise gets in our head. And we women as multitaskers Lord, you know that, you know, it’s so easy to get distracted and, and lack focus. The Lord I know that you are a God of water not a God of chaos. You are a God of love and opportunities and, and all things good. So, Lord, help us seek you out. Help us to know that you are here even when it feels like maybe you’re not. And help us know how loved we are by you, Lord, help us to see us as you see us in that right perspective. And please speak through the Lord today. Take over God. We love you and we trust you that help us to live out that trust moment by moment. We love you and it’s in the mighty and strong Name of Jesus we pray. Amen. Amen.

All right, I want to take a moment and knowledge who’s here again, Ginny, Christine, Alexey Jordan. Megan.
Melissa. Happy Friday. I know this week went fast, didn’t it? and Kristin and Jen and Lisa, Amy. All right. And Megan says, Thank you. I needed to hear this and I needed to stop. Excellent. Excuse me. All right. So before we dive in, I need you to go into the comments if you haven’t already. And even if you did, I want you to answer this question. Okay. On a scale of one to 10 on a scale of one to 10 how much value Have you gotten out of this week’s I love sales workshop? Please pop a number in the comments. One is not so much 10 off the charts, right? How much value Have you gotten out of this week’s workshop? I really want to know hey, Marie. Hey Wilma. So glad you’re here. All right. So please continue to do that. If you haven’t popped in a number between one and 10, please, please do that.

Okay. So I need you to take another moment. Now, after you do that. And I’d love you to tell me what has been your biggest takeaway, or aha moment or breakthrough. And the reason I asked this is to help me to know what I’m doing right, what I’m doing wrong, and how I can be better for you. So So Becky just said an eight. I would love for you to tell me either here or in a private message. What could I’ve done to make that closer to attend? Like it’s pretty good, right? But what could I’ve done to make that to attend? Murray says this is a 10. For me, Jordan says in 11, Christina, it will be a 10 when I get to do the homework. That’s great. Okay, thank you ladies for doing that.

So this talk on objections is not going to be telling you exactly what to say. I want to talk about concepts because I think in when we think about objections, there’s a lot of again, baggage that I want to eliminate for you. Okay? So here’s a couple of broad concepts. And believe me, this is going to be good stuff. This is not fluff. First, an objection is an opportunity. Please write that down. an objection is an opportunity. Listen, if they weren’t interested, the person that you’re talking with on the phone or the person that you’re sitting in front of, if they weren’t interested, they’d ask you to leave, or they would leave, or they would hang up. Trust me on that. So when you get to that point, and they go, Yeah, but I don’t want you to freeze up and say, Oh, no, they’re not gonna buy. I want you to understand. objections are opportunities. And I liken it to this isn’t an analogy. The opposite of love is not hate.

The opposite of love is indifferent. Like, I don’t care. So again, when someone asked questions, they gotta have an interest. Because if someone was in front of me, and I was done with them, and I wanted them to leave, if they asked, Do you have any questions? I’d say no, all good. Bye. So think about that next time if they go and I’m going to talk about specific objections in a moment, but objections or opportunities, they are actually buying signals. Okay? Again, re frame the mind. That’s the truth.

Okay, secondly, I do not believe in scripts. And here’s why. What works for me, may or may not work for you. My style is rather cut and dried. Although I’d like to have fun. When I’m talking about business, I tend to be no nonsense, neither want me or you don’t kind of thing right. So that kind of approach may or may not work for you. It may not match your personality. So I would not even begin to give you The perfect script,
it doesn’t exist. Secondly, why I believe that scripts don’t really work is the power of the presentation is not in the word choice. The power of the presentation is in the delivery of those words and the passion behind the words.

Instead of scripts, I believe in having a general framework, a roadmap of where the presentation or the conversation should be going. Okay? And it’s generally this. So you want to write this framework down. First, you need to establish rapport. You need to, you know, like, connect, I guess that’s the best word you need to connect. Now, I’m a no BS kind of person. So when I used to be on other people’s discovery calls, and I did it because I wanted to test them out and see what they were doing right. other coaches Other things like that. I was annoyed at small talk.
Okay, that’s just me. So again, that wouldn’t be good for me.

If it feels like you genuinely care, that’s one thing. But if I could see that you’re grasping at straws, that you didn’t do the due diligence to understand who I was, and check me out on social. If you’re just like, oh, you’re a mom. I mean, I don’t know I, I hope I’m making sense here. But you need to establish rapport. So I hope that before you jump on a call with somebody that you take the time
to seek them out on social and talk intelligently about them. Oh, wow. I love your website. Wow, I can’t believe how many likes you have on your business page, or Wow, I’m so impressed with all the reviews that I’ve seen online. Whatever the case may be, but I want that to be a sincere and genuine point of connection, establishing rapport. And then as one of your first questions, it should be I’m so excited to be here with you. So tell me, why me and why now.

Now, you might say, whoo, that out of the gate. That’s pretty bold. Again, that’s me. but we, as entrepreneurs don’t have time to waste,
right? So we certainly want to always, above all, serve the other person, right? And we want to make sure they know that we really care about them. It’s not just slam bam, thank you, man. But at the same time, we have to always be cognizant and aware of the goal. We want to get to know this person to see if there’s a fit of working together. We want to understand their problems and how we might be able to solve them. And so to say, why me and why now. That’s not too much to ask. Right? Oh, well, you know, I just happened to find you. So I was really intrigued by blah blah, whatever it is, so why me why now okay. That’s all part of establishing rapport. The next part of the framework is explaining what’s going to be happening on the call or during the presentation.

So you’ll say I want to permeate I say, Excuse me, I say something like, well, I want to explain kind of how this how this works. We’re going to be talking about your business, I want to know what’s going right, maybe what’s going not so right, and offer some input there and offer some framework for you as to next best steps. Then, with your permission, I love the opportunity to talk about how we might be able to work together, and if there’s a fit, maybe we move forward. And if it’s not a fit, then I’ll lead you to someone who I think may be able to help you. Does that sound fair? You know, that kind of thing. Okay, so you second step, explain what’s going to happen so that they understand the purpose of the call. So whatever the different steps are of your framework, which is part of your success work.

Okay? Next step is the bulk of the call of the presentation, which is asked questions. This is valuable Intel, you’re going to write down their words, as you’re asking these questions. I’ll go through the questions in a moment. But it’s all pointed to identifying where they’re at.
What are their problems? What motivates them? What’s their timeframe? What are they looking for? Okay. And as they’re writing, I mean, best they’re writing, as they’re answering your questions. You are writing furiously, you are taking down their words, word for word as best you can. And like, that’s easier to do when you’re on the phone. But when you’re on a zoom call, or you’re sitting in front of them, you might say, ooh, that that doesn’t feel good. But I would always say, I hope you don’t mind. I’m a very detailed person. And so I like to take notes. Is that all right? Write easy something, something to say is as hard or as easy as you make it.

Okay, so let’s make it easy. So these questions again, what’s your motivation? What’s your timeframe and then dig into the problem or the pain points and not at a superficial level, I need you to go deep. So questions like, what is the result? This is an example of what if you are a health and fitness coach, and the person says, I need to lose weight, I want to be healthier. So I want you to go deep on that and say, Okay, what is the result of feeling heavy and out of shape? And then like, go do not just to say, Well, I can’t fit in my clothes. And what does that what does that do for you? Or how does that impact your life? Because you want them to go deeper? And maybe they’ll say something like, well, it’s a problem with my marriage because I wonder what my husband really thinks of me.

Or I’ve developed, I’ve developed diabetes and I’m on more and more meds and I just don’t want to go down that road. Or she might say, I’m really tired or I’m feeling less confident at work. And because of that I’m not speaking up as much, right? And I’m always, it’s always there in the back of my mind, or people looking at me and they’re seeing, you know that I’ve gained all this weight. The point, what I’m saying is make it hurt. And that’s not to be cool. But it’s to bring to the forefront the problem. Because remember, I said, your brain likes to keep the status quo and they’re going to protect her. Okay? And from really feeling that. And so when you bring that out, you’re really helping them to identify the problem. Okay, so then when you bring that out and go deep, and you say, well, please tell me what have you tried to do on your own to fix this problem? Or, you know, have you worked with other health and fitness coaches or, you know, trainers, things like that?

And then you say, Well, why do you think that didn’t work before and let them talk?
Let them talk. Okay. And then you ask something like, what do you think? To get healthy once and for all. And I love this question again, on a scale of one to 10. How important is it to you to get healthy? And now I’m using that example. But you have to extrapolate for your industry and exactly what you do. Then the next question for me would be something like, Well, are you committed? No. Are you ready to make the sacrifices necessary to really get healthy? Do you really, really want this? And let them tell you and write it down? Write it down. And then I say something like, well, since we’re talking since you reached out to me, I assume you’re interested in coaching. Tell me about that.

Sometimes keeping it open ended, let them tell you what they’re thinking is the best question instead of trying to Oh, how do I couch this? You know, I assume you’re interested in coaching. So tell me about that. Okay. And then if she says, Yes, I’m looking for a coach, blah, blah, blah, then you can say, Well, what would be important to you as you’re looking to Find a coach. know like, what, what, what personality traits or what’s going to be important to you when making that decision. And then when they go deep like that, and you have all that great Intel, now you’re ready to speak. Well, thank you for being so open with me. And I really appreciate your candor. It’s so important for me to diagnose how I might be able to help. And then if you were with me last night on the q&a, then I say, well, let’s drink, please close your eyes. Now imagine, and then you tell, you know, back to them. Imagine what will happen six months from now, when you lose this weight and you are you’re feeling healthier, you know, how is life different? What does it look like? Tell me how you feel, after having accomplished all of your goals in a way of health and fitness.

Okay, then you get them all excited about that. And you say, you know what, that’s exactly what I do for my clients. So let’s talk about, you know, the program, the course the coaching, whatever. And then in the context of that, I qualify it and I say, you know, I just went want you to understand Joanne whenever I don’t work with everybody. And so these are the characteristics that I require of those that I work with. And then you talk about that I require you to be committed, coachable, willing to do the work, all that. Okay? And then be sure to throw in success stories that are memorable, that are going to you know, draw the other person in success stories, success stories, so you’re not talking about you, you’re talking about others, you know, I, I’ve worked with others that feel felt like you, and here are the amazing results that I’ve gotten. Right? You know, they go well, I’m hesitant to work with somebody because I spent all this money before and it didn’t work. And then you could say, Well, you know what, I’ve worked with Sally and she felt the exact same way. And let me show you her before and afters and let me show you her video of her experience working with me.

How does this sound? I’d love to see some reaction. Okay, because I’m watching you as we’re going through here, I know it’s a little bit delayed. Okay, so then you ask them well, how does it when you talk about your program where you’re coaching, then you say, Okay, so how does that sound? Do you believe I can help you? And are you excited about the possibilities? And if they go, yeah, I’m great, then you could say, Okay, well, I can’t wait to work with you. How many times have you just kind of dropped the ball, you know what to say? The next thing is, I can’t wait to work with you, I think we’re going to be a great fit. Let’s go ahead and take care of the paperwork. And I want you to know, I offer a discount if you’re able to pay in full upfront, the fee is x, but for those that would prefer a payment plan, I also have that option, so which would be better for you?
I’m assuming the sale.

Thank you for the love ladies. If you have any questions, pop them in. Alright, so there may be this price objection, right. Oh, I didn’t know you were that much. Well, ladies, let’s make sure we qualify them upfront before we get on the phone. We don’t have time to waste. Ideally have them Complete some sort of questionnaire prior to the appointment. And if they don’t fill it out, you don’t get on the call and include an indication and the price my program start at x, right? And calls are reserved for those who understand this and are willing to and willing and able to invest in themselves at this level to get incredible results. Or you can have a list of options like I’m willing to invest up to $500, I’m willing to invest up to 20 $500, or whatever the case may be. So that once they, once they, you know, all of a sudden say, Oh my gosh, it’s so expensive.

Then you can say, huh, I’m sorry, I’m confused. I looked at your questionnaire and you’ve indicated that you understood where my pricing began. So help me understand. That’s the best question. You’re not being accusatory, help me understand. Right? And then you can always be creative. Did you know for example, ladies that PayPal has a six month zero percent. Interest program. Make sure you tell your clients that I’d love to work with you. I understand this is not a small chunk of change, but I also know it’s going to be so worth it because you’re going to get a result at the end. So I believe PayPal still has their six month zero percent and Chris program, take take a look at that. Right. Okay, now because I have a 1230 call with my blessed to thrive Academy members, I need to kind of be a little bit quicker on these top objections, but I want to touch on that, because I want to give you good stuff, meat, right.

Okay, so here are other top objections besides price.
Oh, I want to say something else. Any of these objections that you keep hearing over and over and over again, like price and like somebody somebody be talking about, always think about, how can I in the presentation, address them ahead of time proactively. That’s what lawyers do. When I go into court, I say what am i worst bad And how can I kind of bring them up and make it easy peasy instead of wait for the other side to bring it up, and all of a sudden it’s going to be like this big deal.

Okay, so top objections, I’ll have to think about it. I have to think about it. You ever get that one? Okay, here’s what I say. Okay?
Would you mind telling you what exactly is it that you need to think about? Remember, silence is powerful. And I’m looking at him. I’m waiting for him to tell me what is it that you need to think about? And then you might say, Well, what questions do you have? You know, what, what, what has been unclear? or How can I help? How about this one? Oh, I have to talk to my spouse. I can’t spend this kind of money without my spouse. In the questionnaire. You may also want to say, Are you do you make decisions on this type of thing on your own? Or is there another decision maker involved, including spouse and you know ahead of time.

Okay, at this one when they go, Oh, I don’t have time for this. I, you know, I don’t know, this is six months, wait a minute, an hour a week plus blah, blah, blah. I don’t have time for this. And I lovingly say this. I understand. We are so busy these days. Oh my gosh, right. But here’s what I know. We will always make time for what we value. Right? where your heart is there your treasure is also, for example, if honoring God to praise him is important to you, you know, you’re going to prioritize that you’re going to get your butt to church, and you’re going to schedule things around it.

So when someone says that to you, I don’t have time. Then you go back to that thing of well, wait a minute. Now you told me that getting healthy was a nine out of 10. So that’s a pretty high priority in your life. So are you telling me that it’s really not that important to you? Right. All right. Um, how about this last objection. I don’t know that I’m ready for this. I, I want to do it, but I’m not ready. Okay, the goal of a sales presentation is to get them to make a decision right there ideally.

And so I would say, Well, I understand how you feel, and others that I work with have felt that same way. But after talking with hundreds of women over the years, here’s what I found. It’s a matter of commitment. And people are generally committed to one of two things. They’re either committed to their dreams and their goals, or they’re committed to their excuses, and their kind of negative self talk. Right? So, which are you more committed to your dreams? Or your excuses? And again, some of this, you might say, well, this is kind of harsh, but wait a minute, I’m lovingly nudging them to make a choice. Yes or no. And they could say, you know, at the end of the day, after you know, some, some loving pushing on your part. That’s what professional sales people do lovingly push to help them make a decision. If they say, you know what, I’m sorry, I just have to think about and pray about it. Well, then you can say, Great. And let me follow up with you when would be a good time next Tuesday morning or Wednesday afternoon?

Right. And again, if they say they do not know if they’re ready yet another thing you can say is, I don’t understand the I’m not ready. I’m confused. And so I hope that you can help me, you mentioned that you’ve tried doing this on your own for two years now. And that you’re still kind of spinning your wheels. What will be different this time going it alone, that you think will allow you now to get a different result after two years of trying on your own? You see what I’m saying?

Okay, one other thing when you are talking to people and especially you coaches understand that discovery call that strategy call is really not to be a coaching call. You’re merely setting up the framework, the broad Step by step or an overview. Don’t give them the strategies to try because if you do that, you’re going to embolden them to say Well, you’ve given me some great tips. I’m just going to try it on my own. See how I go.
Okay, again, it’s that fine line between free and not okay, so I can’t believe how quickly that half hour went.

If you have questions I have like two minutes. But um, as you’re typing in your questions, letting me know what did you think about today? If you have objections that I didn’t address and you want me to answer them, pop it in the comments whether it’s now or on the replay and I will come back. I have not had a chance to go back to yesterday’s and respond personally as you know, I love to do. I will make it a point to do that tonight when I am able to. But I do want to announce that the winner of the one on one with me because she posted on Instagram. There are a couple of you, but the winner for yesterday is Consuelo Call them. Consuelo Congrats. Be in touch with me private message me, please. And let’s schedule
that call. Congratulations.

All right, so you should have received your workbook for day five. Some of you have jumped into the I love sales workshop later the day one. If you’re missing anything, reach out to me. Okay, private message me Hey, Judy, I can’t find day one or I never got day one or whatever the case may be. Okay. All right. So for a minute, I just want to go backwards and see what your comments are. Christine says bold questioning. I need to work on that. Yes, sister. Yes. Be bold in the Lord in the talents and gifts that he’s giving you. Jordan proactively address the objections. Absolutely. And Jordan said that would be helpful my painting start at X dollars. It would eliminate a lot of back and forth for me. Yes, yes. Yes. Jodie says sorry late. No worries at all. Okay, so Jordan says congrats to you. Consuelo so ladies Listen, thank you so very much for being with me. You know, this has been an awesome awesome five days.

Thank you for listening beautiful. If you like this podcast, I would so appreciate it if you would subscribe and leave a review. In fact, snap a picture of your review before you hit submit. Post it inside my facebook group the place to thrive community and I will gift you with a one week trial absolutely free inside my best to thrive Academy where ambitious women of faith like you learn how to become thriving FEM printers. Find out more about the academy by visiting my website at Judy hyphen Weber comm slash blessed hyphen to hyphen thrive.

While you’re there, be sure to grab some truly extraordinary biz building resources and take my popular entrepreneurial style quiz and find out whether you’re a passionate visionary, a bold boss or a legacy leader. And while you’re there, you can Find out other ways we might be able to work together. Remember new episodes of the she is extraordinary podcast drop every Tuesday with occasional bonus episodes on Friday. Thanks again for listening and taking just a moment to leave a review. I love to hear from you. So let me know how I can support you and your business.

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