Video: How to have an enrolling conversation
Audio: Black Belt Objection Handling
Transcript: Black Belt Objection Handling
YOUR SUCCESS ACTIONS
“Black Belt” Objection Handling
The main reason people fail to pick up the phone is because they don’t know what they are going to say. Don’t let this happen to you! Get prepared so you can be confident talking to people.
Remember that you are standing in a place of service — your ideal client is looking for you. But you need to tell people what you do, so they can find you.
Also, remember that you are closing for the “next step” and not necessarily closing the order.
Consider 3+ people you would like to talk to:
1 – your ideal client
2 – a gatekeeper
3 – a connector or key player who knows your ideal clients
Consider 3 kinds of “next steps”, such as:
1 – dropping off a copy of your book
2 – making an appointment to talk on the phone or in person
3 – closing for the order or ideal outcome
You see that you actually have a matrix of possibilities. This is why you need to be prepared. Knowing your “next step” and having solid answers prepared in advance will help you achieve your goals. And feel more confident!
One at a time, make a list of the questions and problems and concerns or objections for each of the above.
Then write down good answers for their questions.
Also create a couple of standby answers for when you don’t have a good answer – such as:
“Good question. I don’t know the answer to that. Can I get back to you on that?”
Or
“That’s outside of my area of expertise. But what I can tell you is …”
Then tell them something interesting. This one is handy for things like radio interviews, where they really just want you to say something interesting. If you listen to political debates, you will notice that often the politician does not answer the question — but they remain calm and smoothly give the content they want to give, that does not happen without being prepared and also practicing your answers, so they are smooth.
Prepare your answers now. Practice saying your answers out loud. Make sure they sound like you, and flow like spoken language.
Share your homework with your coach 48 hours prior to your next coaching session.