The document discusses effective strategies for salespeople to address common objections from prospects, such as budget constraints and lack of interest. It emphasizes understanding the prospect's problems, preparing responses, and practicing phraseology to improve communication. Key techniques include listening, encouraging dialogue, and using specific questioning methods to guide the conversation toward a favorable outcome.

1. What Do You Say When Prospects
Raise Objections?
“I don’t have the budget.”
“I’m not interested.”
“I don’t have the time.”

2. 3

3. THIS DOESN’T
APPLY TO ME.
HOW MIGHT I
APPLY THIS?

4. WHY SHOULD I
LISTEN TO HIM?
YOU SHOULDN’T.
TEST IT.

5. I KNOW THIS
ALEADY.
CAN I GO
DEEPER?

11. LET’S GET TO IT

12. PART 1 - MISTAKES
PART 2 - PREPARING
PART 3 - PHRASEOLOGY
PART 4 - MY SALES PITCH
TODAY

13. PART 1
MISTAKES

14. 3 Mistakes Salespeople Make
When Trying to Start
Conversations with Strangers

15. #1

16. Pop Quiz

17. Prospects agree to talk with you because:
A. You are awesome.
B. Your product is awesome.
C. Your company is awesome.

18. D. You can potentially make
them awesome!
Prospects agree to talk with you because:

19. https://www.useronboard.com/features-vs-benefits/
Prospect
Problem
Flower
Fireball
Awesomeness!Mario Product

21. PROSPECT
PROBLEM
FLOWER
FIREBALL
AWESOMENESS!
62

22. INFOMERCIALS

23. The Problem
“Have you ever struggled to get out
of the car? Does back or knee pain
make it hard? Do you push with your
arm when you try to stand. Or ask
someone to give you a hand?”
The Fireball
“Now you can get in an out of your
car by yourself with ease!”

24. The #1 Mistake . . .

25. The Car Cane locks into any
car. Open your door and snap
it on. It locks into place and
will not move. Car Cane’s
forged steal contstruction can
hold up to 350 pounds.

26. A FEW
MORE
EXAMPLES

27. THE PROBLEM
“Have you ever accidentally
put a wool sweater in the
dryer and shrunk it?”

29. THE PROBLEM
“Have you ever taken your car for
an oil change only to have the
mechanic tell you that you needed
a new transmission and you didn’t
know if you could trust him?”

31. THE PROBLEM
“Have you ever had your hard
drive crash and realized that you
lost all your photos and videos?”

33. #1 Know Your Prospect’s Problem
Have you ever . . .
Do you know how . . .

34. PROSPECT
PROBLEM
FLOWER
FIREBALL
AWESOMENESS!
MAP YOUR STORY

35. 2nd Biggest
Mistake

38. “I don’t have the budget.”
“I’m not interested.”
“Email me some information.”
“We already have a vendor.”
“I need to check with my boss.”
“I need some referrals.”

39. “I don’t have the budget.”
“I’m not interested.”
“Email me some information.”
“We already have a vendor.”
“I need to check with my boss.”
“I need some referrals.”

40. Winging It

41. #2 Know Your Lines

42. 3

45. MISTAKE #3
PRACTICING WITH PROSPECTS

46. #3 Role Play
20 minutes everyday

47. PART 2
PREPARE

48. MISE EN PLACE

50. People
Problem
Phraseology
Practice
MISE EN PLACE

53. Phraseology?

54. In 6 minutes

55. BUT FIRST . . .

56. WHY?

57. BECAUSE PROSPECTS ARE AFRAID YOU’RE THE CMKP
https://youtu.be/YIGEwAuWpB8

59. THE FEAR IS
CAUSED BY YOU

60. 3WAYS YOU
CREATE FEAR

61. 1

62. WHAT’S YOUR GOAL WHEN COLD
CALLING & RESPONDING TO
OBJECTIONS?

63. MOST COMMON ANSWERS
TO BOOK A MEETING
TO OVERCOME THE OBJECTION
TO MOVE THE SALE FORWARD
MAKE A SALE
GET A DEMO
DO YOU SEE ANYTHING IN COMMON WITH THE CMKP?

64. YOU’RE MOVING
FASTER THAN YOUR
PROSPECT

65. Can I meet your
parents?

66. 2

67. COMCAST

69. YOU’RE
TRYING TO
OVERCOME

70. The Rule of
Consistency

71. 3

73. YOU’RE
ASSUMING

74. WHAT YOU
NEED IS A
WAY OUT

76. HOW?

77. STEP 1

78. LET GO OF
MAKING THE SALE

79. CHANGE
YOUR INTENT

80. FOCUSING ON THE OUTCOME
FROM
TO
UNDERSTANDING THE TRUTH

81. THE TRUTH . . .
YES, I’M INTERESTED IN TALKING FURTHER, SHARING
WHAT’S GOING ON AND SEEING IF WE’RE A FIT.
NO I’M NOT INTERESTED AT THIS TIME.

82. TRUE
FALSE
OBJECTIONS

83. EXAMPLES
#TRUE

84. “I’D LIKE TO CANCEL
MY INTERNET. I’D LIKE
TO CANCEL MY
INTERNET. I’D LIKE TO
CANCEL MY INTERNET.”
#TRUE

85. “YOU CAUGHT ME AT A
TERRIBLE TIME, I THOUGHT
YOU WERE SOMEONE ELSE.
I’M RUNNING TO A MEETING
WITH MY BOSS AND IF I’M
LATE SHE’LL KILL ME. I JUST
CAN’T TALK RIGHT NOW. NOT
EVEN FOR A SECOND.”
#TRUE

86. TRUTHS HAVE
OOMPH

87. EXAMPLES
#FALSE

88. “I don’t have time.”
#FALSE

89. “Send me a proposal.”
#FALSE

90. “I don’t have budget.”
#FALSE

91. “I need some referrals.”
#FALSE

92. “Send me some information.”
#FALSE

93. REMEMBER
THE GOAL?

94. TRUE
FALSE
DISCOVER IF THE OBJECTION IS
OR

95. HOW?

96. PART 3
PHRASEOLOGY

97. Disclaimer

98. Let’s try some

100. MELISSA
PROBLEM
FLOWER
FIREBALL
AWESOMENESS!

101. COLD CALL

102. SP: Hi Melissa, I’m Josh with Sales DNA. I was checking out
Unleash 19 on your website and have a quick question.
Could you help me out for a moment?
M: Um, Okay.
SP: Thanks, I know you’re crazy busy so I’ll be brief. I help
Directors of Field Marketing who are planning events for
salespeople to sell more tickets using a lesser known method.
Quick question, you folks are sold out already right?

103. M: Um, Okay.
SP: Thanks, I know you’re crazy busy so I’ll be brief. So I help
Directors of Field Marketing who are planning events for
salespeople to sell more tickets using a lesser known method.
Quick question, you folks are sold out already right?
SP: Hi Melissa, I’m Josh with Sales DNA. I was checking out
Unleash 19 on your website and have a quick question.
Could you help me out for a moment?

104. “I need some referrals.”
TRUE
FALSE
OR

105. HOW TO GET
TO THE
TRUTH

106. STEP 1 - SHHH (LISTEN)
Count to 3
“Yeah, I get it.”
1
“Yeah, I get it.”
2
“Yeah, I get it.”
3
“Yeah, I get it.”

107. STEP 2 - DEFUSE
“Of course.”
“That’s not a problem.”
“Glad you asked.”

108. DEFUSSERS“That’s not a problem."
“I’m glad you brought that up.”
“I don’t know.”
“That’s Okay.”
“You’re right.”
“I’d be happy to.”
“I love sending information.”
“I’m sorry, some referrals?”
CALM YOU DOWN & GIVE YOU TIME

109. SO FAR . . .
“I need some referrals.”
1 2 3
“I’m glad you asked. My clients are my best salespeople:)”

110. STEP 3 - ENCOURAGE
“I need some referrals.”
1 2 3
“I’m glad you asked. My clients are my best salespeople:)”
“How many would you like?”

111. STEP 4
THE QUESTION

112. STEP 4 - GOLDEN LASSO
“I need some referrals.”
1 2 3
“I’m glad you asked. My clients are my best salespeople:)”
“How many would you like?”
“Will do. So Melissa, just curious, if you like what you hear
would you be ready to move forward today?”

113. NO, NO, NO, NO!!!!

114. I NEED TO TALK TO MY BOSS
WE NEED A FEW WEEKS
WE’LL BE READY AFTER OUR NEW VP OF SALES JOINS
ACTUALLY OUR CFO NEEDS TO WEIGH IN

115. The Golden Lasso Question
IF THIS
NEXT?
THEN

116. I NEED TO TALK TO MY BOSS
WE NEED A FEW WEEKS
WE’LL BE READY AFTER OUR NEW VP OF SALES JOINS
ACTUALLY OUR CFO NEEDS TO WEIGH IN

117. STEP 5 - RESPOND
“That Okay. Just for fun, let’s say the
boss said it was up to you, what
would you say?”

118. STEP 5 - RESPOND
“It sounds like we should hold off on the
referrals because you need time to chat
with your boss and decide if you want to
move forward which is perfectly OK.
Would it make sense to carve out some
time after you’ve had an opportunity to
chat with her? Maybe next Thursday”

119. LET’S TRY ANOTHER ONE

120. “You’re too expensive.”
TRUE
NOT TRUE
OR

121. “You’re too expensive.”
THE JUICE ISN’T WORTH THE SQUEEZE
I DON’T KNOW HOW TO JUSTIFY THIS TO MY BOSS
WE DON’T HAVE ENOUGH MONEY
WE DON’T HAVE ANY MONEY FOR STUFF LIKE THIS

122. 1 2 3
“YOU’RE RIGHT. WE CAN BE PERCIEVED AS BEING EXPENSIVE AT FIRST.”
“QUICK QUESTION, DO YOU HAVE A GROUPON?”
“You’re too expensive.”

123. The Golden Lasso Question
IF THIS
NEXT?
THEN

124. 1 2 3
“YOU’RE RIGHT. WE CAN BE PERCIEVED AS BEING EXPENSIVE AT FIRST.”
“You’re too expensive.”
“QUICK QUESTION, DO YOU HAVE A GROUPON?”
“HEY JUST CURIOUS, IF WE WERE WITHIN YOUR BUDGET WOULD YOU BE
READY TO MOVE FORWARD TODAY?”

125. NO, NO, NO, NO!!!!

126. I DON’T MAKE THE DECISION.
YES, WE JUST DON’T
HAVE THAT MUCH MONEY.
I DON’T KNOW HOW TO SELL
THIS TO MY BOSS.

127. STEP 5 - RESPOND
“OK. HMM. LET ME SEE. NOT SURE
IF I CAN DO THIS, BUT WHAT IF I
COULD GET PERMISSION TO
BREAK PAYMENTS INTO SMALLER
CHUNKS?”

128. “Send me some information?”
TRUE
FALSE
OR

129. 1 2 3
“YOU GOT IT.”
“Send me some information”
“WHAT INFORMATION WOULD YOU LIKE? PRODUCT INFO, TECH SPECS,
GREEN SMOOTHIE RECIPE?”
“LET’S SAY YOU GET THE INFO. AND IT ANSWERS ALL YOUR QUESTIONS. IT
THIS SOMETHING YOU’RE LOOKING TO DO THIS QUARTER? ASSUME THIS
CAN WAIT UNTIL NEXT YEAR. NO RUSH RIGHT?”

130. NO, NO, NO, NO!!!!

131. WE NEED TO DO THIS NOW BECAUSE . . . BUT I
NEED TO KNOW ABOUT X AND Y.
THIS ISN’T A PRIORITY.
I DON’T MAKE THE DECISION.

132. STEP 5 - RESPOND
“HERE’S WHAT I’M THINKING. LET ME
KNOW IF THIS WORKS FOR YOU. SINCE I
DON’T WANT TO FLOOD YOUR INBOX AND
BECAUSE WE’RE ON THE PHONE RIGHT
NOW, WOULD YOU BE OPEN TO CHATTING
NOW ABOUT THE QUESTIONS YOU HAVE?”

133. 1 2 3
“GOT IT. HOW ABOUT MY FAVORITE RECIPE? YOU LIKE PASTA? YOU A MEAT
EATER? INTO SALADS. HELP ME OUT HERE BOB.”
“JUST SEND ME ANYTHING YOU HAVE”
“USUALLY WHEN FOLKS ASK ME TO SEND THEM ANY OLD INFO, IT’S A
POLITE WAY OF SAYING THEY AREN’T INTERESTED AND ARE JUST AFRAID OF
HURTING MY FEELING BECAUSE THEY KNOW WHAT A DELICATE FLOWER
WHICH I AM. IT’S OVER BETWEEN US RIGHT? I CAN TAKE IT BOB.”

134. DIFFUSING OBJECTIONS STEPS
1.LISTEN
2.ENCOURAGE
3.GOLDEN LASSO
4.RESPOND

135. PART 4
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