What’s the worst thing you can hear on a sales call after you tell your prospect about the amazing changes you can help them create in their life?
A “NO!” Right?
Hearing a “NO!” is actually a rarity — more often people give you excuses and objections to why they can’t work with you. This makes your job even harder and wastes even more time trying to figure out what the fuck is the problem. You can clearly see their problems and how you can help them, but they can’t seem to pull the trigger — let alone give you a clear YES or NO.
THE CONFUSED CLOSE
It’s one thing to hear a clear NO then you have closure and you can move on. It can be downright fucking frustrating when you get excuses and objections on why they can’t work with you.
Your sales conversations can seem like they’re going in circles, and it’s very common to hear the same things from your prospects over and over. This is especially painful as you’re trying to build your business and trying to support yourself at the same time.
THE NEVER ENDING EXCUSE
What’s something you have heard over and over? I want you to remember that later because I’m going to show you how to overcome these excuses and objections and how to flip them into FUCK YES so fast they’ll flip their lid. I know what this feels like because my clients lived in a sea of excuses before they became YES’s.
SUCKING @ SALES
I used to think that selling was a numbers game: just make more calls, make more proposals, do more networking and “OH God! Not more fucking content!” This started at one of my first jobs in telemarketing, pounding out cold calls. Fuck, that was brutal trying to dial 100 numbers an hour.
Then in my technology and business consulting career, I helped businesses create automated sales processes, automating more repetition. More recently as a content creator and coach, I went through the process of having a podcast, Instagram, Facebook, blogging and on and on… Creating content daily, but it wasn’t creating the cash.
So there I am wanting a better answer.
What if I could get the perfect clients on the phone and learn how to close them? There are three things you need to do in order to get them on the phone and close them.
- Know your clients better than you know yourself and what you offer them.
- How to communicate to them.
- Know your sales process and how to close them.
I won’t go into all of these, but you can learn about each of them in the links provided. I’m going to share with you EXACTLY how to handle their lame-ass excuses and sales objections with ease. There are strategies I will be sharing with you that are literal magic.
Excuses your prospective clients give you are what is typically referred to as sales objections. There are many typical excuses, but they come down to one thing!
- They don’t trust you.
- They don’t trust themselves.
- I would say they don’t trust you, but that’s only because you don’t trust yourself. You can learn about how to bring alignment into more fully trusting yourself.
Any Google search for “sales objections” will give you a healthy list of some common ones and how to handle them, but for this exercise, it’s important to use your personal experience. There is deep wisdom their response to your offer that we will look at later.
You need to keep a log of the excuses you receive on all your sales calls. You can download the worksheet that will help you script and structure your sales calls and that will help you keep track of the excuses you keep receiving.
The more you collect, the better insight you will have in identifying excuses that are repetitive. At some point, you will start to see a pattern and this is when you can get to work in overcoming their excuses. As you collect these excuses you can choose how to better respond the next time you receive these objections.
You will end up with something like:
- “I can’t afford it.”
- “Let me ask my _____.”
- “Let me think about it.”
- “That seems expensive.”
WHAT TO SAY?
As a general rule, all excuses are the same and the best response is to answer a question to flip their excuse. Hopefully in a way that will get them to answer with a, “Yes!”
- “I can’t afford it.” turns into “Considering your position, can you afford to not do it?”
- “Let me ask my _____.” turns into “What do you think they will say about investing in yourself?”
- “Let me think about it.” turns into “What specifically do you need to think about?”
- “That seems expensive.” turns into “How expensive will not doing it be?”
It can be a great exercise to write all the excuses you could expect here. You can also do some research by doing a Google search for “sales objections.” You will be able to better listen for them and know how to handle them with much more ease if you know how the exact question to respond to their excuse.
This will teach you how to respond instead of reacting or collapsing with fear of closing the sale. The selling doesn’t start until their first bullshit excuse. So be prepared for it because this means you are getting close to the close.
This is where you can do the work to clean up the energetic patterns and programming that is being created in your sales conversations. Your reality is entirely created by the subconscious programming created by your experiences in life. The beautiful thing is that, just like fixing buggy software, you can reprogram your subconscious mind to align with and close more clients while making more money.
In order to do this, you need to have identified the patterns that keep happening during your calls. After you have collected and found the patterns of excuses you receive, you will likely see ones that are more common than the others. If I had to pick my most popular one it’s definitely been, “I can’t afford it.”
I’ve not heard that one in quite a while.
Whenever you have an experience that keeps happening, there is a pattern. If you are hearing the pattern in your reality, no matter what it is, you can look inside to see the subconscious program that’s creating your results. Whenever you have a result you are not happy with, ask yourself, “What’s within me that’s creating this result?”
So if you keep hearing “I can’t afford it,” you need to ask yourself, preferably through meditative contemplation or through someone who knows you intimately, where in my own life has “I can’t afford it” showed up?
I do much of my coaching work in the subconscious programming that creates permanent change, and I’m able to find these patterns that are hard to see on your own. You must look for the areas in your life where you are speaking these words yourself. I never had the pattern of necessarily speaking these words, but if you are saying, “I can’t afford it” to the thing you want in life, guess what your prospects are going to say?
These patterns are created from early childhood, most times it was programming from an experience created around the age of 5. My parents would often tell me, “I can’t afford it.” They essentially created a programming in me thinking that someone couldn’t afford what I wanted even though I was able to do the work to earn it.
I remember being a little kid and wanting a new skateboard. I wanted to be able to earn the money to buy a skateboard, but couldn’t. So I was trapped in this programming of wanting to earn something and offer my gifts, but not being able to be paid for my work.
To reprogram your subconscious, you must tap into the feeling created by this result. Feel it in your body. What does it feel like? Anchor into it — then you need to find out how you WANT to feel, like “I can afford it!” Shout it out and own it! This will anchor it into your subconscious body — feel it and don’t forget this moment.
When you start acting in alignment to this energetically and stop playing out the patterns that are manifesting these results, you will begin to see change. One of the ways I had to implement this was to start being more clear on who I work with. I put a few questions in my coaching application that would help me qualify who I wanted to work with.
Sometimes finding awareness and bringing consciousness into these areas in enough, but there’s a time when you need to reinforce these new codes in aspects of your life and business.
The challenging part with this is recognizing the patterns and stories that are creating these undesirable results. If you can find them yourself, you have the ability to reprogram your conditioning and shift them into a higher expression of what you offer the world.
I find it more powerful to have support to help you because we can co-create far more than we could do alone. When I work with clients, we get real clear on the pattern that has been repeated so they are not getting in the way of their prospects saying “FUCK YES!” to working with them.
The night after I wrote this article, I had a sales call that resulted in my first close at a 50% price INCREASE — and they paid up-front. I raised my price during the call. It was the largest close of my career.
This was one hour after I wrote this, and it was because I applied what I wrote and the effects were immediate.