Mastering Objections To Make Sales – Use THIS Objection Handling Script!

Mastering Objections To Make Sales – Use THIS Objection Handling Script!


– Your client says he’s shopping around? What do you do now? Join me on today’s Dave
Lorenzo Daily and find out. (energetic music) So you’re pitching to a big client and he says, I’m going to shop around, see what else is out there. That’s a problem, what
are you going to do? We’re going to tell you today, going to give you the
way to get out of that, and still close the deal. But before I do, I want to remind you to leave me some comments down below. Let me know what you think of this video and also let me know what else you want me to make videos about, give me the topics that are burning issues
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and I do it every day. I’m going to hit you right in the mouth with content every single day. So your client has told you, he wants to shop around. Or maybe it’s a prospect who says, I like what you’re saying
but I’m going to shop around. What do you do? The first thing you do, is you ask him why he doesn’t feel comfortable
moving forward with you. The key language there is the word feel. People make decisions based on emotion. Your client is going to decide
based on his gut instincts. He’s going to back that
decision up with facts, with logic, with rational
reasons to work with you but something’s going on right now and he doesn’t feel
good about choosing you, choosing your product, your
service, your solution. So you need to ask him
what he needs to feel in order to move forward with you. When you say that, he’s
going to look at you funny. He’s going to say, feel,
what do you mean feel? And you’re going to say,
I’m getting the impression that there’s something missing here. Maybe it’s the chemistry between us, maybe there’s something going on that, you just don’t feel comfortable. Tell me what you need to feel in order to move forward with the deal. That’s going to open up a
dialogue that’s based in emotion and you’re going to get the
keys to closing the deal. You’re going to get him right there. He’s going to tell you what
he needs from you emotionally in order to make this happen. Now I know, it sounds
like a bad soap opera but that’s the way these things work. There’s something missing
in the relationship between your company and his company, and he’s just not feeling it
so you got to help him feel it. After he articulates that, or
maybe he’s a little bamboozled by that and you have to come
back to it later it’s fine. I want you to get all the rational, logical elements out of the way. I want you to match the
features of what you’re selling, to the benefits he’s going to receive. I want you to do the old school
benefits features analysis so that he sees the logical
stuff is all lined up. So that when he feels the right way, he’s got the logic to
support his decision. If you still don’t have
an agreement after you get to the feeling part,
you get the logical part all squared away, you still
don’t have an agreement, get him to come back to you last. After he’s shopped around everywhere, get him to come back to you
and make you the last person he talks to before he makes a decision. Here’s the script you can use
when you’re in this situation. You can say Mr. Buyer, Mr. Client, I appreciate that you want to shop around. It makes sense, you’re going to do the right thing for your
company and I get that. I hope that I can make you feel like we have a great relationship. We’ve already talked about how I think we meet your needs perfectly, wouldn’t you agree? He agrees. Do me a favor, shop
around and before you make your final decision, give me a
call and let’s talk this over one last time and see if we can connect on an emotional level and
you can feel comfortable moving forward with me, with
my company, with our solutions. If he agrees to do that I think
you’re in pretty good shape because he’s going to see
everything else that’s out there and you’re the person who’s
going to really connect with him and make him feel good
about what he’s doing. And that brings me to my
final step in this process. The final step in this process is while he’s shopping around, you’ve got to deliver
a ton of value to him. You’ve got to overwhelm him with value. So I want you to introduce
him to other people who can help him succeed in his company. Either in a personal way, or
in a financial or economic way, or deliver more revenue
to him and his company. I want you to introduce
new clients to him. I want you to introduce new strategic alliance partnerships to him. I want you to bring him in to meet some of your other clients so that he can see who you’re doing business with. Just overwhelm him with value, connecting him with people. He will feel like he trusts you after that and when you get that last opportunity to have that final conversation, the connection will be there. He will finally feel
comfortable moving forward. The most important thing to remember is when a client says
he’s going to shop around, there’s something he’s
not feeling right about. You got to get to the heart
of the emotional matter. You got to make sure all
your ducks are lined up logically so that he can
support his emotional decision but you want to make sure
that the feeling is there. It’s that trust factor, want
to make sure that that’s there. So when the client says
he’s shopping around, that’s a sign that you haven’t made an emotional connection yet. You got to go back and work
on that it’s foundational, it’s the very first thing you need to do when you’re
connecting with a client. I’m Dave Lorenzo and for
more great sales information just like this, join me right
back here again tomorrow. Until then, I hope you
do this, and sell more. (energetic music)

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