[730] Overcoming Objections

[00:00:00] Speaker A: Welcome to the authentic Persuasion show. On this episode I want to replay part of a previous show. Maybe you heard the original full length episode and this could be a great refresher and reminder. Or maybe this is your first time hearing this content and the timing could be just right to help you leverage authentic persuasion today in your role, no matter what. Here's to your success. This is the authentic persuasion show. [00:00:26] Speaker B: Let me give you a story. And I wrote about this in the book and it was so fascinating to watch it from the outside. So my parents moved to a more rural part of California, up into the foothills on the way to Nevada in a small town in a small county population wise. So they had an issue with their dishwasher. So my mom finds a local repair person that does appliances, has him come in, he looks at it and says, you need this part. It's about $5. And my dad, who's really handy and can fix a lot of things, basically said, hey, since you are handy and you can fix things if you're up for it, if you go down to the local hardware store, you buy this $5 part, you replace this might take you about 30 minutes and you're done. I could charge you, but I think you can do it on your own. And I don't need to do that. Right? Basically that person said, no person said, you can handle this yourself. I don't feel right, or I don't need to, or the best thing for you, you I care about, the best thing for you is to just fix it yourself. It's going to be way cheaper and easier than what I would charge you. My mom was so blown away from that by that. Just a lifelong caution, disdain somewhere in that spectrum of salespeople, such that when she finds somebody like that who's doing the right thing and just cares about the right outcome. So amazing. And so what did she do? Anybody who asked about it, she said, you've got to call them right. They will take care of you and they will help you. Saying no in that situation has led to so many referrals in that small community and upholding that professional reputation in that small community that it outweighs massively whatever that person would have charged my parents on fixing that one thing, whether it was $50 or $100, it has blown that away from a reputation and income standpoint. And so it's all about that long game. It's all about playing the abundance level. It's all about doing the right thing for people and then just doing that over and over again and that is the leverage of telling people no is then following it up with, hey, here's who I can help. If you know of anyone, let me know. Being intentional about not just leaving it out there and hoping they send you those people, but actually telling, like, here's why I can't help you. Here's why I'm not going to be able to. Here's what I suggest you do. Here's who I can help. If you find anyone like that or know of anyone, send them to me. I'd love to help them instead. And that's the key. And when we're talking about this whole empathy discussion and how you do sales and that point at which you know you can help somebody or not, it's so important to do that right thing for them and the reasons why. And when you do this, again, this is the whole point, as I wrap up today, the whole point of this is to see yourself as a professional. What would a professional do? How would a professional operate? And when you can't help somebody, tell them no. When you can help somebody, it's game on, right? It's game on with you and them versus their fears, stuck in their comfort zone, other obstacles, other issues that come up, other people in their life that might get in the way. It's you and them up the mountain nonstop, right? And that's the key. And that's why again, we started with the rapport. We talked about empathy. It's now two weeks of empathy. You think, okay, empathy is just easy. I care, right? Ask some questions. I got it. This is the part that's so important. It builds the foundation. I'm telling you, when we get to the other parts, especially the last part of the authentic persuasion pathway, what you do here in this step is the most important thing. That's why I talked about last week where if you have a limited amount of time where you're talking to somebody, spend most of it in this step. Questions, probing, asking, empathy, caring, spend most of it here. Literally everything else becomes easy. Literally everything else. When it comes to objections, obstacles, issues, concerns, things like that, they will either disappear or they will be infinitely easier to overcome when you do this step, right? And so that is the big key. That's the big takeaway. If you want more information about this, if you want some tips on this, if you want help on asking questions, if you want some of the guidance around what I said, when you tell somebody no and what that scripting might look like, always email me. I'm happy to help. Happy to send you anything that I have or put something together for you that might help, email me. [email protected] also, I'm super excited. Coming soon is the private group coaching program. So if you like this information, if you're like, hey, this is great, taking lots of notes, watching it, checking it out, either live or the replay, and you're like, this is amazing. But I have this question, or what would you do in this situation? Or how can I handle this? Or what should I say to that? Then this is for you. So make sure to go to jasoncutter.com. And then across the top is a link for joining the pre enrollment waitlist for the private group coaching program. And I sent an email out to my list this morning. For less than the price of a gas station coffee a day, you could join a community of people who are raising their hand and asking questions in a nice, safe, private place where we're doing it as a community and people, we have weekly meetings and people are asking questions and supporting each other. And then we're just helping everyone become authentic persuaders, close more deals, make more money, and be successful in their life and as a sales professional. So if you want more information on that, go to jasoncutter.com, click the link at the top or email me [email protected] and for people who are joining the waitlist, I am also sending my ebook on overcoming objections. So you can read that and put some of those things in place, help you close more deals as well. And again, like I mentioned, if you want a free copy of selling with authentic persuasion, transform from order taker to quota breaker, email me. [email protected] same email I keep mentioning and then just let me know. I'll send you the link for the page. For that. You just cover shipping. I'll sign it, I'll send it to you. That way you've got that and you can work on becoming an authentic persuader. Thank you everyone for tuning in. I'm watching this, you know, mostly talking to the webinar group, also watching it on my phone. So I see John Welch. Thanks for tuning in there on LinkedIn. Appreciate that everyone else who tuned in live, thank you. And remember, each week I'm doing this, noon Eastern, 09:00 a.m., Pacific, six gmt on Fridays. And again, if you want to be a part of the conversation, you want to chat, you want to raise your hand, ask questions, make sure to find the Zoom webinar link. You can email me or you can find that online. And that's it for today, and I will see you next weekend.