Secrets of Hypnotic Influence and Persuasion Virtual Classroom Series

We have covered a ton of material together, I am excited that you are still with us. We have talked about what we need to do in order to really understand the way a client ticks. Then what are some of the ingredients to making an irresistible presentation? And after you make a presentation you are going to go over the close, and what often happens when we go to the close? That is the time when we typically receive objections correct? So let’s talk a little bit about objections.

But before we do that, let me just take you back through the stuff we have been to so far. If we do everything that we had talked about so far, really understand what our client is looking to achieve, go four or five levels deep to make sure that we can see the world through their eyes, make sure that we are using our twin barreled machine gun to guide everything logically and emotionally towards their compelling emotional outcomes. How hard is closing going to actually be? It has been said before that if you do your sales presentation correctly closing should just be a formality. But the secrets of hypnotic influence and persuasion is one of the few training program I have ever seen that actually delivers on that promise.

So let’s talk a little bit about the objections and handling objections. I want to work on a reframe with you actually; I want to ask you what is your definition of an objection? Lots of different things that you could answer obviously. What do you choose? Here is my answer. An objection is something that I received when something in my sales process goes awry. If you have really understood the world through their eyes, you understand what it is they are up against, you understand clearly the gap between where they are today and where they want to be, you understand what is the emotional benefits that they are going to receive, the emotional outcome that they are going to receive once they have close that gap.

You have put them into the driver’s seat and now we have linked up our offering, logically and emotionally with the only way that they are able to close that particular gap. We have created a presentation that is irresistible in the only place that it really matters; the mind of our client shouldn’t get too many objections! So my most precise definition, are objections are things that I receive when something in my sales process goes awry. It could also be defined, and is often defined as a request for an additional bit of information. As such one of the things that we need to make sure that we are doing is getting again to the answers behind the answers.

Think about some common objections that you might hear:

- It’s too expensive

- Your fees are too high

- Your company is to new

- Your company is too big

- I only buy American

- I never buy American

- I only buy things that are highly rated by Consumer Reports

So as you are listening to these now, having been through all of these virtual classrooms before what are you thinking I am going to probably suggest that you need to find out? Having heard those objections?

If your answer is, the answer behind the answers or another way to say it is the second half of the objection. Then ding, ding, ding, ding, ding to the front of the class! Let’s take for example your fees too high. That happens to be an objection that I like to hear, in fact if I don’t hear it enough I feel like it’s time to raise my prices. But what are some reasons that someone might say your fees are too high? What they might say because they simply don’t have the money or that money is not in the budget or they don’t have the ability to approve a purchase of that high or it may be too high compared to the competition that they saw in here a week ago or it may be too high compared to an ad they saw on TV a week or so ago. How you want to handle that particular objection is going to depend completely on the back half of that answer.

So here is the first strategy that you have got to pursue when you are faced with an objection:

That is get the back half! But get the back half in a way that they don’t feel the need to justify the statement that they have just made. You don’t want them digging into the position, you want to be genuinely curious. Nonthreatening and give them enough room to answer the question comfortably. So a couple of different ways that you might go finding out what the answer is. You could say if your fees are high, “I hear that statement occasionally but it is often a lot of different reasons that are driving that particular opinion. So I am curious why do you stay there too high?”

A simpler approach is just to say, “to high? How do you mean too high?” And how do you mean is a nice little mental aikido phrase because it propels the conversation forward opposed to saying, “too high why do you say it is too high?” That makes people move backwards and feel like they need to justify that opinion. The third way you could find out it’s just to put an inquisitive look on your face and say, “because?” Which ultimately is what you are looking for. You are looking for what is driving those particular statements but you want to enquire about it in a way that is not going to give them the need to have to defend their opinion.

And that is your homework assignments, for any objections that you get over the course of the next couple of days I want you to dive in and make getting the second half of the objection before you make any attempt to answer it. Because you want to make sure you are answering actually the right question that they are actually asking.

So good luck with that and when we get together again for the next virtual classroom we will talk about the couple of different ways that you can actually reframe objections. And the one big thing that you want to make sure at all costs you avoid it!