Episode 108 - How to Stop Two Major Sales Objections

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your
Enquiry-to-Sale Conversion with The Lead Flow You Already Have.



Today we're going to talk about two big blockages that you may
encounter in your sales process, and what specifically you can
do about them. 




Having a potential client make the decision of moving forward
with you and whatever solution your business is offering to
them is easier said than done. You probably have talked to some
of them that are reticent about taking the next step, they may
even argue that they’re afraid to do so, or that the price you
are charging is too high. 




If you're getting the same objections coming up over and over
again, there are specific reasons that you're getting those
objections. 




You are experiencing blockages, and I’m pretty sure you’ve
wondered what you need to do when they happen to
break the streak. In this episode, I want to talk about two of
these blockages, what causes them, and what you can do to stop
them from happening in the first place. 




As mentioned, one of them occurs when somebody says to you,
“it's too expensive, it's more than what I plan to spend” 




Your price may be high, and if that’s the case, the value your
business is offering has to keep up with that price.
Essentially, if you listen to this objection, it
means that you haven't established sufficient value before they
know what the price is.  




Value exists in a couple of different forms. A lot of people
think about it in terms of features, advantages, and benefits.
They explain to somebody why a particular product is different,
how it's going to work in that person's life. Don’t get me
wrong, that has merit, especially if what they are saying is
relevant to that person’s situation. 




However, there is another part of establishing value that
people often forget about or just ignore, and that is the cost
of inaction. 




If you're fixing a costly enough problem that is valuable, and
then the value of fixing that costly problem becomes greater
than the investment in your particular product or service, the
person will actually buy because they’ve realised the
cost of doing nothing is greater than the investment they’re
making in your solution. 




That problem can be either costing them too much money, time,
or energy; it can also be exceedingly annoying for them. That’s
why you need to create an environment where they understand and
discover for themselves how their challenges are
affecting their business, and how you can help them. 




I’m going to give you the elements required to build this
environment. I’m sure that knowing this will help you overcome
those apparently dead-end situations. You’ll find that it is
actually possible to prevent these objections from happening if
you have a well-organised process. 



To DOUBLE your lead-to-sale CONVERSION with the leads you already
have, go to http://JohnBlakeAudio.com for his exclusive, free,
no-fluff, audio training and companion PDF guide.


Inside you’ll get word-for-word email follow-up templates, phone
scripts, and more that you can put to use today.