Objection "I'm going to need to discuss it with.... (part one) - relate to the situation of the prospect
"it sounds like you've been burned in the past with products/services that go unused. I get it! It feels like
you're just pouring money down the drain."
Objection "I'm going to need to discuss it with.... (part two) - clarify the objection
"If I understand you correctly, it seems like your top concerns are: a) and b)
did I get that right?
Further probing questions that focus on other prospect's concerns? - "Other than these two concerns,
what else do we need to address?"
how to minimize a ""I'm going to need to discuss it with..."objection - "The best way for your team to
experience the power of our product/service is to get their hands on it.
What if I take the burden off you and take full responsibility for getting your team trained and making
sure they are using it?"
"Since this isn't a long-term commitment and you can quit anytime, if your team doesn't use the
program we can shake hands and part ways.
There isn't much to lose here and there's a lot to gain, so why don't we get your account set up, and let
me make this easy for you?"
the discipline to ask - "You must ask for what you want, directly, assumptively, assertively, and
repeatedly."
why aren't you getting what you want (appointments; micro-commitments; information and data; next
steps; leveling up to decision makers or down to influencers)? - fear of rejection => hesitation, weak
words, your voice and body language exude insecurity and desperation.
why is asking confidently so difficult? - because it makes you VULNERABLE
"requires you to put it all out there and take an emotional risk, with no guarantees. "
, where does vulnerability come from according to Dr. Brene Brown and what does ut conjure up? - it
comes from uncertainty, risk and emotional exposure. It conjures up the fear of rejection
what are the 3 keys to asking? - 1)Ask with confidence and assume you'll get what you want
2)shut up (don't be intimidated by silence)
3) be prepared to deal with objections
what is emotional contagion and why does it matter in sales? - the human unconscious ability to pick up
other people's emotions-either positive or negative- and mirror them.
being aware of this helps you influence your prospect's behavior by being relaxed, confident and
assertive, which reduces resistance and objections.
what is the assumptive ask and where does it come from? - the expectation of a positive outcome after
a request.
Since I expect the prospect to comply with my request, I behave and act consequently.
It comes from self-belief and self-talk ==>
"when you tell yourself you are going to win and keep telling yourself so, it bolsters your confidence and
expectation for success"
the assumptive ask is a mindset of positive expectation. How does it manifest itself? - it manifests itself
in your outward body language, voice inflection, tone and the words you choose.
what's the effect of the assumptive ask? - it compels prospects to comply with your request because you
exude confidence.
=> I believe I am going to win => self-confidence => I transfer the same confidence to the prospect
what are the most powerful nonverbal messages when asking for what you want? - relaxed confidence
and purposeful enthusiasm,
how do you build purposeful enthusiasm and relaxed confidence? - by mastering nonverbal
communication:
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