How to Prevent Objections

i need to keep getting more quotes we really like this jacob but i just need to get some other quotes from some other vendors i need to get some from proposals from other companies or i need to go back to the vendor we use this sounds really good but i need to keep doing research this sounds good but now's not really a good time for me maybe call back in a few months i really need to talk to my business partners i need to present this in the to the board and if the board's interested

we'll get back to you have you ever thought about what you're saying or not asking that's triggering you to actually get those objections rather than just reacting to those objections when they happen if you ever thought about how to prevent those objections from even happening in your prospect's mind it's called objection prevention all right now when you hear those objections and you cannot overcome them what do you do at that point you do what i know what you do we train 158 industries i i know your industry you're watching like the back of my hand

i can assure you okay you start offering discounts and you tried to entice him to buy now and not later and you win a few over here and there but the majority you lose even after you offer major discounts how could that possibly be true at that point what has happened you've become commoditized in your prospect's mind and you unfortunately sound like every other sales person who tries to sell them something every day of their life and now they put you in what we call the commodity commoditization corner and you have to do a little

dance you offer some discounts and then you hope and pray that they're gonna buy okay we call that hopian it's a drug that so many of you are on where you hope and pray that something you're going to say is going to magically trigger the prospects to want to buy that my friend is a very hard and unpredictable way to make a living isn't it because you go to bed every night with what anxiety stress that affects your family and affects all the people you're around right am i right right you know what i'm talking

about let's just be real with each other okay i know what you do i know what you've gone through in the past i'm asking you why are you going through all that pain when you don't have to why are you going through all that pain you don't have to our clients don't have to go through any of that pain they don't feel anxiety at night they don't feel nervous why do they not feel nervous because they know the right nepq questions to ask because there are virtual training programs that disarm their prospects disarm their prospects

and triggers their prospects to want to engage to want to open up to them and to expand on their pain that causes the prospect to feel what massive urgency to get away and solve that pain solve their problems now not later all right so let's get to the tactical stuff i had to warm you guys up a little bit how to get your prospects to expand their answers to bring out more emotion that's the question i'm asking you how do you get your prospects to expand their answers they're giving you to bring out way more

emotion than you are how do you get them to relive their pain you do that by simply asking what are called nepq expanded probing questions now as you know like we talked about prospects buy a hundred percent on emotion and justify with logic now i'm gonna give you seven right now seven you better get your pin ready because i'm gonna go through these pretty quickly i'm just gonna go over them 12 times for you okay i'm going to give you seven expanded probing questions let's start off with an easy one most of you should know

this but you probably don't know how to ask this one this is the easiest one in planet earth okay this is a basic expanded probing question so let's say the prospect tells you something maybe a problem they have and you would ask tell me more about that tell me more about that see that's just a probing statement that's one of the easiest ones in pla on planet earth you should have already known that it's not rocket science for that one tell me tell me john can you tell me more about that now that's a powerful

way to get your prospect to expand on that problem they just brought up which brings up more emotion now here's another one this one you're only going to use if you sell b2b you wouldn't use this if you sold b to c business to consumer okay selling mono and mod if you're selling b2b to companies you would use this question let's say that you want to find out who the decision maker is in the company instead of asking are you the only the decision maker here or who besides you would be involved in making the

decision which they are used to every salesperson who's ever tried to sell them anything asking that question so most of them are not going to open up you're going to re-language it this is an expanded probing question can you walk me through your company's decision-making process when it comes to solving challenges like this sally can you walk me through so walk me through so i want you to write that down walk me through is a lead in phrase walk me through sally can you um can you walk me through your your company's like decision making

process when it comes to solving these type of problems now even if the person you're meeting with assures you that they are the one and only decision maker and you're selling to enterprise or let's say that you're selling even to an smb account which the average company united states of america has six to seven decision makers and or influencers you still need to find out who the other people in the company are part of that decision making process whether they are influencing the ultimate decision maker which is the case most of the time let's say

you're selling some type of cyber security software and you're talking to the ceo of the firm and they're like they're all in well the problem is is the ceo of the firm is not down in the trenches to even know most about to know a lot about those problems and let's say that you he wants you to talk to this chief technology officer or in some companies the chief information officer but let's say that that cto views your solution as a threat to his or her job well you probably need to get them involved because

even though the ceo is going to say yes or no do you think that cto who's going to be responsible in training the staff how to run that software or how to implement it is going to influence the ultimate decision you bet they are okay so you want to find out who the other decision makers are so that's a leading phrase can you walk me through that's number one that's number two actually all right number three i'm just warming up for you guys okay can you um john can you give me a specific example so

i understand that better so they say something to you like some type of problem john can you give me a specific a specific example so i have a better background on that can you give me is a lead in phrase can you give me so when a prospect tells about a problem or challenge they're having this question helps you see more behind the curtain of what they mean it also helps your prospect feel more pain of what the problem is doing to them once they elaborate more with specific examples now is pain good for you

pain is massively good for you as a sales professional or the business owner as it helps you build massive urgency in their mind that they have to do something now about solving this newfound pain that 30 minutes before they got into that conversation they didn't even know that they had that pain that's the power behind using any pq all right so can you give me now here's another leading phrase can you go over the qualities that you guys look for when you're choosing a vendor to work with that's more of a b2b question right there

can you go over with me the qualities that you guys typically look for when you're choosing a company to work with okay more of a b2b question there so can you go over with me is another lead-in phrase that helps your prospect uncover more in their mind of what they truly want and also helps you position your offer much more clear in their minds once you get to the presentation stage of the sales process with them because now you know exactly how they're going to make the decision at the end especially if you know if

they're meeting with competitors okay how about this one save the best for last we've got about three four more to give you walk me through the criteria you use when you're making a decision on something like this john can you walk me through the criteria you use when you're making a decision like this or can you walk me through what that means john walk me through what you meant by that see how simple that was walk me through is a lead-in phrase that allows your prospect to step by step explain possibly how the organization makes

decisions and allows you to know how to best position your solution within that process and who to influence to win the account if you're selling b2b if i'm selling b to c i could say walk me through what you meant by that see it's a standard clarifying question there all right here's another one describe for me sally can you can you describe for me what you're possibly looking for just to see if we could help can you describe for me what you're possibly looking for just to see if we could do something for you can

you describe for me what you meant by that can you describe for me what you meant when you said xyz see the different angles we can take that's another leading phrase that allows the prospect to go into far more detail on what they want and why and allows you to know how to better present that back to them in the presentation and stage of your sales process all right ready for these two rapid ones i'm going to give you can you unwrap that for me john can you walk back that last statement for me just

so i understand can you walk me back or can you unwrap that for me can you unwrap that for me so i have a better understanding how about this one can you unpack that for me a bit more can you unwrap that for me or can you unpack that for me are two more lead-in phrases to your expanded probing questions can you unwrap that for me and can you unpack that for me oh you're welcome there you go how about this one here's another leading phrase explain to me in more detail just so i understand

can you explain that in more detail so i have a better background explain that to me just so i have a better understanding explain to me is another leading phrase that allows your prospect to elaborate more on the problem they just mentioned to you and helps them feel more of the pain of the problem the root cause like what actually caused the problem the root cause and how it's affecting them even personally then after they expand on their pain i'm going to show you another trick that i didn't even tell you i was going to

do okay after they expand on their pain from a lead-in phrase from your probe your expanded probing questions you're then going to ask the following probing questions to help them feel it even more so i'm going to give you just three examples like i said i'm giving you a little hors d'oeuvre today i'm giving you a little nibble all right so after you've got them to expand from those lead-in phrases i gave you those expanded probing questions you're then going to probe even deeper with this now these three questions i'm about to give you are

very simple but psychologically they are extremely powerful so use them with caution okay all right they tell you the problem or the emotional pain they are feeling and then you can say you know can you walk me through what you meant by that or unwrap that for me a bit more oh because of this because oh okay okay hold on for a second how long has that been going on for so they tell you the pain how long has that been going on for and you can repeat the problem back okay i'm not understanding how

long have you had that issue oh for the last three years and then you're gonna say this okay so you've had this problem and you repeat the actual problem it's gonna be different for all of your industries okay you've had this exact problem the last three years has that has that had a impact on you so you've been going through xyz challenge the last six months has that has that had a impact on you see i leaned in did you see how my tonality changed the empathy okay that's the right tonality you have to learn

tonality if you really want to sell exceptionally well because i can teach you every i can teach you in our virtual training course we can teach you hundreds of the best questions to ask for every industry you're in right now what you're watching now we train companies and sales people in your industry right now that you're watching me so we can train you all the questions but in the virtual training course in our group coaching we have to train you how to deliver the questions the tonality when you learn the tonality i could ask that

question backwards and it would still bring out massive pain literally ask that question backwards and because of my tonality would have almost the same effect i'm not kidding you oh my gosh you have no idea hold on in what way though okay that's been going on for the past seven months has that has that had a an impact on you oh my gosh jeremy you have no idea well in what way though oh my gosh it's causing me to feel whoa whoa whoa whoa when you say it's cause stress what do you mean by stress

oh you don't have no idea that's causing this it's causing that see how you're building the emotional gap from where they are compared to where they want to be okay now those probing questions i gave you i just gave you a little nibble today pull out massive emotional pain and your prospects by on emotion or logic i think you know the answer by now all right so let me give you an outline expanded probing questions should begin with lead in phrases like this write this down walk me through tell me more can you share with

me describe for me unwrap that for me unpack that for me can you explain to me walk me through walk me through what you meant by that tell me more about that just so i understand can you share with me so i have a better background on that can you describe for me what you meant when you said can you unwrap that for me just so i understand that better can you unpack that for me just so i actually have a bit more of a background can you unpack that for me just a bit can

you explain that to me in a little bit more clarity just so i can see if i can help see how i can use those all over the place okay so those questions show your prospects that you are there for them you want to not only hear their pain you want to understand their pain you not only want to hear that pain but you want who to hear the pain you want them to hear that pain you want them to relive the experience of that pain they associate from not having the problem resolved yet so

what is the most intense pain in a human being what's the most intense emotion it's pain without pain there is no sale for you and that's why you keep getting i want to think it over i need to keep doing more research i need to keep looking around i want to go back to the vendor we've been using i need to get more quotes now is not a good time for us that exactly why you're getting those objections once you learn any pq you can quite literally reduce all of those objections by 70 to 80

percent and if you do every once while get one of those we're going to show you exactly what questions to ask to help them overcome that concern you