now let's go to the second objection how do you respond when the prospect says uh i don't know um i don't know barry this it just it just sounds too good to be true or let's say you're in a discovery call or you're going through the presentation they just stop you i mean this all sounds great but it just it just i just get this gut feeling that it sounds too good to be true how many of you have ever got that objection and lost a sale because of that i don't want you to have
to lose sales when if you have the right training you would make those sales like our clients make so how many of you have ever lost a sale to it just sounds too good to be true how many of you i know a lot of you have all right here's how you overcome that okay for for one thing we have to realize that this is just a fear-based objection this is you can get this objection in both b to c sales and b to b sales i was in four industries in my 17 year sales
career two b to c two b to b i got this objection in all four okay but it's really easy to overcome okay so it's a fear-based objection okay that you see in a lot of industries especially if you sell some type of product or service or training program that teaches people how to get money now you're not necessarily going to get this concern if you sell life insurance you're not really going to see it that much there or if you sell cars you might you're going to see this objection more like the coaching industry
or the high ticket industry or the make money biz up industry or fulfillment industry or recruiting industry maybe your job recruiter you're going to hear this a lot okay so there are certain industries i've even you know we even train a a big large company that sells cyber security to banks and this is one of the top 10 objections they get it sounds too good to be true by ceos of banks okay so you're going to get it in different objections some industries you just won't get this concerned let me roleplay it with you prosecute
says well it just it just sounds too good to be true jeremy well would you like it us to make it harder for you so the first thing out of your mouth if somebody says it sounds too good to be true you just laughed with them and said well would you like us to make it harder for you and you joke with them i'm telling you it is a massive pattern interrupt that causes most people to laugh and the concern is over right there now i'm going to show you how to keep going because i
want to make sure the concern is buttoned up but the first thing you do is a pattern interrupt one of most salespeople they argue with them and then they lose a sale so they say this sounds too good to be true i might say how do you mean it sounds too good to be true that i could either ask that clarifying question or i could say well would you like for us to make it harder for you and they go like oh i don't want it to make harder but you know what i mean and
then they're going to say something like oh don't get me wrong but when i was a kid my you know my grandpa would always say look john johnny boy or sally if it sounds too good to be true it probably is let's say the prospect says that so you would simply ask well um can i make a suggestion amy sure yeah go ahead that's saying if it sounds too good to be true it probably is where do you think that came from do you think that came from someone that was extremely wealthy or someone that
was poor let me ask that question again so that's saying if it sounds too good to be true it probably is do you think where do you think that came from did it do you think it came from somebody that's extremely wealthy or somebody that was poor lower your voice now 99 percent of people can say oh some of that was poor if they say i don't know well if you really thought about it who do you think it came from oh okay somebody that was poor okay exactly you say exactly someone that was poor
so if we start taking financial advice from people who are poor what type of financial results do you think we're going to get in our lives see how i ask that question did you see my tone okay you want to learn that tone we can teach you that tone our clients have learned that tone in our virtual training courses that's why they're selling what you are now but they make probably triple what you do they just learned how to do it you can learn how to do that as well okay so can i make a
suggestion sure go ahead jeremy that saying if it sounds too good to be true it probably is where do you think that came from do you think that came from someone that was extremely wealthy or somebody that was poor oh somebody was well exactly somebody who's poor so if we take financial advice from people who are poor what type of financial results do you think we're going to get in our lives and the prospects always will say well i guess the same results they're getting and then you're going to ask well do you do you
want to change that look how i leaned in look at my empathy my tone well do you do you want to change that yeah i want to change that and then you're going to say this this is an npq negative reverse well i mean you don't have to change it i mean tell me this like why why look at doing this now like why not push it down the road like unsuccessful people would let me repeat that well you don't have to change well no no i need to change okay but for you i mean
why why look at doing this now like why not just push it down the road like unsuccessful people would and you know what they're going to do they're going to push back and they're going to say oh no no i'm not going to be like that and then you're simply going to say okay so time to make a change possibly that is a nabq probing statement all taught in the virtual training courses in our group training by me and our sales trainers okay and then you're going to ask about two to three commitment questions which
we teach you those in the virtual training courses and the group coaching and then that person is ready to go you
