what's up guys welcome back to another video it is a beautiful day here in Miami and today I'm actually giving you guys a special treat you know it's Christmas Thanksgiving just happened it's the holiday season and you're supposed to be giving and all these things so I want to give you guys a free module from our sales education company closer cartel on High level objection handling so we're going to jump into my iPad I'm just making this intro for you guys and I'm going to show you step by step by step how to handle objections
how to think about it and sort of the flow that happens when you're properly handling objections and this will help you close a ton more deals help you be better in business and life sales everything so let's Jump Right In what's up guys I just got this iPad um to show you guys in a more in-depth way sort of how we're going to handle objections um putting in on google doc is cool but this really really really going to help you guys understand how objection handling actually works because it's a very nuanced topic so let's
go ahead and get started we have here this sort of tree and what I want you guys to understand about this you obviously start off with an objection but that objection is oftentimes not the actual objection okay and it could Branch off so you get this one this is what you're you're looking at you're like okay I just got this objection and it ends up being this where it ends up being this or it ends up being this okay and the only way that you know that is by me telling you this right now and
showing you how to handle it so let's get into that so let's start off with the partner objection okay so very common uh this one you guys are going to get a lot so it starts off here on the left with I need to speak with my partner okay that's the objection so obviously we in previous modules have showed you guys how to handle objections like the actual step-by-step process so bear with me we're going to show you without that just so we can get to the point um but let's say you get that objection
and you say yeah I totally understand right you confirm you agree you isolate uh does your partner understand this as much as you do this is you trying to isolate which one is real right and they're going to say more than likely no um like she she doesn't or no they don't because I'm the one on the sales call I'm the one that runs the company and then you get one of two things you're either going to get over here or you're going to get over here and depending on what happens that's how you know
which one to handle okay so confirm isolate reframe return so we're in sort of Step 2.5 at this point so if you get a response like this and I want you guys to understand this tree if you get an ex response of like oh no she doesn't okay cool you ask John I just want to confirm like you think this is a good idea right like like you're ready to move forward um if that wasn't a thing you would be ready to move forward today you just need to speak with your wife exactly okay that
is a real partner objection more than likely okay then you can handle that whereas if you get well no but I I need to think about it with her or oh like no she doesn't really understand it but I still need to to speak with her like okay that's probably not a logistical like real partner objection that's probably a fear-based objection okay and then we can handle that accordingly so there's different options when you have this right and this is just for the partner objection but this is the example I'm giving you guys so we
have like different frames once we get to this point here so this is where we're starting to reframe so you've confirmed you've isolated okay it's this one right here it's an actual partner objection um John I want to confirm this is the right one yeah 100 cool so now let's reframe that like how are we going to handle that objection well John what if you speak with her and she doesn't think it's a good idea like like I understand you speak with your wife or what if you talk to her and she's like oh no
I don't want you to do this are you going to listen to her um or are you just going to accept that and and that's it like you're not going to do this even though you know it's the right thing to do and this is where you can kind of challenge different frames depending on how the call went so you can go with the oh I mean you're you're the leader right like you make the decisions in your next relationship no okay cool or does your partner trust your judgment um John I totally understand right
like I I make decisions all the time um with without my partners sort of say so because she trusts my judgment and is that similar in your relationship or you completely ignore that frame and you go okay cool like if she says no is that it like even if you know this is the right thing to do what you just said are you are you just going to listen to your wife and and that's it you know um however if they give you more resistance obviously we gotta we gotta pick a different route so if
plan a really doesn't work we don't just end the call oh I can't close them we go to plan B if that doesn't work we go to play and C plan a here is handling and reframing it if that doesn't work then plan B is going to be more resistance so if they give you more resistance we're going to say something along the lines of like hey dude I totally understand uh listen let's do this obviously if you go speak with your partner and you try to relay everything we talked about in this call um
you might lose some some of what we talked about right and it's not going to hit as hard for them and obviously they're the ones we want to convince that this is the right decision correct yeah that's totally correct cool so let's do this let's actually set up a call with the both of us and I'll sort of just run them through exactly what we talked about does that sound fair that's very easy I've done that multiple multiple times even with super high ticket stuff or the same thing take a deposit down depending on what
your offer is so hey let's do this uh John do you think I could just take down like a small refundable deposit just so I know we're on the same page and uh you actually need to speak with your partner and then you and I will actually set up a call and we'll all speak together does it sound fair cool okay so you notice how let's go back here you notice how this starts off with I need to speak with my partner then it's okay which one is it is it this one or is it
this one and then it's okay we've identified that it's this one let's handle it here's step a cool does that work here's step B cool does that work here's step C if that doesn't work so obviously the actual process is straightforward confirm isolate reframe return but when you are actually handing handling objections it's very nuanced like I said you could get through that whole tree and then you think it's this one you think this is objection and it actually is this one but then you find out it's actually this one right so that's just how
the name of the game goes and we're going to be really good at handling these so let's pretend that this option is actually the one that went forward so I'm going to go ahead and remove all of these little little drawings that we have here but let's pretend that the fear was the one It Was Fear it wasn't actually any speaker my wife it was well I still need to think about it with her okay fear how do we handle handle fear so fear looks like a lot of things right it looks like I need
to think about it it looks like smoke screens it looks like it's not a good time it looks like a lot of different things so obviously after isolating and confirming anything left is going to be fear so the partner is a real objection that's a real thing that comes up okay Logistics that's a real thing that comes up but most of the time those are all and it's actually going to be fear so how do we handle fear so we handle fear with the same steps right confirm isolate reframe return these are our objectional handing
process and I'm going to give you guys an example okay so number one confirm I 100 understand John so this is the main issue right like you would be ready to move forward today but you you really do just have to speak with your partner yeah 100 cool I'm confirming that and I'm sort of isolating it then I'm actually going to isolate on step two so you can either use the one to ten frame remember uh hey John like on a scale of one to ten where are you at as far as moving forward today
oh I'm at a I'm at a seven whatever that that remaining three points is that's the objection right logistic money fear life whatever um or you use what they've told you so if they literally told you oh well I just got to speak with my wife you isolate like I just said hey so you're ready to move forward you literally just need to speak with your wife okay cool I'm I'm more than likely isolating that objection and then Loop anything else that they said back in to remove the objections so if they're literally telling you
like oh well my dog died and it's my Grandma's birthday and I have to do this just loop back in things they previously said on the call of hey dude you you told me at the beginning of this call that you really really needed to do this and it's fairly urgent um but it doesn't sound like that now why is that right make them defend their ground um number three reframe you want to have a 360 degree shift of belief and perspective so just like the partner one that that we're using as an example here
um of saying hey like I totally understand dude but what if she says no what if you ask your partner and she says no or is that it like are you just gonna be like okay um I'm sorry honey like that's it and you're not going to do this even though you know that it's the right move for yourself for your business for XYZ for whatever right that's a complete shift in perspective and that's what you have to do to handle these right number four you return it with a question so this is kind of
combined here depending on on which objection you're framing it um but by that example of hey what if she says no you know what I mean if and you know it's the right move what if she does say no I'm reframing and I'm returning it with a question so that they have to give a response and responses are either A or B there's there's rarely going to be a gray area so it's black or white it's yes or no and then you can handle from there right and also Let's uh keep in mind you're looping
in what the prospect said on the call this whole time so remember we're collecting ammunition so that we can use to close loop things in and make them justify their position okay if they're saying that a is the reality don't just be like oh okay that's it no no no no no no no you need to understand Y is a the reality okay or why not B because if not you're not actually handling objections you're just listening to what the prospect says so here's a real in-depth example guys and again we're using the wife objection
because I love using this one um the red here is going to be the Prospect and then the blue is going to be us and you can see the steps here one two three four in this actual conversation so Prospect says I don't know man I I just need to ask my wife I totally understand John so like if not would you be ready to move forward today like if you didn't have to actually speak with your wife is this something that you're you're ready to go you're ready to Green Light um you know it's
a good fit for you yeah I think so it all it all sounds really good I thought so um John let me ask you this let's say that you ask your wife and she says no like is is that it like are you going to do whatever she decides if you're asking her you know um obviously you think this is the right move for you but if she says no are you going to go with her decision or are you going to go with what you feel is right well maybe not right and this we're
going to start to they're gonna start to think and actually have the wheels turn like oh wow well maybe I don't need to speak with my wife right maybe that's just fear and then what I love to do when we're handling objections like this is not be super hardcore kind of make them handle it themselves right so if you notice I'm taking the pressure off of them in this next sentence so I'm saying uh John I mean by all means ask her you know but is that really going to determine what you think is best
uh I would hate for you to ask her and and she says no when you clearly want to do this and it's clearly important for your business or it's clearly urgent or whatever you're you're selling right um they're pretty much going to close themselves when you do this and this applies to anything money time uh let's let's do a time one I'll try to Rattle this off just just with my mind here without something written down I don't know man I I just I just don't think I have time to do this let's say you're
selling an info product of some sort of business model whatever I don't have time to do this I totally understand John um like listen we only have 24 hours in a day I know we get busy that makes total sense uh but let me ask you this like you said earlier in this call that this was a super super important thing for you is that is that correct or did you change your mind no no it is really really important okay John um like I get a question for you like when you get home from
work what do you what do you typically do oh well you know I come home and I eat and then I watch a couple hours TV and go to bed and I wake up and go to work again okay yeah cool so would you say that like watching TV is important to you John uh well and then they're gonna start to realize you know what I mean well no I mean not not really um but I just want to relax for a minute well John if this is really that important for you do you think
that you could make time in your schedule to to put towards this or you know like do you agree that people make time for the things that they value in their life boom handled it okay then you can close it's the same process confirm isolate reframe return and I'm telling you guys if you follow this no matter what objection you get and you understand from the start that it might look like this but then it's going to go here and that's going to go here and then it might be this one and then it might
be this one and then it might actually end up being logistical right you never really know which is why we need to isolate and then we need to reframe the confirming and the isolating that's that's fairly simple or the confirming but this is very very important if you don't actually isolate the objection you're gonna up because imagine the objection is truly a partner objection they actually need to speak with their with their wife and you're just yabbering on about money and you're like oh well I think it's the right decision for you man or hey
like scarcity like like you you really got to make a decision like you're just going to piss them off and you're not actually handing the right objection okay so understand which one is real if you have a whole line of objections understand which one is real and then reframe that and then handle from there
