Get them to COMMIT in Sales: What to Say to Prospects

we'll get back to you if we're interested this is one of the most common objections in sales today I'll walk you practical steps to handle this objection effectively at any stage of the sales process whether it's the very beginning the middle or the very end and we say by end of this video you learn how to stand out maintain Authority and move the conversation forward so the first phase are early stage objections have you ever been brushed off with I'll call you later just seconds into a conversation here's how to flip the script now first

understand the context early objections often stem from a prospect's knee-jerk reaction to an unexpected coold call it's not about you it's about their fight or fight response I'm sure you probably done the same thing when someone call calls you so think about this way they're not rejecting you they're just reacting to the situation so here's how to Pivot you want to avoid the desperation trap which is you never want to agree to a vague callback this lowers your status and positions you as just another salesperson instead show confidence you want to take control of the

narrative instead and you take control of the schedule so you want to respond with authority and say something like this hey possibly I just need to check my availability if you have a counter handy we can find a specific time so we're not chasing each other so notice here how this positions you as a professional guiding the conversation and you want to book a short-term followup so you want to schedule that meeting for the same or next day you want to avoid setting it too far in advance as they less likely to follow through now

that you set a clear Next Step the contion is now on your terms the reason this works is this response suddenly positions you as a busy in demand professional which elevates your stat in the prospect's eyes whether it's consciously or subconsciously now the next phase is the mid call status frame so do you want to be seen as the authority rather than just another salesperson here's the secret you need to establish a status frame that means starting a call on equal footing with the prospect throughout the conversation shift the dynamic so they are viewing you

as a trusted expert this shift in perception is subtle but really powerful what's really key is Detachment you want to show that you're not overly invested in the outcome this makes the process like they're pursuing you and not the other way around here's how you let your confidence do the heavy lifting and you want to utilize strategic phrasing you want to use language that suddenly reinforces your strategy for instance hey let's find time to work for both of us to where you're not left chasing me notice how this language positions you as an equal and

not a subordinate notice even how I had a little bit of laughter at the very end to make fun as well given the scenario now you do want to read their signals okay so prospects often use objections like hey we think about it just a stall out you want to learn to identify the real concern hiding behind their words and by reading between the lines you can address the real issue now here's why this works confidence and subtle Detachment communicates as your time is valuable making your offer far more desirable nobody likes smell smelling that

commission breath next phase are late stage objections at the end of the call when they say let us think about it do you lose hope here's how you can regain control so first you want to disarm their defenses you want to acknowledge their hesitation with a relax and understanding tone that sounds something like this hey that's not a problem what's your time period for falling up later today or tomorrow now this puts you back in the driver's seat while respecting their concerns and then you want to set the stage for transparency often times process will

hide their real concerns so you want to encourage honesty with nonthreatening questions in a very casual lateb back manner so for instance hey before I go what were you planning reviewing your mind so I can address any questions during our next call now you start to uncover the truth also notice how my tonality is very soft and easy cuz I need to put them in a Zone where they feel very comfortable to hopefully share with me what's really on their mind because ultimately then I can uncover the real objection like usually to think it over

it's rarely genuine you want to use question to pin by their true concern whether it's budget timing or Clarity and this Clarity allows you attack the real issue head on and once you're able to uncover the real objection then you're able to collaborate on Solutions together cuz once they share the hesitation you want respond as a partner together not a seller you want to work together address the issue and find a path forward by positioning yourself as an ally you're making the buying decision easier for them and the reason this works really well is this

approach lowers their guard invites open dialogue making it easier to resolve their actual objections now you might be asking me yeah that makes a lot of sense but what about more complex deals when there's two three four five 10 different decision makers as part of the process here we'll discuss how to turn that we'll discuss internally into an actual meaningful Next Step first you could just simply propose a collaborative demo or next meeting if they're not ready to commit suggest a practical next step and it may sound something like this hey the next step if

it makes sense is a quick demo with your team to explore how the solution addresses your needs this makes the next step feel very natural and low pressure and obviously depending on where you on the sales cycle once you sell you can switch out the demo from maybe a deeper di meetings to meeting other stakeholders to even potentially approve a concept or trial depending on where you are in the sales process now here's a little subtle tip when you're doing this you can also lean in physically and verbally like whether this is inperson or Zoom

when you lean slightly forward and asking critical questions this reinforces sincerity and engagement your body language speaks volumes about your confidence now you can also utilize what's known as author record questions which frames a query as casual yet confidential for instance let's just say they're a little bit resistant to maybe the next step you can say something like hey just between us off the Record what's really holding you back from exploring this further notice some of the intentional pausing the tonality I'm doing here now with the term even off the record you do want to

be really careful with this because if you use the term author record like 10 times in your conversation it's going to come off very disingenuous you don't want that so one time really at best is when you want to do this with on a sales call if you notice even that phrasing I I shared this with you a second ago it encourages honesty without feeling confrontational and then of course then you can also then reiterate their goals as well as they share what's on their mind and you can tie their objection back to their state

of objectives which helps you create compelling reason to continue the conversation forward by helping the con the dots together you're making them easier to say yes especially when they realize the cost of inaction is very high so they must take some sort of Next Step action with you now the reason these work is because these strategies create urgency and focus while maintain a really collaborative tone you're not trying to be pushy you're not trying to be aggressive your end goal is to help them solve problems so you're Trum as a trusted advisor but you're doing

in a way where they feel safe and comfortable to be able to agree to what you want them to do so you can move move the deal forward the next phase is closing with confidence here's how to actually seal the deal you want to reaffirm the next steps after addressing concern and confirm the commitment by scheduling a fault meeting or a demo or proof of concept this by itself reinforces their decision to continue the conversation and then you want to end with authority you want to conclude the conversation with a confidence and a clear plan

that you state directly to them so for instance that sounds something like this hey great we connect at inst scheduled times we'll connect at Friday 8 to 8 a.m. with with stakeholder 1 2 and three this will give us a chance to do a deeper dime and finalize the best solution for your team so by doing this you're now solidifying your role as a trusted guy in some situations you'll need to follow strategically cuz for instance if they miss the next call you do want to reach out after a few minutes not immediately cuz you

do want to maintain your authoritative stance what's key to remember here is a measur respond keeps the momentum going without appearing desperate now the reason these strategy works so well is because ending decisively with really clear Next Step positions you as a leader and keeps the process moving forward without desperation now if you master all these steps you'll transform objections from Roblox into opportunities your process will see you not just as a salesperson but as a trusted advisor and that makes all the difference now if you want our help to help you close more deals

head below and put call my team to see if it's a good fit for our coaching program if you want to see scientifically proven Stu to build rapport with any Prospect I'll see you this next video right here