The document discusses different objections that may arise during sales conversations and provides responses to address each objection. It separates objections from logistical questions and emphasizes getting a yes, no, or follow up within 72 hours. Common objections covered include needing time to check with others, working with other agencies before without results, it not being the right time, being unable to afford it, and needing more time to think.
The document discusses different objections that may arise during sales conversations and provides responses to address each objection. It separates objections from logistical questions and emphasizes getting a yes, no, or follow up within 72 hours. Common objections covered include needing time to check with others, working with other agencies before without results, it not being the right time, being unable to afford it, and needing more time to think.
The document discusses different objections that may arise during sales conversations and provides responses to address each objection. It separates objections from logistical questions and emphasizes getting a yes, no, or follow up within 72 hours. Common objections covered include needing time to check with others, working with other agencies before without results, it not being the right time, being unable to afford it, and needing more time to think.
The document discusses different objections that may arise during sales conversations and provides responses to address each objection. It separates objections from logistical questions and emphasizes getting a yes, no, or follow up within 72 hours. Common objections covered include needing time to check with others, working with other agencies before without results, it not being the right time, being unable to afford it, and needing more time to think.
Handling You need to know the difference between an objection and a genuine logistical Things to keep in mind: question because there is a huge difference.
A logistical question is when they ask if you can break up payments monthly, how communication works, more about the service, etc.
An objection is a ‘no’ masked in excuses or invalid problems in order to dance around
the main issue at hand which is that they either don’t have enough money or they don’t see the value.
Really important you know the difference between the two.
IMPORTANT:Never leave the call/meeting without either a yes, a no or a follow up call
within 72 hours.
General chat for a few minutes
Crack some jokes, lighten the mood Try to find some commonalities. Don’t make this part longer than 2-3 minutes
‘I need to check with my business partner/spouse’
[Only if Zoom Call] No worries, that’s actually why I record every single meeting just in case someone else needs to be involved in the decision. I’ll send this recording to you right after our call. Let’s set up a quick 15 minute follow up meeting in 2 days so you have enough time to think about it. That’s understandable, have a chat with them & just remember that because they weren’t on this call with us, they may not share the same excitement so you really gotta show them the value of taking this conversation further. Let’s pencil in a quick 15 minute follow up call 3 days from now?
https://app.growyouragency.com/resources/plug-and-play/objection-handling 1/2 10/27/21, 1:19 AM Grow Your Agency
‘I’ve worked with other agencies before and they never seem to get the results they promise’
[Only if you have clients] It’s funny, every single one of my clients said the exact same thing. I think finding the right agency is like finding a partner, you have to go through a lot of bad apples until you find the right one… but once you find the right one, you realise it was worth it.
‘It’s not the right time…’
When will it be the right time to have [outcome from emotional buy in section] then? I don’t think you’ll ever feel like it’s the right time. That said, the longer you leave this, the longer your competitors get an edge on you and the longer you leave money on the table.
‘I can’t afford it’
You can’t afford NOT to. Let me ask you a question, what do you think the opportunity cost is of NOT moving forward with this?
‘How much time do I have to decide?’
How much time do you need? What does your gut instinct tell you? As I said earlier in the call, it’s a yes or no at the end of this call. Maybe I haven’t explained the service well enough. Are there any other questions I could answer to help make this easier for you?
‘I need some more time to think about it’
Absolutely, that’s understandable. Quick question though, what’s there to think
about? When I mapped out how we get results for our clients, you can see why it’s an absolute no brainer. Maybe there’s something I didn’t explain well enough?
