The Conversion Code, 2nd Edition

Chapter 33How to Overcome Objections

Let's be honest: even the best salespeople in the world hear no a lot more often than yes. You can attract high-quality leads, schedule qualified appointments, and crush your sales calls, but you will never close 100% of your prospects.

So, in this chapter, I will teach you what to say when they say no. The nice thing about doing the conversion code properly is that you will hear no a lot less than you do now but you will still hear it often. It comes with the profession.

BUYING QUESTIONS VERSUS OBJECTIONS

“I appreciate your time, but I'm not interested.” That's a no.

“How long does this take? How does the billing work? Can I change my mind later?” Those aren't nos. Those are called buying questions.

If you did your job properly, people will have started to visualize themselves as a customer (which is exactly what we want), and when they do that, their questions can quickly change. You flipped a switch in their mind that caused them to go from a brick wall mindset to a buying one.

So, when you close and it's not an explicit yes, remember that doesn't mean it's a no, either. Sometimes we mistake those buying questions for objections in the heat of the moment, when really it's just a logical question for them to ask. In fact, it's great to get buying questions. When you get them, just remember to ARC.

ARCING

Similar to an ARP, an ARC also starts with acknowledging the question they asked and then responding (AR). The difference is that ...