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Presentation

Negotiate to a YES

I’ve covered the first four steps of the selling cycle.

The fifth step is how to handle objections and turning a no into a yes.

Somewhere during this negotiation, whether it’s online or offline, you’re going to find that someone is going to say no.

They might say that they don’t have any interest in what you’re offering. Or, they don’t have enough money.

People will say “no” because they don’t understand or because they have Little Voices going on all about it.

Your job is to have the skill to turn a no into a yes.

How do you do it?

Through acknowledgment and asking questions. Learn how to handle the psychology behind the objections, which is just say “thank you” to everything.

Somebody says it’s too expensive? Thank you.

Somebody says you’re an idiot? Thank you.

You have no idea what you’re talking about? Thank you.


And then, you ask questions.

Why do you feel that way? What are you comparing it to?

Many people can’t sell because they feel terrified of public speaking. Any kind of public speaking is greater than the fear of death for most people.

Why?

Because they feel exposed.

If they mess up, everyone will see it. And it’s not so much about messing up but the embarrassment that follows. That’s what people are afraid of.

When someone says no, just remember this formula:

When your emotion goes up your intelligence goes down.

That means you’ll want to keep your cool, say thank you, then ask questions that may make them change their mind.

You’ll be more than ready to handle someone saying no to you and you’re not going to allow your emotion to go up.

That’s all there is to step five – objection handling.

And you can use this formula to turn a no into a yes.

 

If you want know the secrets to negotiate to a YES, online or offline so they trust, love, and respect you within minutes, I’d like to invite you to click here >>

 

Build Confidence and Ask Questions

You know that I’m a big advocate for quieting that little voice in your head. It stands in the way of so many things in life.

And, that includes your sales deals.

So, I have two words for you: role play.

You need to role-play. One of the ways to get over it, is through it.

I’ve worked with seasoned veterans. I got them to role-play handling the toughest objections until they have it down cold.

And, then I watched their conversions go up by 30% to 40%.

Why?

Not because they had snappy answers, because it’s not about the answers. It’s because their confidence level was so high, the person at the other end had a level of confidence in them as well.

Nobody’s going to give you $100,000 if they think you’re a shaky individual. So, you need to build up that confidence with role-playing.

It’s essential that you cover these components in your role-play:

  • Build Confidence

First, the old rule of thumb is, the person who asks the question is always in control. So, when you hear the objection, the first thing you do is acknowledge it.

“Thank you. I appreciate what you’re saying.”

Do this to create a point of agreement before you handle the objection.

  • Ask Questions

Next, it’s time for you to ask a question:

“Why do you think it’s too expensive?”

“What are you comparing it to?”

Of course, you can ask any question you want. But, the point is to ask a series of intelligent questions to get to the truth. Many times, the first objection is not the real objection.

It’s a bit like the first volley to get you out of the way or put you off. Practice countering it with your own questions.

  • Bring the Little Voice in Your Head Down and Confidence Up

Lastly, when role-playing, focus on getting past that little voice between your ears. When faced with an objection, you can’t falter. If you do, stop the role-play and start again.

Why isn’t it okay to hesitate? We hesitate in real life, right?

But remember, this drill isn’t about you handling a prospect. It’s about you killing that damaging, debilitating little voice. So, you need to learn to override it.