#1 - Make sure you’re handling objections in the right way
Go through the objections if you don’t know how to do this. If your pressure is NOT coming from a place of preeminence and moral authority, then you’re doing it wrong.
#2 - Re-build rapport for 2-3 minutes AFTER the door is finally closed
Usually when you’re handling objections, you’re able to tell when the door is finally closed. The moment where you’ve done everything you can do, left it all out there, and it’s simply not going to happen.
When you get to this place, many salespeople end the convo as quickly as possible. This burns the bridge of follow-up. You’re basically communicating: if you’re not gonna buy, you’re worthless to me as a person.
Instead, we do this and going to stay on the call for 2-3 minutes, re-affirm the decision to think, set your follow-up call and then give them homework.
No worries, I’ve actually gotta head off here in a few and I want you to think about it and make sure it’s the right thing for you before making any decision. Ok?
So let’s set up a call to iron out the rest of the small details tomorrow and then we can figure out what’s going to be the best thing for you from there - sound good?
Gotcha so I have 1.45pm and 3.4pm CST open tomorrow… which one of those work?
100% sure 3.45pm works? Great, let’s do 3.45pm CST… I’ll send you a calendar invite.
Always be sure to book at Quarter to the hour for 15 mins
Did you get it? Can you check now for me in your inbox or calendar and accept that one because if you don’t, someone else will book over the top of it and I don’t want you to miss out…
Great…
And short of getting hit by the bus (haha) will you let me know if anything comes up prior to that call to where you can’t make it or have to reschedule?
Great so write down any questions that pop up between now and then and we can knock those out on the call.
And then look - if you still feel good, we can talk about getting going if that’s the best thing for you. Or depending on what we talk about we might want to hold off a bit until the time is right and then in the meantime we can just keep communication open til’ you're ready. Sound good?
And last thing… I got a bit of homework for you to go through - probably take 5 min - that I think would be helpful for you based on what you shared with me earlier on the call. Will you be able to take 5 min to go through that before tomorrow?
Awesome - I’ll shoot it through via email. Anything else before we hop off?
See ya tomorrow 4pm CST.
Let me pause you for a second here…
I gotta head off here in a few and I actually don’t want you to make a decision on this right now - I want you to think about it and make sure it’s the right thing for you before making any decision. Ok?
So let’s set up a call to iron out the rest of the small details tomorrow and then we can figure out what’s going to be the best thing for you from there - sound good?
Gotcha so I have 2pm and 4pm CST open tomorrow… which one of those work?
100% sure 4pm works? Great let’s do 4pm CST… I’ll send you a calendar invite.
Did you get it? Great…
And short from getting hit by the bus (haha) will you let me know if anything comes up prior to that call to where you can’t make it or have to reschedule?
Great so write down the rest of your questions you have and we can knock those out on the call.
And then look - if you still feel good, we can talk about getting going if that’s the best thing for you. Or depending on what we talk about we might want to hold off a bit until the time is right and then in the meantime we can just keep communication open til’ you're ready. Sound good?
And last thing… I got a bit of homework for you to go through - probably take 5 min - that I think would be helpful for you based on what you shared with me earlier on the call. Will you be able to take 5 min to go through that before tomorrow?
Awesome - I’ll shoot it through via email. Anything else before we hop off?
See ya tomorrow 4pm CST