Objection Handling

Objection PAID Overview

This video introduces the acronym P.A.I.D, which stands for Postpone, Acknowledge, Isolate and Diffuse as a framework for objection handling during sales calls. It explains that when customers object to something it is important to first acknowledge their feelings before isolating the specific objection in order to effectively diffuse it. The four most common objections are financial concerns, spouse approval, timing issues and fear-based internal objections and this method can be used with any of them. Finally, it emphasizes that jumping on an objection too quickly can create resistance between customer and seller so taking the time to properly handle each one is key for successful sales conversations

Success is Right Outside of Your Comfort Zone

This technique for handling objections is about helping the customer understand that success comes from taking calculated risks and being open to change, even if it makes them uncomfortable. The conversation should focus on what happens if they don't take the risk, as well as emphasizing the identity of successful people who are comfortable with taking risks and making changes. This helps put their mind in a better state to sign up.

Objections Pattern Thats Not Serving You

The speaker is suggesting that salespeople use open-ended questions to encourage customers to take responsibility for their current situation and consider making changes. They should create a rapport with the customer, then present their product in a way that shows they understand the customer's needs while also emphasizing the importance of taking calculated risks. Finally, they should offer support throughout the process.

Objections Fear Based 3 Beliefs

This fear-based objection handling script focuses on realigning the customer's brain to think of reasons why they should sign up, rather than why they shouldn't. It is called the Three Beliefs and involves asking questions such as "Is this possible for other people to have success?", "Is it possible for you to have success?" and finally, "Is it worth it?". The goal is to get them to realize that if they don't take action now, two years can fly by and leave them in a worse position than before.

Objections Car Accident

In this video, the speaker explains how to handle objections using metaphors and analogies. The speaker suggests using a car accident metaphor in which they explain that just because something went wrong in the past doesn't mean it will go wrong again. They suggest normalizing the customer's feelings, minimizing their concerns, and allowing them to think about what might be the best thing they can do right now to put themselves in a better situation for the future.

Objection Handling Finances

When it comes to diffusing financial objections, the key is to acknowledge and isolate the objection first. Ask them what they like about your program so that they can tell you why they want to sign up without realizing it. Once you have isolated the issue as being just finances, offer a payment plan or fraction of upfront cost to make it easier for them. This way, you can still focus on getting results while making sure that their finances are taken care of.

Objection Timing

In this video, we discussed how to handle the timing objection that may come up during a sales call. We first need to identify what is causing the customer to want more time and whether it is fear, finances or something else. Once we isolate the root cause of their hesitation, then we can use specific techniques such as addressing fears or offering cost-effective solutions in order to alleviate any concerns they might have. Additionally, we will learn more about how to prevent these objections from occurring in future videos.

Objection Spouse

In this objection handling method, the D part is used to defuse the spouse objection. The process starts with isolating the objection and then asking them questions such as “What are you going to tell your wife if she doesn’t understand the reasons you might want to do this?” This helps create an aligned adversary frame where they have to come up with reasons why they should sign up for a program. It also may uncover any fears or resistance points that could be addressed. Finally, it's important to suggest a payment plan or down payment so they don't feel like they're spending too much money upfront.

Timing Objection Prevention

Timing objections can be avoided by prehandling them with questions such as asking the customer how long they have been experiencing their problem and why now is a good time to make a change. Additionally, emphasizing that time goes by quickly and discussing their goals for the future will create urgency in the decision making process. Lastly, it is important to explain clearly how your product or service solves their pain points in order to ensure that customers know what you are offering before they say "let me think about it".

Objections Probable Almost Certain Future

This is a discussion about how to combine different approaches when talking with someone who needs guidance and help in making decisions. The goal is to guide them without being too aggressive, but still challenging enough for them to realize the truth of their situation. This involves asking questions such as "What's the probable or almost certain future if nothing changes?" and encouraging them to make a change that will put them in the best position for where they want to go. Ultimately, it is up to the individual person whether or not they are willing and able to make this necessary change.

PAID Flow Chart