Small Business, Big Mindset

The Top 3 Sales Objections and How to Overcome Them

June 08, 2021 Muscle Creative Season 2 Episode 63
Small Business, Big Mindset
The Top 3 Sales Objections and How to Overcome Them
Show Notes Transcript

This week, let's talk about a biggie that plagues all businesses - how to tackle the most common online sales obstacles or objections. These are objections you might get from people when they're considering buying your product or service. 

 

When you learn the objections that people have when considering your offer beforehand, you an address it directly...before they even come up. This an be an organic conversation using copysation (listen to episode #53 - Connect with Copy: Grow Your Clientele), like I always say - use copy as a conversation. Some of the common ones you might hear are your product or service is too expensive, people aren't ready, they have to check with their spouse or partner, they think it might not work for them, or they can find the information for free. I go over the three most common:

 

  • "I don't have the money." aka "It's too expensive."
  • "I don't have the time." aka "I'm too busy."
  • "I'm not ready." aka "It's not the right time."

 

Remember that your job is not to convince anyone to buy from you. Your job is to make sure they are heard, and that you are making it crystal clear that you understand where they're coming from, what they desire, and how what you have can get them that transformation - the benefits they will enjoy along with their results.

Unknown:

Welcome to the Small Business big mindset Podcast, where we dive into tactical strategies to grow your business. And to make an impact on this world. A huge part of success is keeping your mindset and vision on track. So this is a major part of our process. And this podcast, let's do this. Hey, Erin here. Welcome to the mall Business Bay mindset odcast. This week, let's talk bout the biggie had to tackle he most common online sales, bstacles or objections. So hese are objections you might et from people when they're onsidering buying your product nline. So when you learn the bjections that people have, hen considering your offer, you an address it directly. This an be an organic conversation sing copies ation, like I lways say copy as a onversation. Some of the common nes you might hear are maybe our product or service is too xpensive, people aren't ready, hey have to check with their pouse or partner, they think it ight not work for them, or they an find the information for ree. So we're going to go over ith the most the three most ommon. So you might start to econd guess yourself, right? hen you hear these objections oming from people, you might tart to lose confidence or have hat is known as imposter yndrome, where you're like, I'm n imposter. I'm not really reat at this, who am I to think can do this right? Doubt tarts to creep in with what ou're doing. And you might oubt the value that you bring. aybe you're like, Well, nobody eally wants what I have anyway. o when you hear these bjections, don't let them get n your head, address them irectly flip the script, if you ackle these head on, you can inimize them showing up in the irst place. Think about bjections as an opportunity to ive people clarity, they have othing to do with you. It's not ersonal. So if you've gone hrough the ICA exercises that 've given you in the past, here you really know who your deal customer is, then you probably already know the objections they will have. So you can tackle these objections early on the timeframe leading up to when you'll be selling like if you're doing a formal launch, let's say you're going to launch your new product or service like in 30 days, right. So you have this lead up time that you can tackle these objections. So you can tailor your content around these objections or challenges. So if you have a podcast, social media posts, blog posts, then you if you have an idea of the objections your audience will have, you can create content through those avenues that counter the objections you anticipate you will feel when it comes to your launch. So I teach workshops leading up to my launches as well. And I use that as a tool to combat objections to. So typically, I'll hone in on like three objections within my workshops, the top three that are the most common, they impact the majority of my audience, I do a live q&a at the end, but I preload that q&a with questions I know will come up. So in addition to my podcast episodes having to do with content that correlates to my new product, I'll also have workshops and that sort of thing around that time. So we'll go through the three most common obstacles or objections that most people hear when they're selling, especially online. So the first one is I don't have the money. Okay, listen, people will always find a way to get something that they really want. Think about it, there have been times when something seemed out of reach financially, and you figured it out, right, you really wanted it. So you you found a way. So this is a clear depiction of the messaging not connecting, when people say they don't have the money, they're not seeing the value in what you're trying to get across. They don't know how valuable what you're offering is. So it's time to figure out how to connect your solution to their transformation, you've got to make it crystal clear, you have to get it across, it could be the story of your own transformation, or testimonials of others that you've helped. On the surface. Offering a payment plan can also help this right. So if if if someone says they can't afford it, if you break it down into three 612 month payments, a lot of times that worry goes away. And money back guarantee can also help people feel more comfortable as it feels less less risky, right? They give it a try in within the certain timeframe, you know, they can get their money back. The bottom line is that you have to get the benefits and value across what your offer can do for them. And talking about the benefits more than the features is always the way to go. People don't care as much about how many videos you're including, they care more about what's in it for them. So top tip there definitely talk about the the benefits, more than the features. You can list out how many modules they get and all that kind of stuff just for informational purposes, but you got to hit them over the head about the benefits and what's in it for them. The second one is I don't have the time, right so you probably have heard this one. So you got to make sure again, they were realize the impact that waiting longer will cause chances are they've already been waiting. What does it look like for them to keep waiting? Will they fall further behind what pain point will waiting cause or continue? Be clear on what the time investment is and suggest solutions of how they work can work it in. So paint a picture of like, if they keep waiting, like, what's that going to impact as far as their goals and what they can accomplish. And that if they do move forward and jump in, give them tips on how they can weave it into their day. The third one is I'm not ready, or it's not the right time. It's never the right time, you'll never be ready, there will always be things you think you have to do before you move forward. This is most likely rooted in fear, you can call that out. It's playing small, it's an excuse. So you gotta paint the picture of how it would feel if I took action, if they realized that now is their time. But you also want to tread lightly here and make sure it's an organic conversation. So bottom line is don't take objections at face value. These objections are normal, they're common, and you got to make sure people know that they're not alone in feeling them. But there's always something beneath them. It goes deeper, right. So like I said that people say, I'm not ready. I mean, that's fear talking. And so your messaging should go deeper, you've really Your job is to paint the picture of how your solution will help them, how it will help them accomplish their goals, whether life will look like once they work with you. Your job is not to convince anyone to buy from you. Your job is to make sure that your audience is heard, and that you are making it crystal clear that you understand where they're coming from what they desire, and how what you have can get them that transformation, the benefits they will enjoy along with their results. So that's just the three top common objectives in sales that I see the most in online sales. If you want, you can go back to last week's episode where I talked about how to structure a sales page. And if you know how to combat these sales, obstacles and the messaging to use that will help you have a high converting sales page as well. Hope it helps and we'll see you next week. Thanks for tuning in to the Small Business big mindset podcast. To keep the fun going. Check out our Facebook group start and scale an online business For even more free trainings and resources from fellow entrepreneurs. If you haven't already, head on over to Muscle Creative calm and click subscribe and join our email list for weekly updates. And if you've enjoyed this podcast episode, check us out on your favorite podcast platform to follow us and give us a review. As always be authentic bring an insane amount of value and keep crushing it