{"id":2493,"date":"2020-02-14T16:39:04","date_gmt":"2020-02-14T16:39:04","guid":{"rendered":"https:\/\/wordpress-208265-2589390.cloudwaysapps.com\/?p=2493"},"modified":"2020-02-14T16:39:04","modified_gmt":"2020-02-14T16:39:04","slug":"hidden-sales-source","status":"publish","type":"post","link":"https:\/\/angiecolee.com\/hidden-sales-source\/","title":{"rendered":"the hidden source of sales"},"content":{"rendered":"

If you\u2019ve got an offer out there in the wild, odds are you\u2019ve encountered objections.<\/span><\/p>\n

And when you\u2019re not expecting them (like when someone randomly replies to an autoresponder with a surprisingly personal message), they can be a bit discouraging or overwhelming.<\/span><\/p>\n

But I actually REALLY love objections.\u00a0<\/span><\/p>\n

On my teams, I\u2019ve got an \u201cobjection buster\u201d reputation\u2026 and it\u2019s not uncommon for the customer service team to bring me a challenging email to see if I can turn it around.<\/span><\/p>\n

Probably 8 or 9 times out of 10, I can\u2026 and here\u2019s why:<\/span><\/p>\n

Objections are sales in disguise.\u00a0<\/strong><\/h3>\n

So are complaints\u2026 and for a similar reason.<\/span><\/p>\n

Think about it\u2026 if someone really doesn\u2019t care about your offer, doesn\u2019t vibe with it, doesn\u2019t want it, most of them aren\u2019t going to bother to reach out to you.<\/span><\/p>\n

Of course there are some batshit crazy exceptions to the rule (and a more than a few folks with too much time on their hands and nothing better to do than fire off \u201cI\u2019m gonna show you\u201d emails).<\/span><\/p>\n

But for the most part, if someone\u2019s taking the time to reach out, it\u2019s because they actually ARE into you. They\u2019re just not entirely sold.\u00a0<\/strong><\/h3>\n

Maybe they\u2019re concerned about the price, or the time commitment.<\/span><\/p>\n

Maybe they\u2019ve been burned by someone before who made them believe and then sold them a load of shit.\u00a0<\/span><\/p>\n

Someone who reaches out to you, by and large, wants reassurance that they\u2019re in the right place. And you could ignore it, you could fight it, or you could do what I do and win them over.<\/span><\/p>\n

Personally, I like to make a bit of a game out of it\u2026 especially if they\u2019re really upset about something. That\u2019s not to say that I think being legitimately upset is a game to be won.\u00a0<\/span><\/p>\n

By \u201cgame\u201d I mean, I want to figure out how I can deliver a ton of value, solve the problem, and take them from \u201cwho the hell does she think she is?\u201d to \u201cI think I love this chick\u201d by the time our conversation is over.\u00a0<\/span><\/p>\n

I REALLY enjoy this level of problem solving. It\u2019s almost like putting together a puzzle or figuring out a brain teaser.<\/span><\/p>\n

I\u2019ll share an example from my own experience:<\/strong><\/h3>\n

Awhile back, I wrote a promotion for a big live event. Think Tony Robbins style, with a pretty sizable crowd and a lot of passionate, enthusiastic people together in one place.\u00a0<\/span><\/p>\n

Someone reached out to customer service to ask if he should come to the event if he hasn\u2019t yet achieved X.<\/span><\/p>\n

Customer service replied with how our events include a ton of people, at all different skill levels. How he\u2019ll get a ton of value and clarity and focus, and it\u2019s alright if he hasn\u2019t yet achieved X.<\/span><\/p>\n

He wrote back wanting to know if we were going to dedicate time to talking about X at the event, and mentioned that if we weren\u2019t, he didn\u2019t know if he should attend.<\/span><\/p>\n

Enter the \u201cObjection Buster\u201d.\u00a0<\/strong><\/h3>\n

I helped customer service with a reply, and I\u2019m paraphrasing here:<\/span><\/p>\n

We keep the agenda close to the vest, and I can\u2019t promise you that we\u2019re covering X. What I CAN tell you is that we\u2019ve had people just like you who have attended the event before they felt ready, before they did X\u2026 who came out feeling ready to conquer the world. I get that it may be uncomfortable, but how uncomfortable would it be to put this off for another year or two until you feel ready? So we can\u2019t tell you if it\u2019s the right time to come – only you can tell if now is your time. But whether it\u2019s this year, or next, or two years from now\u2026 we\u2019ll be happy to have you.<\/span><\/em><\/p><\/blockquote>\n

Let\u2019s break it down:<\/span><\/p>\n

    \n
  1. He wants to know the agenda (so he knows his concern will be addressed). <\/b>We don\u2019t have an agenda we can share, but I don\u2019t want to ignore his question and pretend like he didn\u2019t ask it. So I answer it directly and give a strong reason why – in this case, it\u2019s that the presenter likes to be open to ideas and stories coming in to change up the flow, even at the last minute. That\u2019s because he wants to provide the best possible experience for his attendees.
    \n<\/span><\/li>\n
  2. He wants to know if he\u2019ll fit in if he hasn\u2019t done X (because who likes feeling left out or like they\u2019re not on everyone else\u2019s level?).<\/b> So I let him know he\u2019s not alone. He\u2019s likely not going to be the rawest newbie there, and it\u2019s likely (based on our attendees\u2019 testimonies) that he\u2019ll move forward much faster than he thinks he will\u2026 even if he doesn\u2019t figure out X.<\/span><\/span> <\/li>\n
  3. He wants permission to come or to put it off, and validation he\u2019s making the right choice.<\/b> And here\u2019s the tricky part – where most people screw it up. Most people will go for the hard sell here and say ABSOLUTELY yes, you should be here\u2026 and about half the time that will encourage someone to jump in. And the rest of the time it\u2019ll scare them off and give them an \u201cicky\u201d feeling.<\/span><\/span><\/span> \n

    We let the choice be his, and told him either way we supported him. And here\u2019s WHY I chose that route – he\u2019s more likely to come and be highly glad he did if it is his choice. He\u2019s more likely to come and be looking at everything extra critically if he feels coerced. That\u2019s not a great experience for him, or for the company. We want raving fans and people who love sharing their experience with others.\u00a0<\/span><\/li>\n<\/ol>\n

    So I don\u2019t know how it\u2019ll turn out, if he\u2019ll feel comfortable or not. If he\u2019ll make the leap of faith or not.<\/span><\/p>\n

    For some folks it takes awhile to work up that courage, and that\u2019s alright.<\/span><\/p>\n

    When talking to customers with objections, you\u2019ve got to remember\u2026 your business isn\u2019t going to disappear tomorrow if you don\u2019t close that one sale. If it is, you\u2019ve got bigger problems to worry about.<\/span><\/p>\n

    Ideally you\u2019ve set yourself up with the long-haul in mind. Because when you\u2019re thinking in terms of longevity, it\u2019s not just about that one sale you can make today.\u00a0<\/span><\/p>\n

    It\u2019s about how you create a relationship with someone.<\/strong><\/h3>\n

    Because creating a relationship (based on trust) is the only real way to transform them from prospect into raving, lifelong fan.\u00a0<\/span><\/p>\n

     <\/p>\n","protected":false},"excerpt":{"rendered":"

    If you\u2019ve got an offer out there in the wild, odds are you\u2019ve encountered objections. And when you\u2019re not expecting them (like when someone randomly replies to an autoresponder with a surprisingly personal message), they can be a bit discouraging or overwhelming. But I actually REALLY love objections.\u00a0 On my teams, I\u2019ve got an \u201cobjection…<\/p>\n","protected":false},"author":5,"featured_media":2503,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_seopress_robots_primary_cat":"none","_seopress_titles_title":"","_seopress_titles_desc":"","_seopress_robots_index":"","footnotes":""},"categories":[23,24],"tags":[],"acf":[],"_links":{"self":[{"href":"https:\/\/angiecolee.com\/wp-json\/wp\/v2\/posts\/2493"}],"collection":[{"href":"https:\/\/angiecolee.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/angiecolee.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/angiecolee.com\/wp-json\/wp\/v2\/users\/5"}],"replies":[{"embeddable":true,"href":"https:\/\/angiecolee.com\/wp-json\/wp\/v2\/comments?post=2493"}],"version-history":[{"count":0,"href":"https:\/\/angiecolee.com\/wp-json\/wp\/v2\/posts\/2493\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/angiecolee.com\/wp-json\/wp\/v2\/media\/2503"}],"wp:attachment":[{"href":"https:\/\/angiecolee.com\/wp-json\/wp\/v2\/media?parent=2493"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/angiecolee.com\/wp-json\/wp\/v2\/categories?post=2493"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/angiecolee.com\/wp-json\/wp\/v2\/tags?post=2493"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}