That costs too much money… It's WAY too expensive… I don't have the cash right now… What's the return on investment?

What about “I'm not going to pay $10,000, $15,000 or $20,000, for a virtual program! I expect an in-person experience.”

What are the biggest sales objections you and your team are getting consistently that block the big sale? How frustrating is it when you realize you’ve lost a potential client because they ghost you? 

I'll tell you why you keep getting these same objections. It's because you're not asking enough questions and that's what this episode of Capability Amplifier is all about. 

Gathering the right data so that you can present the right information and never feel like you’re in that, pushy/sale-sy/yucky mode. Instead your potential clients will be pulled into you, experiencing the moment where they say, “wow, I already know I want to work with you, how do we start, I’ve been looking for someone just like you for a long time!”

Today I’d also like to introduce you to someone super special! Her name is Marissa Brassfield and you may know her because she worked with Peter Diamandis for years, helping build the Abundance 360 Community and create the “Strike Force Team” that supported it.

A while back she left that organization and decided to evolve, grow and build her own career and we decided to start working together. Together, we created the Superpower Accelerator, which is a boutique experience where we help people build their brands and their platforms.

CLICK HERE TO LISTEN TO THE PODCAST

The biggest challenge that most businesses have is their messaging is off.

It’s why prospects don’t connect and convert.

Consistently having a great sales message that gets someone to enroll, is pre-qualified, and being able to repeat that same messaging over and over again is super important. Knowing that your sales team actually says the same things, tells the same stories, and is prepared with responses to all of the biggest objections to working with you would be invaluable, right? 

On this podcast, we share the deep psychology that has been proven to work. It's the same exact system that I am building inside Strategic Coach with Dan Sullivan and his team. Part of what Dan calls the Free Zone Frontier Program. 

If you're ever in a situation where you need to have a sales conversation, whether it's live or virtual, the first thing you need to ask is “The Dan Sullivan Question.”

“If you and I were to meet three years from today, what needs to happen in your life personally and professionally for you to feel satisfied with your progress?”

This will enable you to get inside the head and psyche of the person to and learn A LOT about them, their values and truly understand where they are in their lives. 

If you're talking to someone who is already financially successful and secure, they're going to have VERY different answers from someone who is a first time entrepreneur, perhaps fresh out of college, in debt or dealing with discovering themselves and their identity. 

When you are armed with this information it enables you to direct the sales conversation and perfectly personalize your offer to them.

Next is the DOS question (Dangers, Opportunities and Strengths). 

Ask your prospect: 

1 – What are the dangers that you and your business are facing right now? 

2- What opportunities are in front of you that you either cannot take advantage of because you don't have the right team, resources, capital or capabilities? 

3- What strengths do you have that could become something that differentiates you and your business?

When you have answers to those questions, continuing the sales conversation becomes much, much easier. 

To hear the rest of our responses to typical sales objections, go here to watch the video on YouTube or download and listen to the audio right now 

If you like powerful conversations with strong opinions, and elevated answers, head over to www.CapabilityAmplifier.com and scroll down to leave me a message, rate, review, and share! 

After you listen to the interview, leave me a message and let me know what you think of this episode OR ask a question you’d like Dan or me to answer in an upcoming episode! Head over to Capability Amplifier, scroll down and click “Send a Voice Message”. Dan and I give away cool gifts to a lucky winner every week. I think it should be you!