You’re 36 minutes into your 5th sales call with your prospect…

They’ve talked your ear off on this call to the point where you think you may not make it home in time to watch your favorite episodes of your Jersey Shore season 3 DVD before bedtime.

But just then, your prospect starts to run out of steam and the call looks to be coming to an end, sadly along with your chances of closing the deal today.

You decide this sales cycle has gone on long enough, and you won’t stand for it any longer.

You take a deep breath, glance over at your 2nd Place little league trophy sitting on your desk – which is there to remind you that you’re w inner – and you muster the courage to ask this prospect for the business.

“So at this point, the next step is simply to send you the agreement to authorize so you can started with the program. Does that work?”

Crickets…there’s dead silence on the phone.

2 seconds go by…then 3…then 5…then finally…

The prospect responds “Yeah this all looks good, but let me think about this before making any rash decisions.”

UGHHHHHH after all of your precious time, effort and sacrifice he STILL had the balls to throw out the oldest objection in the book!

So now what do you do?

3-Step Objection Demolition Framework

Maybe you can relate to our salesperson above, or maybe you’ve been lucky enough to make it through your entire sales career without ever facing any type of resistance?

Don’t answer that, the latter was pure sarcasm because that scenario doesn’t exist in the real world.

Anyway, I’ve seen scenarios like this countless times in my sales career, and it took me years, many books, virtual training courses and no less than 50 hours on YouTube trying to figure out how to handle objections.

The comically sad thing is that after all of that learning, studying, practicing and role playing…I still had trouble remembering 100+ word tracks when it came time to use the stuff when I needed it.

Lucky for you I did all of this work and invested all of MY money so YOU don’t have to in order to figure out what I’m about to share with you! (pay attention)

The 3-Step Objection Demolition Framework:

1. Agree
2. Isolate
3. Solve & Close

Yep, that’s it. That’s all you need to handle any objection whether it’s about the product/value, price, term, timing, smokescreens, anything.

Now I realize just giving you those steps is relatively useless without an example, so here’s how this would sound on a sales call:

Prospect: “Let me think this over for a few days and I’ll get back to you.”

You (Agree): “Yeah that makes total sense that you’d want to think this over to make sure this is right for you.”

You (Isolate): “Other than wanting to think about this, is there any other reason you wouldn’t move forward today?”

Prospect: “Well I guess the price is pretty high, and I’m not sure this is the best thing to be buying right now.”

You (Agree): “I agree the price is, no agreement from me on that one.”

You (Isolate): “Tell me, aside from the price being high, do you have any other concerns about let us help you get the results we talked about?”

Prospect: “No, that’s really it.”

You (Close): “Got it. I’m just curious, the price being a bit high wouldn’t actually stop you from doing this deal anyway, would it?”

Prospect: “*sigh*…No I guess it wouldn’t. Alright let’s do it.”

Why This Works Better than Anything Else

That’s what you’re wondering, right?

This works because objections really come in two flavors…real or smoke.

Real objections are actual barriers preventing the prospect from making the decision and/or taking delivery today.

Smoke objections are what you hear 95% of the time (especially the 1st and 2nd objection), and are more based on fear than anything.

You can’t close over a real objection, and you can’t ever handle a smoke objection because it’s not real in the first place.

So how do you figure out what’s real and what’s smoke?

You use the framework above, silly goose!

My 3-step framework is going to let you diffuse the prospect’s emotion (Agree), sort through the smoke to find the real objection (Isolate), and then find a solution that allows the prospect to buy your stuff (Solve & Close).

And do you want to know the best part?

You’ll be shocked by how many times the prospect just completely gives up on their objection right after you’ve agreed or isolated, because they realize they’re dealing with a pro.

Use this framework starting today to help you close more deals, get your promotion, and become a serial closer.

-Jake

P.S. If you liked this article and you want to go deeper on this topic, I will be releasing a FREE 3-Step Objection Handling Framework PDF on my website int eh near future that you will want to grab. 🙂