How to Overcome Objections Before They Kill the Sale

Sales die on objections unless you handle them before they even come up. In this episode, I’ll show you how to beat objections before they kill your deal.

[0:15]
I’m Igor Kheifets, and this is The ListBuilding Lifestyle. The podcast is for anyone who wants to build a wildly profitable email list working from home. If you’d like to make six figures, travel the world and help people improve their lives in the process, this podcast is for you. I also invite you to claim a free copy of my best selling book, The List Building Lifestyle Confessions of an Email Millionaire at www.igorsbook.com. Get the free book plus $3,000 bonus package that includes my best capture page templates, email swipe files and traffic blueprints, visit www.igorsbook.com for details, And now it’s time to claim your List Building Lifestyle.

[1:02]
A very easy way to overcome the objections is to mention them upfront before the prospect has the chance to mention them to you. So, in other words, think in terms of frequently asked questions.

So if you took all the objections that your potential customers may have, and you just created a Frequently Asked Questions section on your landing page or document.

For example, let’s say you do something to do with weight loss, and the potential objection is, “I’ve tried a million diets and they don’t work”, and you’re doing like, another type of diet, like an all-potato diet or an espresso diet. You drink 15 espressos a day, don’t eat any food, and you will lose weight, hypothetically.

So anyway, let’s say the objection is, “I have tried all the other diets before, how is this different?” So you literally explain, how is this diet different from the rest.

So you kind of pose your objections as questions that they might ask in the conversation.

[02:16]
And the more ballsy the question, the better, the more it qualifies as an elephant in the room, kind of question, you know what I mean?

Like, for example, one objection that I get all the time, and I have to address it all the time, as somebody who kind of decided that they’re gonna devote their mission to help other people build a list, is if you’re so successful, why do you do this? Why do you want to help other people?

That’s like an actual objection that I get all the time, so I have to have an answer for that. And it’s an elephant in the room objection as well, because it’s something that’s in the back of their mind, but they might not want to direct it at me straight up, because it might seem too rude, right? So that’s a nice way to overcome it.

[03:10]
So today, ChatGPT is trained on all sales methodologies, all of them, and all you have to do is just say, “Hey, here’s what I’m marketing, here’s the objection, how would you tackle it?” Period. And then ChatGPT will help you with all kinds of ideas.

I used to have to read dozens and dozens and dozens of sales books to learn how to overcome these objections. I would then find scripts and memorize them. If it’s a price objection, you know, then we have to anchor the price of something else.

So, for example, how do you overcome a price objection? Let’s say somebody wants to join a list-building lifestyle club, that’s $97 a month. And the objection is that $97 a month is a lot of money, it’s five Netflix subscriptions, it’s a full-on premium gym subscription, and so on and so forth.

So, the way to overcome this objection is to say, “Well, as a list-building lifestyle cloud member, you get to spend an hour with me every week in the coaching call format”.

Now I’ve got paid upwards of $3,000 per hour for consulting, right? And that means you’re, although you’re paying $97 a month, you’re actually getting more than $12,000 in actual value for this.

In fact, you’re getting a bargain, because if you wanted to get me for an hour, you would have to pay way more than 97 bucks, and here you’re getting four hours of me, right? So, I basically make that comparison, so that’s how I would overcome the price objection.

[05:02]
Now again, this is a result of my reading lots and lots of sales books and going through lots and lots of sales training to learn the different techniques.

In fact, I remember going through one training that actually had a whole section where it was just the coach overcoming objections, so he had, like, someone feed him the objections and be like, “It’s too expensive”, and he would then answer the objection. And so, I could have copied those almost word-for-word.

These days, though, you don’t have to spend $10,000 on sales training, because Chad GPT already knows all of these things. And sometimes I can’t believe how commoditized all that information has become,

And we’re now entering a totally different world where, you know, I used to pay 10K, 25K, 50k, 100k for coaching like that, because I knew that if I paid 100k for sales coaching, then I would be able to make 100k a month, knowing those things.

Now though, you can get me to pay $10 for sales coaching, because all the sales training and coaching I’ll ever need, all the sales objections, everything is already inside ChatGPT and all the other platforms, all the other chatbots. So use those, they will come in handy.

[06:25]
Also, one other thing that really helps with overcoming objections, by the way, is having a really good deal, a deal so good that people just be like, “Well, I’m gonna try it anyway”.

Even if they do have that objection, even if you did not voice that objection for them, the deal is so good and they want the outcome so bad, they’d be like, “Okay, fine, even if there’s a chance it’s not gonna work, I’m still willing to try it”, right? And obviously, having a risk reversal too, which most of the things we promote usually have.

[7:00]
Thank you for listening to The List Building Lifestyle, get access to the previous episodes, transcript of today’s show, as well as other exclusive content at www.listbuildinglifestyleshow.com. Also remember to claim your free copy of my best selling book at www.igorsbook.com. It explains how I made millions with list buildings starting from scratch, plus I’ll give you $3,000 worth of free bonuses, including my best landing page templates, email swipe files and traffic blueprints. Go to www.igorsbook.com, now to claim your free package!