OBJECTIONS REVIEW…

1. PREVENTION IS BETTER THAN “HANDLING”

“A man convinced against his will is of the same opinion still”
*What you say is not nearly as important as what they say…
The key here is to ask the right questions that allow the prospect to
persuade themselves.

2. EMRACE AND RESOLVE BY DiFUSING, REDIRECTION, DIS-

CUSSING
-Not a problem…If I could ask…
-Sure… and how do you mean by that?
-Can I ask you a question…
-Not a problem…Can I ask…What had you even considering this
right now in the first place?

3. WHEN YOU CAN FIX IT…YOU FEATURE IT….HOW TO UTI-

LIZE.
*Example- Tony large venue
*
Corona Virus Script
*HERE - your offer should be all about how now is the most
important time…this will prevent the objection from
coming up… ex..The holiday fitness plan.. bc this time
you get fat, lose momentum, increase your
chances of getting sick bc of your health, stress, poor
eating, no support..that leads to time off work etc

4. TIMING CLARITY BEFORE THE OFFER….(more on this be-

low)
*Million Dollar question* “Why now though?”

5. The Power of Momentum-Frame

How you Finish vs How you Start

6. COI-
John It sounds like you are always looking to find a reason to put
this off if I can be os direct withy you…so I have to ask..what is differ-
ent now?
What will happen if nothing changes and you keep breaking commit-
ments to yourself?
What will happen if you neglect your body during this time and get the
flu?

7. DOUBT
What do you think has kept you from getting there on your own?

8. Temp Check before the investment- You must get them com-
mitted to the process and the timing
"Is there anything keeping you from feeling anything less than 100%
certain than this is the right thing and now is the right time?”

Master Level

Ok are you just now sure you really want to XXXX (thing they want,
not buy a program, as people don’t want coaching, or programs, but
rather RESULTS….. and even more they want Identities and Needs
“STRONGEST FORCE IN THE HUMAN PSYCHE IS TO REMAIN
CONSISTENT WITH HOW YOU IDENTIFY YOURSELF”- FRUED

(((( PATTERN RECOGNITION ))))

*EXPERIENCES (real or imagined) , stories create,

*BELIEFS (empowering or limiting, belief in self/not, worthy/not,
employee mindset, risk averse) create
*FEELINGS (a state produced by patterns within a triad, like
something you can/cant do) create
*THOUGHTS (aligned or misaligned-sin, supportive/u supportive,
clear/scattered, strong/weak big/small) create
*DECISIONS (what to focus on, what to believe, who they are/
identity, what capable of, what they value, what they are willing to
commit to, what things mean, what is the best thing to do, interns
of needs or self preservation/growth, etc.), Identity that create
*ACTIONS (effective/ineffective, useful/not useful, massive/minor,
committed/not committed) which lead to….

RESULTS.
 BEFORE THE CLOSE

Has a current program

Just so I can see the rationale behind why you might be looking for
help with your fat loss…
Besides wanting to get what they have said, ...... what’s the main rea-
son why you might be looking for help..... Rather than... I guess just
keep tweaking and trying new things like you have been doing?

No program:
Just so I can see the rationale ..... What’s the main reason behind why
you might be looking to start getting in shape right now…. rather than
just.... Stay where you are….?

EXACT LANGUAGE
OBJECTION SOFT
Ok, so tell me this..if the timing wasn’t a concern for you…., is this
something that would work for you?
( most will say yes) Why do you feel it would though?

OBJECTION -DIRECT

“Um, ok, and I mean look, Can I be completely honest with you for a
second?

*Let them respond.—> ok.

Are you sure?

And the reason I ask is because look you just got done telling me
XXXXXX
And so I have to ask you….Does a good coach tell you what you want
to hear or you need to hear?

I’d love to tell you that its ok to put this off like you have been for
XXXX (timeframe)
but after working with clients who actually get XYZ result and beyond,
I can tell you that the folks who are where you want to be make this a
priority. They make commitments to what they want in spite of the
same challenges
While folks who continue to struggle put things off BECAUSE OF the
same challenges.

Have you ever procrastinated?

Do you think any good coach will tell you its ok to procrastinate and
put your dreams on hold?

that’s the same mindset that has kept you stuck.

Einstein was a heck of a lot smarter than me…and he said you can’t
solve a problem with the same level of conciseness that created it…
and I think that is true… do you honestly feel like continuing to put this
off is really going to serve you?

Folks who have the results you told me you want…make getting there
their top priority to do so…maybe not forever…but at least for a time.

Is this something you want support in helping you achieve? And lis-
ten, I’m not saying this will happen over night…there will be times you
want to back out ….just like now… and do you think having A.C.E can
help you get there as opposed to continuing to do what have have
been before this call?

And, I want to remind you that you just got done telling me that you:

(Problem 1, 2, 3, and because of that it’s making you feel…XYZ).

*constantly worry about what others think

*your lead flow is at an all time low

*you feel unsure of yourself

*you have been spinning your wheels for X

Is that correct?

Ok, and I’m not saying that you doing XYZ isn’t important….But if you
don’t make sacrifices for what you want… what you want becomes
your sacrifice. Do you think that is true?

Also, if you continue to put this off… do you think it will be easier to
change in the future or harder?

Also, if you continue to reinforce those mental habits and patterns of

not prioritizing your X, is it possible that one day you might just give up
on having X?

Has that day already come?

Is this what you want?

If not now then when?

Can I make a suggestion?

*ANALOGY PATTERN /APPLY TO SELF —“YOU COACH ME”

OBJECTION- LESS DIRECT

OK yeah that's not a problem.
And let me ask you… How many people give you that exact same ob-
jection.
Oh, okay.
Can I make a suggestion on that?
Have you ever considered that the objection you get is always the ob-
jection you are going to get from your prospects? Have you thought
about that?
Ok, because if you look at it, how much money are you losing right
now in lost sales every single week because you haven't learned the
right skills, to be able to ask the right questions, in the right way during
your conversations, to be able to get you to (what they said they want/
$14,000 a month).

*you should already know what it is costing them/ and or how impact-
ing them at this point**

Oh, so you're losing about $$$$/ a month/week/year in lost commis-

sions.

So by waiting that's going to cost you…How much more money would

you say?
Okay, it's going to cost you $10,000. Are you willing to lose to another
$12,000, just because (the holidays are coming up/ bc the timing isn’t
perfect/bc you are in another program, etc).
So how do you actually plan to to overcome that (that is the problem)
so you can actually start learning the right skills so you can start mak-
ing more money and not lose another $12,000 in income over the next
(time frame)?

WE HAVE TO GET CLEAR ON WHAT IT’S COSTING THEM TO

STAY WHERE THEY ARE AT….HOW LONG THE PROBLEM HAS
PERSISTED…THE COST OF THAT … AND THE IMPACT OF THAT

Timing Questions
* Let’s close the door on do it later. i.e.Why now?

So getting to X, is this a now kinda thing, or a later kinda thing

for you?
If you were to find a way to X, when would you want to start that
process so you don’t have to Y anymore? Ok, and that makes
sense….Why now though?
If we mapped out that plan for you to get you to X, …. Do you
even have the bandwidth to implement that right now?

Would you be able to commit at least X hours a week to dial this

() in to get (thing they want)?

Strong Commitment Questions

What was that? (Ask them to repeat)
Are you sure?
Is there anything that’s keeping your from being less than 100%
certain that this is the right thing for you and this is the right
time?

COI
Pre-frame Q….
Can I ask you a personal question? Are you sure?
And please be honest with me because I really want to help you
get to the root cause of this…

I mean, I kinda hate to even ask this but from what you said you
have been XYZ for the past 2 years, and trying to crack the code
on XXX, what’s going to happen if you go another 2-3 years do-
ing the same thing?
- You have been at this for (x time now) what will happen if you
don’t change anything though and just keep doing the same
thing?
- How much long are you willing to allow yourself to stay where
you are?
- What is the probable almost certain future if you don’t change
anything about this tho?