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Rebuttals - Something I Never Read In This Forum

by DABK
11 replies
I overheard recently a conversation between a roofing company owner and his wife.

He'd just gotten 2 new jobs and was overflowing with pride and she was quite proud of him too.

He told her that he does a lot of reverse psychology...

That, when they object (and apparently the main thing they say is: I need to think about it for a few days), he keeps bringing up this question: But what do you think about the price?

Because if they way the price is okay, good... he knows he has a sale, it's just a question of getting them to signing the contract.

But, one of the things he said: He respects their having objections, it's their money, they worked hard to earn it.

Here, I remember reading all kind of way to rebut... sometimes, there was arrogance, sometimes there seem to be respect behind the rebuttals... but it was never openly expressed.

It struck me this guy was making sales easier because he knew what he wanted but he respected his prospects, the fact that spending a bunch of money on him was a serious decision.

Opening the discussion to the sales gods now.
#closing techniques #closing the sale #forum #read #rebuttals
  • Profile picture of the author Jason Kanigan
    There have been several really long threads about rebuttals here.

    Also called "objections" and "objection handling."

    It's not part of my approach...I generally don't see them because I qualify like crazy before they get to see any kind of offer...but

    HOLY HELL I had entirely forgotten about Michael Bucker

    http://www.warriorforum.com/offline-...door-kind.html

    Here's the best one IMO

    http://www.warriorforum.com/offline-...-training.html

    And others

    http://www.warriorforum.com/offline-...rebuttals.html

    http://www.warriorforum.com/offline-...all-about.html

    http://www.warriorforum.com/offline-...-rebuttal.html

    http://www.warriorforum.com/offline-...formation.html

    http://www.warriorforum.com/offline-...-supplier.html

    http://www.warriorforum.com/offline-...objection.html

    http://www.warriorforum.com/offline-...-response.html

    Damn we should take these posts and assemble a Best Of Offline WF book and sell the hell out of it.
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    • Profile picture of the author Joe Mobley
      Originally Posted by Jason Kanigan View Post

      Damn we should take these posts and assemble a Best Of Offline WF book and sell the hell out of it.
      Do I hear a beginnings of a WSO? Or a free WSO for email list building?


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    • Profile picture of the author SalesGod
      Originally Posted by Jason Kanigan View Post

      There have been several really long threads about rebuttals here.

      Also called "objections" and "objection handling."

      It's not part of my approach...I generally don't see them because I qualify like crazy before they get to see any kind of offer...but

      HOLY HELL I had entirely forgotten about Michael Bucker

      http://www.warriorforum.com/offline-...door-kind.html

      Here's the best one IMO

      http://www.warriorforum.com/offline-...-training.html

      And others

      http://www.warriorforum.com/offline-...rebuttals.html

      http://www.warriorforum.com/offline-...all-about.html

      http://www.warriorforum.com/offline-...-rebuttal.html

      http://www.warriorforum.com/offline-...formation.html

      http://www.warriorforum.com/offline-...-supplier.html

      http://www.warriorforum.com/offline-...objection.html

      http://www.warriorforum.com/offline-...-response.html

      Damn we should take these posts and assemble a Best Of Offline WF book and sell the hell out of it.
      Never herd of a salesman who doesn't get objections. No matter how much you qualify. I assume you mean your approach is looking for complete lay downs correct?
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      • Profile picture of the author eccj
        Originally Posted by SalesGod View Post

        Never herd of a salesman who doesn't get objections. No matter how much you qualify. I assume you mean your approach is looking for complete lay downs correct?
        I won't speak for Jason but usually the approach with lay downs is filled with rejection.

        That is, you ask if they want what you have, almost all of them say no, and then you say ok and move on looking for the lay down that is already looking for what you are selling.
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      • Profile picture of the author Claude Whitacre
        Originally Posted by SalesGod View Post

        Never herd of a salesman who doesn't get objections. No matter how much you qualify. I assume you mean your approach is looking for complete lay downs correct?
        It's more than qualifying. It's positioning yourself as an adviser. It's also asking the questions to bring out any objections at the beginning.

        It's far better to handle objections at the beginning of the presentation, rather than at the end. The earlier you an get them out, the better.

        When I'm selling my local marketing service, I don't really get objections.

        I either hear, "That's great. Let's get started" or "That's great. We are absolutely going to do this...just as soon as we..." That second one is their way of saying, "No"

        But;
        We cant afford it.
        Now's not a good time
        I have to consult with my brother
        I need to shop around...

        All these things are handled in the selection and qualifying phase. It's really, as far as time wise, the bulk of the sales process. The actual presentation goes very quickly. And the close is a forgone conclusion.


        I'm not speaking for Jason, but it's extremely easy to get rid of me at the beginning. I'm almost looking for a reason to stop. It's all very matter of fact for me.
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    • Profile picture of the author DABK
      Thanks for the list.

      I started the thread just because the attitude of the person was different from what I normally see/read... in one respect:

      I see a lot of:
      Mr. Prospect has money in his pocket; it's mine, it's just a matter of me getting Mr. Prospect to give it to me.

      This guy had:
      Mr. Prospect has money in his pocket; Mr. Prospect has worked hard to earn that money so I will present my case the best I can and respect Mr. Prospect's decision.


      Originally Posted by Jason Kanigan View Post

      There have been several really long threads about rebuttals here.

      Also called "objections" and "objection handling."

      It's not part of my approach...I generally don't see them because I qualify like crazy before they get to see any kind of offer...but

      HOLY HELL I had entirely forgotten about Michael Bucker

      http://www.warriorforum.com/offline-...door-kind.html

      Here's the best one IMO

      http://www.warriorforum.com/offline-...-training.html

      And others

      http://www.warriorforum.com/offline-...rebuttals.html

      http://www.warriorforum.com/offline-...all-about.html

      http://www.warriorforum.com/offline-...-rebuttal.html

      http://www.warriorforum.com/offline-...formation.html

      http://www.warriorforum.com/offline-...-supplier.html

      http://www.warriorforum.com/offline-...objection.html

      http://www.warriorforum.com/offline-...-response.html

      Damn we should take these posts and assemble a Best Of Offline WF book and sell the hell out of it.
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      • Profile picture of the author kenmichaels
        Originally Posted by DABK View Post

        Thanks for the list.

        I started the thread just because the attitude of the person was different from what I normally see/read... in one respect:

        I see a lot of:
        Mr. Prospect has money in his pocket; it's mine, it's just a matter of me getting Mr. Prospect to give it to me.

        This guy had:
        Mr. Prospect has money in his pocket; Mr. Prospect has worked hard to earn that money so I will present my case the best I can and respect Mr. Prospect's decision.
        Ten to one that is a well crafted, well rehearsed illusion created in order to close more deals.

        The true "Master Closers" will always leave you guessing...
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        Selling Ain't for Sissies!
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        • Profile picture of the author DABK
          He was bragging to his wife about what he did, explaining to her marketing... Talking down to her, at times. And commenting on his day... He was not presenting to a customer... I think he was genuine... That's why it stays with me... And, yes, I've seen it when it was done on purpose, by people that seemed far more sophisticated than he... And it works... It works, it seems, even if you don't do it to move a prospect closer to a sold client.

          Originally Posted by kenmichaels View Post

          Ten to one that is a well crafted, well rehearsed illusion created in order to close more deals.

          The true "Master Closers" will always leave you guessing...
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  • Profile picture of the author SalesGod
    Horrible approach. If you don't have rebuttals ready your in big trouble. I think it's hilarious when people say " I don't need rebuttals if there not interested I won't push them I just find someone who is interested" iv herd that a bunch on this forum and that's as weak as it gets sales wise
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    • Profile picture of the author misterme
      Originally Posted by DABK View Post

      I overheard recently a conversation between a roofing company owner and his wife...

      He told her that he does a lot of reverse psychology...

      That, when they object (and apparently the main thing they say is: I need to think about it for a few days), he keeps bringing up this question: But what do you think about the price?

      Because if they way the price is okay, good... he knows he has a sale, it's just a question of getting them to signing the contract.

      But, one of the things he said: He respects their having objections, it's their money, they worked hard to earn it.

      ...

      It struck me this guy was making sales easier because he knew what he wanted but he respected his prospects, the fact that spending a bunch of money on him was a serious decision.
      That's what you inferred from his comment to his wife, but that may not be behind what he's doing.

      Sounds to me like he's looping around a la Belfort to try and close again. "But what do you think about the price? It's good, right? That there's the true beauty of my roof service..."

      All the more I can guess it's that because, as you wrote, if they agree the price is fine then " it's just a question of getting them to signing the contract" - which means, he still has to close that sale and get them to say YES. Because they haven't said YES. He's not "respecting" shit, they told him they wanted to think about it for a few days and he's not "respecting" that "they worked hard to earn" their money and "respecting" that them "spending a bunch of money on him was a serious decision." Bullshit, bullshit - he goes on to try and CLOSE them anyway.

      Impresses the wifey though. Maybe she and him have had disagreements about his view regarding how he respects his customers and so he skirts around by telling her this bullshit.

      Originally Posted by SalesGod View Post

      Horrible approach. If you don't have rebuttals ready your in big trouble. I think it's hilarious when people say " I don't need rebuttals if there not interested I won't push them I just find someone who is interested" iv herd that a bunch on this forum and that's as weak as it gets sales wise
      At the end of the sales process, if you're getting objections, it's because they're not buying, obviously. You've gone over everything, shown them everything, addressed all their concerns...

      ...So either the sales person didn't suss out these objections earlier when it would've been easier to turn them around (like Claude pointed out), or the prospect is making stuff up now to get out of the sale. Maybe you've heard this before. Some of us do a real good sales job where if we're at the end and they're not buying, nothing you say or do will get them to buy.

      The idea that you can sell ice to Eskimos or you ain't no sales person if you can't - is utter bullshit. There's a legitimate reason that Eskimo is buying that ice today, or they're being flim-flammed, sucked into believing a bogus reason they have to buy that ice by the sales person.
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  • Profile picture of the author eccj
    Originally Posted by DABK View Post

    I overheard recently a conversation between a roofing company owner and his wife.

    He'd just gotten 2 new jobs and was overflowing with pride and she was quite proud of him too.

    He told her that he does a lot of reverse psychology...

    That, when they object (and apparently the main thing they say is: I need to think about it for a few days), he keeps bringing up this question: But what do you think about the price?

    Because if they way the price is okay, good... he knows he has a sale, it's just a question of getting them to signing the contract.

    But, one of the things he said: He respects their having objections, it's their money, they worked hard to earn it.

    Here, I remember reading all kind of way to rebut... sometimes, there was arrogance, sometimes there seem to be respect behind the rebuttals... but it was never openly expressed.

    It struck me this guy was making sales easier because he knew what he wanted but he respected his prospects, the fact that spending a bunch of money on him was a serious decision.

    Opening the discussion to the sales gods now.
    I am thinking that he closed the sale right then and there after saying this ala Sandler Sales System.
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