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Overcoming Sales Objections: Lesson 1 - We Work By Referral Only

by JaceBarnett
11 replies

In this video I am going to tell you how to overcome the common objections:
  1. "We get all of our business via referral."
  2. "We don't advertise; we rely on word of mouth."

As usual, these objections are a GOOD THING for you as a sales professional not a bad thing. After you watch this video you will be confident about how to handle these objections and close more sales.

Enjoy!

P.S. If you have any more common objections that you're hearing in the field, feel free to ask me about them here or in a PM. I will see what I can do about making a future video to address the objection and help you out.
#lesson #objections #overcoming #referral #sales #work
  • Profile picture of the author sandalwood
    Originally Posted by JaceBarnett View Post

    Overcoming Sales Objections: We Get All Our Business By Referral - YouTube

    In this video I am going to tell you how to overcome the common objections:
    1. "We get all of our business via referral."
    2. "We don't advertise; we rely on word of mouth."

    As usual, these objections are a GOOD THING for you as a sales professional not a bad thing. After you watch this video you will be confident about how to handle these objections and close more sales.

    Enjoy!


    P.S. If you have any more common objections that you're hearing in the field, feel free to ask me about them here or in a PM. I will see what I can do about making a future video to address the objection and help you out.
    Jace,

    Very good video. Short, sweet to the point w/excellent information. Keep up the good work.

    Tom
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  • Profile picture of the author henry Argueta
    nice video, thanks for the training much appreciated
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  • Profile picture of the author kvnkane
    thanks nice little video, will help a ton, hear this referal quite alot when on calls.
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    • Profile picture of the author baconman
      What do you say when they come back and say "Yes, you are right timing can be an issue if we tell people and they aren't looking for our services. But our customers are happy and loyal, so when their friends and family ask them who is good at (insert service here) they usually recommend us."
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      • Profile picture of the author JaceBarnett
        Originally Posted by baconman View Post

        What do you say when they come back and say "Yes, you are right timing can be an issue if we tell people and they aren't looking for our services. But our customers are happy and loyal, so when their friends and family ask them who is good at (insert service here) they usually recommend us."
        That rarely happens, but when it does I say, "I'm sure your loyal customers do brag on you, but the fact is nine out of ten times their friends and family aren't asking them who they should go to. I mean think about it, when your hot water heater goes out, do you start calling your friends and family up and asking them who they recommend? Not hardly. You go right out to Google and look yourself. Right?"

        They'll agree.

        You're done.
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  • Profile picture of the author fleacheck
    Great information Jace! Thank you for taking the time to share this awesome content. I like how you pre-close the customer along the way. I can see you putting together a great sales training package.

    The one part of the video that really sticks out to me is the objection is the golden key to closing the deal. I know many amateur sales pros who will take the objection personally and move on, the great ones take the objection and turn it into a benefit. Its all about thinking through what you are going to say and when, having scripts for each scenario.

    Back in the day when I was new to the sales business, I kept a notebook full of objections. When I found a new one and did not get the sale, I wrote it in the notebook and that night made a script to turn it into a close. Its amazing how often you run across the same objections! After a few weeks, I had most of the objections handled smoothly.

    Discover what your customer is most interested in, deliver tons of value, and the customer should sign on the line for you!
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  • Profile picture of the author JaceBarnett
    Thanks fleacheck. What's your name pal?

    Anyway, I'm glad you saw how I pre-close and bring every rebuttal right back to the closing table. After all, if you aren't going to close and ask for the money, then there really was no reason to offer a rebuttal in the first place!

    And you're absolutely right, far too many sales "professionals" are scared off and intimidated by objections, but there really is no need for that. If you have your listening cap on and are genuinely concerned for your clients as well as concerned for providing for you and your family, objections can be a salesman's best friend. They don't just tell you why your customer is NOT buying; they also tell you what would make them buy.

    That's a pretty good tool to have in your pocket. Especially if you didn't do a very good job in the discovery stage in learning about what really makes your customer tick. If you didn't, shame on you! But don't give up, because objections are there to SAVE the day not ruin it.

    Thanks for positive feedback friend.
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  • Profile picture of the author somacorellc
    Great video. I hear this objection all freaking day long, and you're right, some people are being polite about "we're not interested." But you hit the nail on the head with the key - some people are just wanting you to provide more value to them before they move forward. Not everyone is going to just lay down and give you money - you have to work for it!
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