How to respond to the 3 most common Client Objections in Sales

approve. so it's a concept called retreat and follow, okay what you do is you try to kill the opportunity and you back off and if they are interested they will follow you, it's like catching a fish, you know, you throw out a lion, you let it in. you get a little bit closer and then before you know it they hit good and there's another philosophy or an idea behind it that says if you whisper, if I whisper, you have to lean in to hear me, if you shout, you push people away, You sell to convince everyone. those types of things that are yelling will push people away and I mentioned it before there is a book called influence and it is the psychology of persuasion it is written by Robert CLD aldini okay, a very smart guy, six principles, I'm going to share them with you, it's okay and He makes you aware of this because you can use them for evil or you can use them for good, at least you won't be a victim of it and when I tell you some of the principles, you're a guy, I fell for that trick too. so here goes, reciprocity, consistency, social proof, authority, liking and scarcity, I hope I wrote everything correctly, you guys got that reciprocity we want to reciprocate. because you do it for me we help each other quid pro quo scratch my back yo I'll scratch yours we want it even the consistency of the scale remember we have to be consistent with ourselves so you make someone claim something and you ask them again are I'm going to go deeper and deeper so you know, so if you force someone to dig deeper and that doesn't work for you right now, you will never win that argument because they won't back down on social proof when others validate what you say and do. they are more likely to trust you, that's all about building your reputation.

Authority if I am the expert and that is why the expert wins in

most

cases. I trust you, so you must be the expert in this situation. People you like will simply hire you because they like you. You guys, that's what Austin is going to rely on because his arguments weren't very convincing, he really relies on principle five, right and scarcity, you know scarcity, we want what's not available, this is the idea of ​​withdrawing and continue, we are not available, we are limited. correct edition, if you have been looking at something and considering buying what is the factor that leads you to buy the sale ends tomorrow Last 24 hour warning the shortage activates us it is like we can't help ourselves I can't in the culture of society human we can Don't fight this, these are things that are about how we evolve as human beings, so there is a bag.

I like bags. It's my weakness. I want to buy a bag. I don't want it back, but it's also on sale in that bag and I know it. is going to go The city will be sold out because of the previous experience or I know the sale is going to end is that I have to do everything I know is like no, it's a trick it's a fight with tricks don't buy that bag that's why you girlfriend or wife has so many shoes, okay, if you see this up here, five of the six principles of influence, if you learn to accept and pivot, are relevant to what we're doing, okay, I'll talk you through that a little bit. room got very quiet I'm a little scared so you're too expensive isn't it you're not the expert you don't have enough resources you don't have enough experience these are all

objections

that I hear all the time okay so here's the script I wrote and says something like this.

We're expensive, but there's a good reason why graphic designers are good at making beautiful things. I'm usually in the space where I work. I compete. against many graphic design firms, so I know I used to be one of them, they are nice creators, they design an attractive logo, they print it on exquisite paper, they even use a foil stamp or some special printing technique, but what Basically, they won't move the needle, they won't help you get a new

client

. What I do is different and I will get into that, so I fully accept it and tried to find who said it before.

Simona you said what do you say? We try to find a hole in their logic so they tell me you're too expensive and I'm going to get over that by not talking about money at all. I don't even try. With courage I just say, do you want that? Do they really want that? That's up to you now and I'm an authority because I'm also a graphic designer now, a lot of you go to Gristle's like what are you doing? calling us, are you really saying graphic designers or pretty creators? Yes I am when I compete against all of you say it all day and night and you are likely to lose when I started learning this and practicing it and I'm not saying I'm a long time expert in the space I work in.

I have about three or four months of experience. I have won 100 percent of the jobs and we are not the incumbent, we are not the big company, we do not have dominance. experience and we can still win, how is that possible? Because if you think it's about work or a pretty smile, which I don't have, how can you win? So I want you to think about that for a moment. little, so you are not the expert on the subject, this is going to sound very similar to Nick's, experts are the least risky option, right, we know that I am going to validate it and I am going to confirm.

If they are good at doing what they do, in fact, they have done it for everyone else, including their competitors, if you want undifferentiated work dictated by a simple process, we are not for you, I'm leaving, I'm leaving right now, but I'm just affirming and validating what you already think. There are two things I've done here. They both counter my responses in the hug and the turn. I accept what they say and paint the picture that what they are thinking is not very good. It used to be that someone wants to be, it used to be, do you wish old? and the other thing I've done is paint the guys very similar to Nick and I have a slide for it.

It's a paint-by-numbers thing. wants that and then I also say, well, all your competitors are going to get exactly the same expert solution. Most people hate working with experts when it comes down to it. Experts tell you what to do. Do not listen. You don't have enough resources. Believe it. or not, this argument came up in a real

client

situation, a gigantic job of more than half a million dollars and the client said that he does not have enough resources, what does his hardware look like, how many rendering nodes, what software rendering. Do you use who is your main technical director and your CG team?

Who are your freelancers? Who is your staff? I already knew that the other company was much bigger than us. They have four TD head coaches and we have zero. I'm going to win that, so here. would be my answer. I didn't say this. I said something else and we still got the job. Well, you know, you know that Terry Richardson is one of the best fashion photographers working and often shoots with a disposable Instamatic camera, so you come. You and Terry want what Terry does, but you're going to question his process, his equipment, would you like to tell him how to hold the camera and what lens to use?

Does that logic work for you? If it works, do it, what do you care? What I do look at the work we have done and don't dictate the process to me is the last one and I tell you a story I tell you the last client to dictate a process the work exceeded the budget and it was not what they wanted so I made a pact with myself . I'll never do that again. I prefer to reject the job knowing that you are not going to give what you want. Are you going to spend more money? Alright?

The last one I don't I don't have enough experience with this one I haven't used it in exactly the same way but this is the same idea so I say let's be honest you know someone has said this before we are very good learners we are excellent at researching , but then I say it, but let's be realistic about this. I'll forget it. You will forget more than I can learn. You are the experts. So the process that we use helps us transfer the organizational knowledge that they have to us so that we can translate it. that into something that your clients understand and value.

I'm not trying to surpass you because I will lose, so I respect you and tell you that it doesn't matter, this is how I do it, so I accept what I want to do and you. I've said it, you know, I'll say it again, you paint a very clear picture of what it would be like to work with someone else and you reaffirm the client's beliefs and you do this in a genuine way, and then the pivot is the hardest part. So now that they feel like they've been hurt, they've been validated, they pivot and make sure that the other option is now seen as less desirable and then they have to point out why they're different or better.

Now you guys are going to have a hard time with this because you don't really have experience, so when you have a little bit of experience you can use it in your narration. Well, I told you before. This is the one I use. This is what I say. I'm different. and this is more or less my script. I help companies grow and be more innovative by helping them understand their customers. I help them speak to their customers in a genuine and relatable way. Now I can't guarantee success, but I will give you the best. chance to win, that's all I can do, okay, so if you don't need help this way, save money, how are everyone else?

We'll let you know we'll be here in six months when you need help because things didn't work out I'm leaving I know it's arrogant someone is like you arrogant bastard I'm confident I believe in what we do and when I do what we do the clients are delighted and I'll share some stories with you in a second if not okay so here it is here are some books for you guys this is my hit list so if you want to learn about brands how about presentations on motivations these are some of the best books they can read, thank you?

Guys for listening to me, I hope to participate with me and be good athletes, especially you guys, in the race. Nick destroyed the nails anyway. Thanks guys. I'll tell you to write this down, but I want this part to come off the tape, so thank you very much.