Last year I kept getting this question: How do you Overcome objections? 

I thought to myself “Well, I don’t ‘overcome’ objections; I ALIGN with the client.” 

I make sure I understand what the real core issue is, ask them the right questions then give them the right solution.  

I thought to myself about how some of my BEST students, the raving fans, the cheerleaders, were part of my community because I took the time to ALIGN with them instead of trying to ‘overcome’ them.  

I started to jot down some examples of how to do this.  

I started to write down all the most common objections that come up. 

I started to create some ‘roadmaps’ of what to ask.  

I started creating a ‘workbook’ about how to turn objections into opportunities. 

Months went by and it was an unfinished project.  

I got a life-threatening bacterial infection in my arm in March...

Today I wanted to share an analogy about a sales concept that has made it so easy for me to sell over the years.

I posted it on LinkedIn this morning but if you missed it, I thought you might find value in it so I'm sharing it here as well.

𝙃𝙤𝙬 𝙩𝙤 𝙢𝙖𝙧𝙠𝙚𝙩 & 𝙨𝙚𝙡𝙡 𝙗𝙚𝙩𝙩𝙚𝙧 𝙩𝙝𝙖𝙣 98% 𝙤𝙛 𝙚𝙫𝙚𝙧𝙮𝙤𝙣𝙚 𝙚𝙡𝙨𝙚:

Let's use the example of a cycling nerd.

Cycling nerds are PASSIONATE about professional cycling, the guys that ride 2000 miles in the Tour De France for 21 straight days, tearing each other apart in the heat of July up some of the steepest mountains in France.

A true cycling nerd will spend ridiculous amounts of money on bikes, shoes, carbon wheels, trainers, GPS and tech devices & nutrition.

𝗪𝗵𝗮𝘁 every cycling nerd 𝙬𝙖𝙣𝙩𝙨 is to be faster.

𝗪𝗵𝘆 do they want to be faster? Because they want to look cool and be like their heroes in the Tour De France.

𝗛𝗼𝘄 do they become faster? Well, the reality is you need to train more and eat less calories so that you become stronger and lighter to get...