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...
One of the things that plagues people in their business the ups and downs of sales.
The wild swings can feel like a roller coaster at times, but unlike a real roller coaster it doesn’t feel so great when things are heading downhill.
One of my mentors used to always preach a strategy that has helped me have a lot less ups and downs both in sales and business.
He calls it: Find, Book, Keep.
The gist of it is you have 3 buckets that you need to always be focused on to keep your pipeline flourishing. Taking your eyes off one or more of these is what causes the wild swings, and happens a lot when business is booming!
This is the marketing and prospecting bucket and is the most important bucket to be create abundant revenue. It does not matter if you have the best offers or are awesome at sales if you can’t lure in potential clients through your content marketing, networking, referrals, paid traffic,...