Behavioral Tips:
Behavioral Tips:
Take a pause: Successful reps pause 5x longer than their counterparts and remained calm in the face of adversity.
Slow down: Project authority when addressing concerns by speaking slowly, calmly, and with certainty.
Talk less: When a prospect voices a concern, it can be tempting to rattle off multiple reasons to reassure them. Top reps speak less compared to their counterparts.
Counter with a question: Help buyers feel understood by clarifying concerns with a question. Even something as simple as repeating the concern and saying "can you expand on that?"
Mirror the concern: Along the same lines. Repeat the last few (1-3) words, Mirror the buyer’s final few words with an upward tone: “The price is too high?” “Timing is not right?” This will also confirm that you have their objection correctly understood.
Validate the concern: Allow the buyer to feel understood and you’ll carry powerful influence. "That's a valid concern, Jim, it seems like you xyz". A good tool here is the feel, felt found technique. I understand how you feel, I've had someone that felt that way, what they found was xyz concern didn't affect them the way they thought it would.
Common objections:
Ok, Jim. I'm hearing that price may be an issue for you, could you expand on that?
Find out which is true:
NOTE: "Can't afford it" is the easiest out for someone who isn't committed to end a conversation, and it often isn't the real reason.
Try this when trying to understand the real objection:
If price wasn't an issue, is there anything that would stop you from enrolling?
This will give you a truer objection, you can choose to expand on that again, when they have no more objections, it's likely the last one that is the biggest. e.g. "I think I would just lose money trading" then address that rather than talking about price.
DO NOT: Say ok and end the conversation
DO: Focus on the value that you have delivered for people just like them. Challenge them to focus on the benefit over the cost.
Example script: "Ok, Jim, I'm hearing you that you feel that the price is higher than your initial expectations. But I wanted to talk to you a little more about the value we bring to our members. If I can show you clearly that our value far outweighs the cost, would you be open to continuing working with me towards a solution? (mention their main goal if you know that)
Remember: They are putting a price on the solution to their problem, not on the deliverable (the courses)
The value of what we do is far greater than some videos or blog articles
We provide support unlike cheaper alternatives
We provide massive value in what you get
DO NOT: Tell them to go learn somewhere else
DO: Focus on value and benefits as apposed to cost. What price can you put on your life goals, right?
Example script: "Ok, Jim, thanks for your honesty. You definitely could learn how to trade on YouTube or on blogs for free. What I have found with people who are self taught traders is that they have a much higher failure rate. That's because they are on their own and have no support channel. Instead of paying for the education and learning a skill properly, they learn themselves and give all that money to the market with nothing to show for it."
Find out:
Point out:
Do those 3 things and you have a good chance of success
Ok, thanks for the honesty, Jim. I understand you're very busy, what does a typical day look like to you as far as your schedule? OR "Thank you for letting me know. Tell me, Jim, what would you say takes up most of your time?"
How many hours do you think you could commit per week?
Are some days quieter than others?
Response = Work:
"That's understandable, people work longer and longer hours these days. I've noticed that "I don't have the time" comes up in two ways when I speak with people
1. Which is what I think you're telling me, which is that you're too busy to take on education right now.
2. You want to learn how to trade in order to FIND more spare time. We seek to work for around 2 hours per weekday, either morning, afternoon, evening for example.
While there is an initial outlay where you need to spend time to learn, ultimately the idea is to save time in the future." (Rod Steele or Carmel could be relevant 3rd party stories)
Response = Family:
"Yeah, I agree Family is important, definitely. We have members who have specifically joined us for this reason.
One of our members said something that I really liked, I can send a link to her testimonial if you'd like, but she said "Day Trading has helped me become a more present wife and mother" and I really liked that. Would you say that is something that you are looking to achieve?" (Dani McLeod 3rd party)
Feel, Felt, Found example
I understand you're busy, I had someone enroll earlier in the year and they used to feel the same way. They felt that their lifestyle was too busy to accommodate taking on any education. But what they found was that they were able to study for 30 minutes before getting ready to go to bed each day which fit her schedule fine.
Things that you can note here:
Example script: "Thanks for your honesty, Jim, that is a concern that I've heard before. Without context, the charts and indicators look a bit tricky, I get that. But the thing is, you don't need to be a highly intelligent person, we've taught people from all levels of intelligence, education, and backgrounds. And remember; we're always here to help you along your journey, through support staff, coaching, and other channels, so we're not throwing you in the deep end. I think of it like this; if you were trying to learn how to read and you'd never learned what the letters of the alphabet were and the sounds they make, and you look at a page full of words, that probably looks overwhelming.
Is there anything in particular that you would single out as being something that seems like it would be too hard for you to understand?
If you felt confident enough to learn, would there be anything else stopping you from becoming a member?"
DO: Find the real reason that your prospect is missing the value. Or, if timing is genuinely off, make sure to get a commitment from the prospect that you can hold them accountable to in the future
Example script: "I totally understand timing might not be perfect right now. Most of our members took several weeks or even months to consider learning to trade before making a choice.
I’d just like to ask a few questions to help me diagnose an appropriate time to reconnect with you in the future (follow with key qualifications questions). If I can show you how we can deliver value X, would you be open to connecting with me in Y time frame?"
DO: Ask probing questions to ascertain their pain point. You registered for xyz, what was your motivation for doing that?
They're probably only thinking about the features of what we do.
Are they interested in the benefits:
Example script: "Ok, Jim, no problem I can send you something, before I do, help me understand what the best information I can send you is. Tell me a bit about yourself, what you do for a job, what your lifestyle is like. The reason I ask is, trading provides different solutions for different people so I want to make sure we're speaking the same language. No point talking to you about how you can travel around the world trading if you hate travelling."