The Objection Skeleton Key This chapter introduces the objection skeleton key method for overcoming objections in sales. It emphasizes the importance of not getting objections by mastering the serve method and qualifying prospects properly.
Dealing with Objections Explains that there are two types of objections: those that can be overcome and those that cannot. The focus is on enrolling everyone who should say yes, using coaching to help them make a decision.
Why People Hate Objections Discusses why people dislike handling objections, emphasizing the need to maintain a positive energy and conviction while serving clients during objection handling.
Categories of Objections 'Circumstances,' 'other people,' and 'themselves' are identified as three categories of common objections (e.g., time, money, permission). Each category is addressed using active listening, positive reinforcement, feedback clarification, asking skeleton key questions,
Empowerment Through Payment Flexibility Encourage clients to start with a small deposit and pay the rest later. Offer smaller program options or more generous payment plans if they can't afford the full package.
Coaching Approach in Sales Conversations Maintain rapport, ask questions, record conversations for self-improvement, and focus on serving the client's needs rather than pushing for a sale.
Energetic Shift Towards Service-Oriented Selling Shift from scarcity mindset to empowered service-oriented approach. Emphasize genuine interest in serving clients over focusing solely on financial gain.
'Follow-Up' as Leading Rather Than Chasing Clients Lead follow-up discussions by setting clear action steps, maintaining high energy levels, offering possibilities instead of chasing them down or being needy for their decision.
'Flip The Script' Technique: Disarming Resistance With Agreement 'Agree' with resistance instead of trying to persuade; lead them through exploration without arguing; encourage self-reflection before making decisions.