{"id":26511,"date":"2021-02-06T20:54:44","date_gmt":"2021-02-07T00:54:44","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=26511"},"modified":"2021-02-11T11:15:08","modified_gmt":"2021-02-11T15:15:08","slug":"most-common-sales-objections","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/most-common-sales-objections\/","title":{"rendered":"The Most Common Sales Objections: Overcome Them"},"content":{"rendered":"\n<p>What are the most <a href=\"https:\/\/www.shortform.com\/blog\/common-sales-objections\/\">common sales objections<\/a>? How can you overcome these sales objections and turn a prospect into a paying customer?<\/p>\n\n\n\n<p>The <a href=\"https:\/\/www.shortform.com\/blog\/most-common-sales-objections-2\/\">most common sales objections<\/a> fall into two categories: bad timing, and the need to check with someone else. The most common sales objections are all just smokescreens for other issues.<\/p>\n\n\n\n<p>This article will explain step-by-step how to overcome the most common sales objections using methods from <em>Way of the Wolf<\/em>.<\/p>\n\n\n\n<!--more-->\n\n\n\n<h2 class=\"wp-block-heading\">The Most Common Sales Objections<\/h2>\n\n\n\n<p>Think of the sale as one straight line, beginning with the open on the left and moving to the close on the right. The biggest key to success is staying on that line.<\/p>\n\n\n\n<p class=\"has-text-align-center\"><strong>OPEN &lt;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&gt; CLOSE<\/strong><\/p>\n\n\n\n<p>In <em>Way of the Wolf<\/em>, Belfort learned this lesson from the experiences of his employees. They were having trouble closing the good leads that they were given. Their major complaint was that there were too many objections to a sale (they said \u201c1000 objections\u201d), so he asked them to list the objections. They came up with 14 total, the most common sales objections fell under two categories:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Bad timing.<\/li><li>The need to check with someone else.<\/li><\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>They&#8217;re Just Smokescreens<\/strong><\/h3>\n\n\n\n<p>If <strong>every sale is the same, <\/strong>the most common sales objections are all just smokescreens for other issues, so answering these smokescreens is useless.&nbsp;<\/p>\n\n\n\n<p>Instead, the salesperson should lead the conversation, going from Point A \u201cOpen\u201d to Point B \u201cClose\u201d in a straight line.&nbsp;<\/p>\n\n\n\n<p><strong>All conversation is done in order to stay on the line and move slowly from left to right.<\/strong><\/p>\n\n\n\n<p>Ask for the order at first around the beginning of the conversation, maybe \u2153 of the way in, so that you get the objections. The back part of the sale then becomes the toughest, as you <strong>deal with the objections or smokescreens for uncertainty and move them towards certainty.&nbsp;<\/strong><\/p>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>Staying on the Line<\/strong><\/h4>\n\n\n\n<p>We\u2019ll call this <strong>goal-oriented communication. <\/strong>The following visual shows the Straight Line System\u2014stay close to the line in the middle and don\u2019t end up on tangents (Pluto or Uranus).&nbsp;<\/p>\n\n\n\n<p class=\"has-text-align-center\"><strong>PLUTO<\/strong><\/p>\n\n\n\n<p class=\"has-text-align-center\"><strong>&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;-<\/strong><\/p>\n\n\n\n<p class=\"has-text-align-center\"><strong>RAPPORT<\/strong><\/p>\n\n\n\n<p class=\"has-text-align-center\"><strong>OPEN &lt;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&gt; CLOSE<\/strong><\/p>\n\n\n\n<p class=\"has-text-align-center\"><strong>INTELLIGENCE GATHERING<\/strong><\/p>\n\n\n\n<p class=\"has-text-align-center\"><strong>&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;&#8212;-<\/strong><\/p>\n\n\n\n<p class=\"has-text-align-center\"><strong>URANUS<\/strong><\/p>\n\n\n\n<p>If you\u2019re completely on the straight line, you\u2019re doing all of the talking.<strong> <\/strong>Every word you say should move you from open to close.<strong> Do everything possible to stay close to the line.<\/strong> This is the heart of the <a href=\"https:\/\/www.shortform.com\/blog\/the-straight-line-persuasion-system\/\">Straight Line System<\/a> and how to overcome the most common sales objections.&nbsp;<\/p>\n\n\n\n<p>In the spaces between the straight line and Pluto and Uranus, it\u2019s the prospect who\u2019s doing the talking. The prospect will try to move you off the line and onto Pluto or Uranus, either because they\u2019re trying to get you to stop pitching them or because their mind is wandering. People are much more likely to be thinking about whatever is going on in their lives than your product. And it may seem like, by getting to know the prospect, they will be more likely to agree to a sale. The opposite is true.<\/p>\n\n\n\n<p>If you follow a prospect\u2019s tangents and you end up way off the line (at Pluto or Uranus), you\u2019ve gone way too far. However, being in the space <em>between<\/em> the Straight Line and Pluto or Uranus can be valuable. This is where you <strong>gather intelligence <\/strong>and <strong>develop a rapport.<\/strong><\/p>\n\n\n\n<p><a href=\"https:\/\/www.shortform.com\/blog\/intelligence-gathering-techniques-snowden\/\">Gathering intelligence<\/a> and developing a rapport include seven major pillars:<\/p>\n\n\n\n<ol class=\"wp-block-list\"><li>Identify the prospect\u2019s needs.<\/li><li>Figure out any core beliefs the prospect has that could affect the sale. Maybe they naturally distrust products that are not made in the U.S. or don\u2019t like salespeople.&nbsp;<\/li><li>Find out the prospect\u2019s good and bad past experiences with products that are similar.&nbsp;<\/li><li>Find out what their values are: Do they want quick growth? Do they plan to donate their profits?<\/li><li>Figure out their financial standards: What amount of money and what spending ability do they need to feel self-confident?<\/li><li>Figure out their <a href=\"https:\/\/www.shortform.com\/blog\/worrying-about-money\/\">financial worries<\/a>, where the <strong>pain <\/strong>is.<\/li><li>Find out what their financials are: where they are in the market, how much they\u2019re willing to invest in an idea they like, and how much they have available to invest.&nbsp;<\/li><\/ol>\n\n\n\n<p>This all adds up to the three basics principles key to the Straight Line System:&nbsp;<\/p>\n\n\n\n<ol class=\"wp-block-list\"><li><strong>Take control of the sale right away.<\/strong><\/li><li><strong>Build rapport by asking the prospect a lot of questions and using the right tone and <a href=\"https:\/\/www.shortform.com\/blog\/body-language-crucial-conversations\/\">body language<\/a><\/strong>, and use that rapport to gather intelligence.<\/li><li><strong>Transition quickly and smoothly to a <a href=\"https:\/\/www.shortform.com\/blog\/sales-presentation\/\">sales presentation<\/a> <\/strong><\/li><\/ol>\n\n\n\n<p>In the 90 days after Belfort taught this system to his employees, all twelve of them were <strong>million-dollar producers<\/strong>.<strong>\u00a0<\/strong><\/p>\n\n\n\n<p>If you follow these steps from <em>Way of the Wolf<\/em>, then you, too, can overcome the most common sales objections and turn prospects into paying customers.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>What are the most common sales objections? How can you overcome these sales objections and turn a prospect into a paying customer? The most common sales objections fall into two categories: bad timing, and the need to check with someone else. The most common sales objections are all just smokescreens for other issues. This article will explain step-by-step how to overcome the most common sales objections using methods from Way of the Wolf.<\/p>\n","protected":false},"author":8,"featured_media":26513,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[45,103],"tags":[206],"class_list":["post-26511","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business","category-sales","tag-way-of-the-wolf","","tg-column-two"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v24.3 (Yoast SEO v24.3) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>The Most Common Sales Objections: Overcome Them - Shortform Books<\/title>\n<meta name=\"description\" content=\"The most common sales objections fall into two categories: bad timing and the need to check with someone else. Learn how to overcome them.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.shortform.com\/blog\/most-common-sales-objections\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The Most Common Sales Objections: Overcome Them\" \/>\n<meta property=\"og:description\" content=\"The most common sales objections fall into two categories: bad timing and the need to check with someone else. 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