I am a sales trainer myself for a wealth management company. My mentor, the man who taught me everything I know, teaches exactly that. We do not handle objections. Instead of ABC, we use ABO. Always Be Opening. Using question skills, we always strive to open the conversation and get the client to talk as much as possible. The goal is to understand him. To help him take stock of his circumstances and identify his nerds. To understand his problem so we may solve it for him. With the use of questions you also need to disturb the client and convert his needs into wants. Need is Logic. That doesn't sell. Wants or Emotions do. If you've done this job well, if you covered all the angles, if you preempted properly like you say, you should not get any objections or very few. And you handle this one beautifully. Love your videos. Thank you Dan.
#1. Don't assume! #2. Don't take things so literally #3. Turn it into a question: eliminate the guessing game, ask questions to find out what is holding them back Examples: 1. Exactly what kind of guarantee are you looking for? 2. We do have.... Is that what you are looking for? Or are you comfortable with this? 3. Suppose we have a guarantee, how would that look like for you? What's going to happen next? 4. Do not go into justification for the product.
Aside from giving them the piece of mind they’re looking for, asking questions also gets you closer to what they really need, and if you’re truly trying to help them, both people sides win with this approach. Great tips!
This guy knows what he's talking about and is in business TODAY. Having an answer for every objection is NONSENSE. Much better to accept what objections usually are - SMOKE SCREENS for not trusting you or a poorly run sales process!!!!!!!
It's really important to not assume. It's important to not think intrinsically where you just give out random information. You have to think outward to your prospect and ask them, instead of sticking what you know, to know what your prospect really needs. And that's how you can actually serve and help them.
Roop - HTC Graduate yeah that makes sense but I’m a starting out marketer so I don’t have a reputation or testimonies to show off so potential clients can’t reach out to me. How do you start off and make clients reach out to you?
Because.... They do not trust you. I rarely have that question.... It's all about how present yourself the product and the ability to have them trust you
Always have the *confidence* in yourself to make Guarantees. If you don’t know something LEARN it or find someone who does 💪🏽 Love Dans messages. They’ve inspired me to share my knowledge
hey, that’s good that you’re looking at other options. that means you’re actually serious about getting to _goal/revenue_ so that you can finally __payoff___. if you could wave a magic wand over a company and solve ___challenges____, what would it be for?
WOW, Thank you so much Dan, My client always talk ridiculous : Increase sale in 30 days using FB ads, And then If I don't lie to them They will "Think about it" :D. Now I know what I have to say to my client, you are awesome Dan
Ladies and gentlemen! Get that a fuking pen and write all point. You are human not a robot. Even the point are simple. Thanks for the great content video Sifu. 🔥
Sifu, I am again requesting for a JEET KUNE DO or a WING CHUN video. I suggest you to make a video on how to defend a takedown or make any Martial Arts video of your choice. Please I request. You even promised to make a Martial Arts video every single week in some of your Martial Arts videos. Thank You.
Dan lok your are amazing you offer us a exceptional education for free , iam so grateful for that , you are my hero list and i love you so much Thank you
BOOM..really handle problem like a BOSS 🙏thank you shifu for sharing this course,really open up an opportunity on how to handle a one tough question being ask from customers
Answer a question with a question. Thats smart from a buisness stand point. You get to analyze while not being annoying while figuring out the prospect.
When it comes to sales, it’s never about you. It’s the relationship between the two of you. Business is not money, groups, and companies. It is the relationship between two people. Never take anything personal since it is always about the other person.
Hey Dan, I usually find this kind of thing a bit cringy and a bit of a fluff story, however, I will say that unlike most I agree with your approach and believe you have the right stance in terms of holding your ground. I have worked in IT for 10 years coming February and I do have clients who rate my services however they are more so previous employers that liked what I provided and the work I have done. This being the case I am looking for branching out to new prospects and using these skills as if I was a beginner. I like reverse phycology and what you say comes naturally for me. Thanks for the video and I will be checking out more of your content.
If you're a newbie or just starting out, work for free first - that's 100% guarantee. But if you have already build your portfolio and gain a lot of positive feedback from previous clients - this is your guarantee. Plus, offer them a money-back guarantee only if the results they want aren't achieved! Make a contract to ensure both parties.
There are no guarantees in life, no matter how expensive that object is. Or how high the quality of the object is. This is a test. Excuse me for my bad english, I am not english man.
"A sale that does not stick is not a sale." I have been looking for that statement for some time now! A sale to a Cheap or Difficult customer is also not a sale! I love it when people ask me if I offer any guarantees. I run a yardwork business that cleans your yard, then payment is due. Monthly maintenance is done, then payment is due. No lengthy contracts. We carry all the financial risk. What exactly are you asking me to guarantee? What I tell them is, "Yes. I offer a 100% satisfaction guarantee. When I say I am finished, I guarantee that I will be dazzled. If you are not dazzled, payment is not due. Of course, if my results do not dazzle you, you don't need a yardworker. You need a psychiatrist." Yes, I have told people that. They get all mad telling me that is not how you deal with customers, to which I say, "You are not my customer." Remember, if they are a jerk, the 5 people they spend the most time with are also jerks, so, really piss them off at this point, to insure no referrals!
Thanks so much for you tips Dan! Since I started watching you, I was able to close a 5,000K / month retainer and more! I even recorded the entire meeting LIVE! For anyone interested :)
Before I even continue listening to this I’m gonna give you my answer. When clients ask if I have a guarantee, I say, “I guarantee that I’m going to give you 100% of my experience, knowledge, insight and care but I cannot guarantee you’re going to do the work I ask you to do when you were not with me. So, there is no moneyback guarantee. Your guarantee is that you do the work and get the results. “
This might be slightly out of topic apologize but I saw your student wearing HTC T-shirt. I would thought being HTC student even a Polo T-shirt or better yet actual button business shirt with HTC on it would definitely feels much better or maybe you already have it .... I love this video and lesson I've learned thanks Shi Fu Dan for amazing work
@@rsing6199 I am not a student of Dan, however I do help Small medium size company they use my company services where me and my team help close their company deal so many smaller medium size business outsourced their service I close deal ranging 5k to 50k my team member are on contractor bases they all have own job some work for other companies some run their own small business as well that's very brief about my side business. Even tho I came up with concept of business but whoever get the client that team members get the bigger share of the profit so he or she will be the boss of that us work for that client, he or she then must attend product and or services training inregardless how busy they are
@@rsing6199 If I am the one that found the client (say if company pay us between 20% - 40%) I'll take 15% (when the commission is at 40% if at 20% I'll take 8%) rest is shared depending on the number of hours other team member work on the task. We have this agreement that whoever found the client must put in 5 hours more per week and everyone has to do their best to help each other out... Some company don't want to pay us up to 40% of commission we lower the commission rate for 1 or 2 projects (to like 15%) they have to then for the next 2 projects must be a minimum 25% commission payment. We now discussing project price payment structure and commission at the same time, where client say they got project worth 30k budget, we charge $X to handle their work say 8k to 10k (whoever found the client and agree to use our service the person will get 20% of 8k - 10k payment on top of any other payment) and then each lead we bring for them (if they want their own sale people to close the deal we charge $200 to $450 per lead depending on how much information they want) or deal we close for them it will be at certain % commission agree with the client. We also have this agreement amongst ourselves each month whatever we earn from this business we must give 1% to charity and 3% we save away towards one day we will have our own office (not rent we wanting buying a place 3 floors with minimum 3 years expenses covered from our saving before we will work in office and focus on this full time basis) , we currently just doing this in our own home using our own resources and meet up twice a week in a cafe for a meeting for 2 hours each, other days we just talk over phone or video calling meeting if needs to be Dan still the Shi Fu so I'm nothing compare to him... salute him
@@rsing6199 we currently have 80 small client and 50 small medium size business we avoid big company. Company like waste management industry, 3D printing, manufacturer, insurance, renewable energy so forth..Yes not easy at all so far our team is 25 people working towards our own dreams which is one day have the 3 story office each one of us are the director. And each one of us will have own office with nice interior design, with sofa and table and TV in each room. Although nowadays open space working office is common we still believe in fact senior manager have mid size office and middle manager have smaller office so it feels good everyone else will have individual mini well design pod desk so feels like mini office (with little privacy) but also open space. We will get any employee who stay with company 2 years they will receive new very high quality office chair when they leave they get to take the chair home (then every 3 years after that extra gift is offered) if they want. We want create a culture where employee are proud of work culture and environment.
@@rsing6199 company are greedy lol there no short cut to success and I usually provide more value first in first up to client 3 project after that I charge same commission lesser work. We do have inbound leads as well, we focus more attention on doing more on cold calling and inbound lead are just bonus we do have 3 part time people we employ to handle inbound leads
The way I sell objects, is this(you might give me a Nobel Prize for this ideea-I can't believe I am telling this to you but this is how I do it): -first of all I make sure I don't work for a company that does not sell bad quality products. -I confidently describe the product for what it is , for it's performances and I tell the client that I can guarantee that and that, jsut because I can. So I make sure I can guarantee somethign to the client, OK? -telling lies to empathy senzitive clients like me, is like telling God that you are perfect. So I never risk, despite the fact that there might be 2-3 these type of clients out of 20. -if the product is overpriced for what it does, it is the Company's fault, not mine. I have a rule:" I do not lie." That would make hard for me to sell, but it is waht it is, I win over long therm, more than you in a lifetime with this, but on the short time, everyone shits on me. I don't care, I dig that shit. Life is hard work, sooo.... BTW, if my boss tries to cheat on the clients, using me, I shit on his face and resign. I do not fear poverty, I can live in the forest with mere leaves and rain water. So WTF is he gonan do to me.
I love when Dan asks questions and answers himself in a Savage way.... Like most clients do...
I am a sales trainer myself for a wealth management company. My mentor, the man who taught me everything I know, teaches exactly that. We do not handle objections. Instead of ABC, we use ABO. Always Be Opening. Using question skills, we always strive to open the conversation and get the client to talk as much as possible. The goal is to understand him. To help him take stock of his circumstances and identify his nerds. To understand his problem so we may solve it for him. With the use of questions you also need to disturb the client and convert his needs into wants. Need is Logic. That doesn't sell. Wants or Emotions do. If you've done this job well, if you covered all the angles, if you preempted properly like you say, you should not get any objections or very few. And you handle this one beautifully. Love your videos. Thank you Dan.
well said sir.
#1. Don't assume!
#2. Don't take things so literally
#3. Turn it into a question: eliminate the guessing game, ask questions to find out what is holding them back
Examples:
1. Exactly what kind of guarantee are you looking for?
2. We do have.... Is that what you are looking for? Or are you comfortable with this?
3. Suppose we have a guarantee, how would that look like for you? What's going to happen next?
4. Do not go into justification for the product.
Aside from giving them the piece of mind they’re looking for, asking questions also gets you closer to what they really need, and if you’re truly trying to help them, both people sides win with this approach. Great tips!
This guy knows what he's talking about and is in business TODAY. Having an answer for every objection is NONSENSE. Much better to accept what objections usually are - SMOKE SCREENS for not trusting you or a poorly run sales process!!!!!!!
A made a sale yesterday from what I learnt from this video, may god continue to strengthen you for us, thank you so much sir
Dan seriously has his presentation and marketing figured out
It's really important to not assume. It's important to not think intrinsically where you just give out random information. You have to think outward to your prospect and ask them, instead of sticking what you know, to know what your prospect really needs. And that's how you can actually serve and help them.
This is a common question that I hear during the first business meeting or cold calling 😡
Nicola - Business Tips For Success are you maybe such a customer yourself? You attract who you are
Roop - HTC Graduate what do you do instead of cold calling?
Roop - HTC Graduate yeah that makes sense but I’m a starting out marketer so I don’t have a reputation or testimonies to show off so potential clients can’t reach out to me. How do you start off and make clients reach out to you?
Because.... They do not trust you. I rarely have that question.... It's all about how present yourself the product and the ability to have them trust you
Handling objections by asking them questions and redirecting. Great technique to learn.
So important to have practiced these questions and know what you are going to say!
Always have the *confidence* in yourself to make Guarantees. If you don’t know something LEARN it or find someone who does 💪🏽 Love Dans messages. They’ve inspired me to share my knowledge
Thanks for everything Dan!
Love this series Dan! What about when the prospect says “I have more people to interview before I make my decision” or “I have other calls to make”?
hey, that’s good that you’re looking at other options. that means you’re actually serious about getting to _goal/revenue_ so that you can finally __payoff___. if you could wave a magic wand over a company and solve ___challenges____, what would it be for?
Your 7 week training was so inspiring. Thank you Dan Lok. A great help in my way to success.
WOW, Thank you so much Dan, My client always talk ridiculous : Increase sale in 30 days using FB ads, And then If I don't lie to them They will "Think about it" :D. Now I know what I have to say to my client, you are awesome Dan
So smooth
I’ve been doing sales so wrong for so long
Thanks soo much Holy Spirit for leading me to Dan
Ladies and gentlemen! Get that a fuking pen and write all point. You are human not a robot. Even the point are simple. Thanks for the great content video Sifu. 🔥
Anyone working with Dan has guarantee of success simply for doing business with the Master
This man is an Alien whose mind is miles away ahead of ours. Thump up.
BOOM, Dan Lok, At the beginning of August, I have Closed 10,500$, Appreciate your Amazing Sharing about Closing Deal. I'm so excited.
Advance congratulations for 2 million subscribers
Sifu, I am again requesting for a JEET KUNE DO or a WING CHUN video. I suggest you to make a video on how to defend a takedown or make any Martial Arts video of your choice. Please I request. You even promised to make a Martial Arts video every single week in some of your Martial Arts videos.
Thank You.
Is this free content Sifu? Haha
This is gold.
Thank you
I love the One Man Dan's role play with a difficult client in this video LoL ! to WATCH AGAIN
This came at a good time for me. I have a potential 15k client and the first question they asked was Do I offer a guarantee 🤔
Good luck man. Get that sale!
What do you sell?
Dan Lok you are really my inspiration, you are an incredible person!
I agree! You shouldn't take things so literally. Take your time and make it work! Great one Dan!
Dan lok your are amazing you offer us a exceptional education for free , iam so grateful for that , you are my hero list and i love you so much
Thank you
Sifu, I can’t believe this is free to watch and learn. This guarantee question is one of the trickiest questions I encountered.
MR DANLOCK u always show intelligence proving u very wise en smart thank u
3 Key Lessons
1. 0:42
2. 1:43
3. 4:26
BOOM..really handle problem like a BOSS 🙏thank you shifu for sharing this course,really open up an opportunity on how to handle a one tough question being ask from customers
Sifu, thank you so much for this! I can't believe you're providing this much value up-front - this is just GOLD!
Answer a question with a question. Thats smart from a buisness stand point. You get to analyze while not being annoying while figuring out the prospect.
2:01
You: "Don't you trust me??"
Your client: "No, I don't trust you. I don't trust you at all."
I want that gun.
Hahaha lol
You never ask *that* question 🤣
Great tips, sometimes we get stuck in our head
When it comes to sales, it’s never about you. It’s the relationship between the two of you. Business is not money, groups, and companies. It is the relationship between two people. Never take anything personal since it is always about the other person.
So powerful!!!!!!!!!!!!!!!!!!!!!!!! Thanks SIfu!!!!!
Hey Dan,
I usually find this kind of thing a bit cringy and a bit of a fluff story, however, I will say that unlike most I agree with your approach and believe you have the right stance in terms of holding your ground. I have worked in IT for 10 years coming February and I do have clients who rate my services however they are more so previous employers that liked what I provided and the work I have done. This being the case I am looking for branching out to new prospects and using these skills as if I was a beginner. I like reverse phycology and what you say comes naturally for me. Thanks for the video and I will be checking out more of your content.
If you're a newbie or just starting out, work for free first - that's 100% guarantee. But if you have already build your portfolio and gain a lot of positive feedback from previous clients - this is your guarantee. Plus, offer them a money-back guarantee only if the results they want aren't achieved! Make a contract to ensure both parties.
Thanks Dan. It's a great piece.
What if a Client Says "The price is too much reduce the price" What do you Say?
PURE GOLD DAN - Thank you!
There are no guarantees in life, no matter how expensive that object is. Or how high the quality of the object is.
This is a test.
Excuse me for my bad english, I am not english man.
👋 Because of you are Sachin Tendulkar on TV screen. Very easy for you in classified ad which I have learnt from Advertising book.
I like this type of videos Dan, so valuable
"What kind of guarantee are you looking for?" 👍
I love it Dan!! Im like watching this 2 times already. I think my problem is asumming things a lot. Why do we do that?
Ig psychologyically as humans we have defence behaviour.
Dan is a Master Salesman.
Nice Sifu!! converting the doubts to commitment..
So much value provided in this video! Thank you Sifu Dan!
"A sale that does not stick is not a sale." I have been looking for that statement for some time now! A sale to a Cheap or Difficult customer is also not a sale!
I love it when people ask me if I offer any guarantees. I run a yardwork business that cleans your yard, then payment is due. Monthly maintenance is done, then payment is due. No lengthy contracts. We carry all the financial risk. What exactly are you asking me to guarantee?
What I tell them is, "Yes. I offer a 100% satisfaction guarantee. When I say I am finished, I guarantee that I will be dazzled. If you are not dazzled, payment is not due. Of course, if my results do not dazzle you, you don't need a yardworker. You need a psychiatrist." Yes, I have told people that.
They get all mad telling me that is not how you deal with customers, to which I say, "You are not my customer." Remember, if they are a jerk, the 5 people they spend the most time with are also jerks, so, really piss them off at this point, to insure no referrals!
That microphone looks awesome omg! (I am a musician). Cheers.
Thanks so much for you tips Dan! Since I started watching you, I was able to close a 5,000K / month retainer and more! I even recorded the entire meeting LIVE! For anyone interested :)
Zach Weiss saw your channel and subscribed, you got some great content.
I didn't see it bro
I'd say "okay Mr. Prospect, suppose I hang up the phone and I don't call you back? How bout dat?"
They might cash you outside.
I really like your teaching watching you from Ghana ❤
Nice suit Mr Lok! 😊And thank you for another great video...
Dan, love the money gun! It definitely created that WTF effect. 😂
your style is really unique.
Dan Lok is a genius😁✨
Love this creative mind approach!
Love your videos daily *dose* ,🔥🔥
I can watch your videos million times!!!!!! you are great!
Before I even continue listening to this I’m gonna give you my answer. When clients ask if I have a guarantee, I say, “I guarantee that I’m going to give you 100% of my experience, knowledge, insight and care but I cannot guarantee you’re going to do the work I ask you to do when you were not with me. So, there is no moneyback guarantee. Your guarantee is that you do the work and get the results. “
Great video taught me alot about how to deal with customers and closing thanks man.
Don't say "but before I tell you..." Dan, that can come off as frustrating and besides the point of the video. Good points nonetheless! 🙏🏾👏🏾
dan you are a pure gold.
HTC Value bomb!
currently a DOD member.
Will save up to be your HTC Student soon. :)
@@rsing6199 , essential skill to master, supportive community, great branding, and a superb Sifu.
Awasome Dan Sir Awasome - Need more video on skill set on sale and high ticket closing
I love the content of your videos ... it’s been quiet sometime without an episode of “Alpha man , smart woman” series.. when can we expect next one 🙂
I love this. So much value. It is important to know the truth always. Thank You Sifu.
Turn a question into another question, Charlie Harper thought me that 😂😂
Wow, lot oc learning on how to handle sales objections....
Dan Lok is the guy! Mr. Closer!!
This might be slightly out of topic apologize but I saw your student wearing HTC T-shirt. I would thought being HTC student even a Polo T-shirt or better yet actual button business shirt with HTC on it would definitely feels much better or maybe you already have it ....
I love this video and lesson I've learned thanks Shi Fu Dan for amazing work
@@rsing6199 I am not a student of Dan, however I do help Small medium size company they use my company services where me and my team help close their company deal so many smaller medium size business outsourced their service I close deal ranging 5k to 50k my team member are on contractor bases they all have own job some work for other companies some run their own small business as well that's very brief about my side business. Even tho I came up with concept of business but whoever get the client that team members get the bigger share of the profit so he or she will be the boss of that us work for that client, he or she then must attend product and or services training inregardless how busy they are
@@rsing6199 If I am the one that found the client (say if company pay us between 20% - 40%) I'll take 15% (when the commission is at 40% if at 20% I'll take 8%) rest is shared depending on the number of hours other team member work on the task. We have this agreement that whoever found the client must put in 5 hours more per week and everyone has to do their best to help each other out... Some company don't want to pay us up to 40% of commission we lower the commission rate for 1 or 2 projects (to like 15%) they have to then for the next 2 projects must be a minimum 25% commission payment.
We now discussing project price payment structure and commission at the same time, where client say they got project worth 30k budget, we charge $X to handle their work say 8k to 10k (whoever found the client and agree to use our service the person will get 20% of 8k - 10k payment on top of any other payment) and then each lead we bring for them (if they want their own sale people to close the deal we charge $200 to $450 per lead depending on how much information they want) or deal we close for them it will be at certain % commission agree with the client. We also have this agreement amongst ourselves each month whatever we earn from this business we must give 1% to charity and 3% we save away towards one day we will have our own office (not rent we wanting buying a place 3 floors with minimum 3 years expenses covered from our saving before we will work in office and focus on this full time basis) , we currently just doing this in our own home using our own resources and meet up twice a week in a cafe for a meeting for 2 hours each, other days we just talk over phone or video calling meeting if needs to be
Dan still the Shi Fu so I'm nothing compare to him... salute him
@@rsing6199 we currently have 80 small client and 50 small medium size business we avoid big company. Company like waste management industry, 3D printing, manufacturer, insurance, renewable energy so forth..Yes not easy at all so far our team is 25 people working towards our own dreams which is one day have the 3 story office each one of us are the director.
And each one of us will have own office with nice interior design, with sofa and table and TV in each room. Although nowadays open space working office is common we still believe in fact senior manager have mid size office and middle manager have smaller office so it feels good everyone else will have individual mini well design pod desk so feels like mini office (with little privacy) but also open space. We will get any employee who stay with company 2 years they will receive new very high quality office chair when they leave they get to take the chair home (then every 3 years after that extra gift is offered) if they want. We want create a culture where employee are proud of work culture and environment.
@@rsing6199 company are greedy lol there no short cut to success and I usually provide more value first in first up to client 3 project after that I charge same commission lesser work. We do have inbound leads as well, we focus more attention on doing more on cold calling and inbound lead are just bonus we do have 3 part time people we employ to handle inbound leads
Hello Mr. Lok pls can i ask you this question, If a client ask you on social media: "How much you earn with it, what could we say as Entrepeneurs ?
You are the best DAN 🔥🔥
Clever answer, thank you for this golden information
Thanks for the tip Dan!
This guys voice can make me wanna give him a million dollars for speaking
You are such a good speaker.
Tommy boy had the best Guarantee rebuttal.
This dan is a genius
One thing though I can never find the link that he always mentioned lol
Hey Dan
Big fan of yours from India
Please make a video on the topic when client ask for negotiation too much
If you think it's a topic for a video
Where do I get the book unlock it.
Dan im so lucky because im ur student from India
Subscribe to Pewdiepie m8
Rule No.1 STAY CALM!!!!!
Video coming right on the perfect moment, thanks!
you're a star Dan
Very educative thanks Mr. Dan
Great Content as always Dan
yes my company is growing fast...and this question is annoying me lol
If someone asks me a question without answering I hit them.
That is my way of live
The way I sell objects, is this(you might give me a Nobel Prize for this ideea-I can't believe I am telling this to you but this is how I do it):
-first of all I make sure I don't work for a company that does not sell bad quality products.
-I confidently describe the product for what it is , for it's performances and I tell the client that I can guarantee that and that, jsut because I can. So I make sure I can guarantee somethign to the client, OK?
-telling lies to empathy senzitive clients like me, is like telling God that you are perfect. So I never risk, despite the fact that there might be 2-3 these type of clients out of 20.
-if the product is overpriced for what it does, it is the Company's fault, not mine.
I have a rule:" I do not lie." That would make hard for me to sell, but it is waht it is, I win over long therm, more than you in a lifetime with this, but on the short time, everyone shits on me. I don't care, I dig that shit.
Life is hard work, sooo....
BTW, if my boss tries to cheat on the clients, using me, I shit on his face and resign. I do not fear poverty, I can live in the forest with mere leaves and rain water. So WTF is he gonan do to me.
Genius. Such wisdom. Thanks Dan!
Ask more questions. Thanks! This can really help me at my job.
You're the best!! Thanks Dan!!
He is a real enterpreneur
These are gold. Thank you! 🙂
Hey Dan What is your advice on being more tougher mentally and growing tough skin in business?
Its a great advise as usual.