9 categories of objections. 1. silent 2. excuses 3. malicious 4. request for info 5. show off 6. subjective/personal 7. objective/factual* 8. Sales resistance 9. last ditch
Rebuttal: That's alright. Most people in your situation felt the same way when I first call on them but now they have become our best customers and they recommend us to their friends and family.
These are the best "overcoming sales objections" advice that I have ever received that I will be using to prepare for my upcoming interview. Thank you Mr. Tracy!
Thank you Brian for these wonderful tips in closing a sales. If the product is good and great reviews it needs to be very well researched about price and use the 5 sales conversation steps: 1) Introduction (Icebreaker) 2) Short Story (Qualify you and the customer) 3) Presentation of product (not overly long) but good sales pitch 4) Closing (9 Common Objections and Closing the Sale) 5) REHASH I used to do sales representative for 4 years for events and marketing. I am looking to go back into Sales and Customer service representative for Events and Marketing. Your video is extremely helpful, I truly appreciate your help in showing us how to close the sale. You are an excellent teacher!
I like your professionalism, Brian Tracy. Many marketers think they have to act obnoxious and swear to get people to listen to them, but not you. I like that. Thanks for the video.
Davey Smeets I loved the Psychology Of Selling series! I listened to it so many times back in the early 90's that I decided to quit my regular job and sell cars! Did pretty darn good, too! Great sales training all around from BT!
Danny Meeks, Yeah i just started working for myself a year ago in salses. Not only in the 90s it was a great book, it helped me learn alot more about sales. Its gold!! :-)
good points. Brian - might I add that you would make millions helping read kids books at bedtime. The comforting voice was like a new recliner and a violinist near a sandy beach! Parents everywhere need you.
The 9 categories of objections that Mr. Brian Tracy discussed in this video: 1. silent 2. excuses 3. malicious scaffolding 4. request information 5. show off 6. subjective / personal 7. objective 8. sales resistance 9. last ditch / hesitant The answer to them all is to ✪ ASK OPEN-ENDED QUESTIONS AND GAIN THEIR TRUST. #sales #closing_sales
Brilliant as usual, Mr Tracy. These are not just objection handling techniques for selling situations, they are communication skills that are transferable to any role or situation where you would like to bring someone around to your way of thinking.
There's definite value in recognizing different objection types. It doesn't necessarily mean these are underhand tactics, like some people seem to think, but more about making sure you satisfy your prospects questions and concerns to their satisfaction.
Hi thanks for making this vid, I see a bunch of guys saying they know it better, dissagree or promote their own sites here. Now i think all have their own skills that work for them, and the fact that u share ur ways in this nice video deserves respect. At least i've got some helpfull tips and tested them on my clients and I can confirm they work! Thanks to u ive got my double bonus. Keep on doing the good work!
Anyway, got distracted ..this video is so true .. World of sale is such a complex.. But honestly I find that these points are amazingly true.. I am simple person in sales but I have com across through every single situation described in this video and I totally 100% agree. Thank you for sharing..
I like it! Some of the best calm and collected tips I've heard in awhile. Seems like it comes from a wise experienced point of view. I like this insight.
That was pretty amazing Brian. I make about 25 sales per week, 100 a month and 1.000 a year and for more than a decade but I’ve never known how to deal with objections. Thank you!
I applaud you Brian! It is obvious this is not your best work, but you continue to be of service to sales staff like myself and others. Thank you very much! I hope your character matches your persona because your presence and legacy are truly remarkable. Your friend, John.
Mr Brian. How does one handle an objection at a closure script. For example. You've managed to answer your client's objections from the beginning of a pitch. All 3 objections, he then gives you his banking details, including his account number but when it comes to closure he says he's not interested and has financial problems. Bear in mind I then did the financial OB and explained more about our product. How do you continue convincing him without now sounding desperate?
Dmitry Isaev Just say I would rather apologize once for what you feel to be a high price. Than a millions times for poor quality. Let me assure you this Product/service is going to work well for you. then just a quick bullet point about your service/product and move on.
+Dmitry Isaev no one buys a price , they buy value, whats your USP? or VAP? you need to show why they should do business with you, they time they will save ect
hello sir!...i really love ur videos.....after graduation my first job is of sales application engineer and its going to be started 2 months from now...im pretty excited about it ...can u please suggest me some important skills which i must acquire in advance to stand out of my competitors .
Guy...this video was made in 2012 1st off. 2ndly, I highly doubt he even has time to answer questions even if it was a current video. This guy is no light weight...search him out and his site, but your question is way too general to begin with for him to address by way of a TH-cam comment.
Hi Ayush! All the answers are in the videos. Just ask for what you want in search engine. For example: Brian Tracy-You Tube-Sales! - All you need on You Tube!. Yes! Brian Tracy is incredible! Also, Ayush. You know the sort of skills you need. You already know. That's why you're here! Dig in! That's your part of the deal! Great fortune with the job!
The timeshare presenter told me the line that most people in my situation felt the same way, but now they're our best customers. My response was that I agree - timeshares are great for some people, just not for me.
Is it okay to interrupt in a cold call when they're trying to shut it down? I have tried to train myself to let the customer speak until they are done, so I can overcome their objection in a non-confrontational way after I have pretended to listen to them. Or I have listened to them. But the problem with that is, I feel like they think they are winning. They ramble on until saying okay thank you. They just give you a bunch of negative feedback. If I wait to overcome the objection, the objections keep piling up, until they say but thank you goodbye. So sometimes I feel like I have to interrupt them. What do you think about this?
Great video! I loved it! And there is another guy called Donnie Boivin who also publish such videos that his real-life experience from struggling to becoming a successful person in his own life.
I'm not a salesman. You asked why they couldn't let the product sell itself. I gave you the actual reason. I didn't say it was wrong or right in any moral sense. Whether they should be doing it is an entirely different matter from why they do it.
This only works with me if I want to buy a product/service. Whenever timeshare representatives call me, they usually get a so called experienced closer. I just let them talk in circles. The closer never closes the deal with me.
Dear Brian, I am religiously listening to you on TH-cam and your tapes. Great! Question - how do i get from "she'll call you back or email if she's interested" to my calling back and getting a small test order out of the boutique store? I have a unique flip flop that leaves cat and dog prints in sand, the people i'm cold calling all buy beach related products and they carry flip flops. Most do not ever reach out, they are too busy and swamped with vendors. Thanks i can't find a strategy that works through this gate keeper issue. Sincerely, Susan
go and ask your clients themselves. say i am not here to sell you anything but i need your experience in this business. dont call and simply ask on phone, go in person as a customer. see what kind of flip flops they carry. ask if they have your kind of flip flops. (you carry it with you) you know they dont have it but see what is their answer. ask them what do they think about it? you will get valuable information. (remember to talk as a person. for example when your friend buys something new and shows it to you)
remember people do want to be heard so all you do is give them a chance to speak about their experiences. right now, dozens of people want to sell them something but very few are willing to know about their needs or expertise. you may not get order at all but they will remember you as a person. tell me how many stores you go to and people know you who works for the store?
AAAAH, Y pensar que Brian y yo trabajamos, a distancia, con la misma empresa vendiendo papel carbón de alta calidad que usaba tinta líquida en vez de carbón. CÓMO HAN PASADO LOS AÑOS.
hi there Brian, im having problem for which my prospects always compare our company services fee are more expensive than our major competitor's. i tried to tell them the quality of services that we delivered, but still, they want to go for a economical price. and we are losing our prospects and client due to this. can u help me? thanks !
Are you able to offer different packages for your services to meet your competitors prices? Another route is to get your clients to give you testimonials and post reviews. This will show your exceptional value over the work of your competitors.
if I make sure to hear out and discover each objection the customer/guest has and then ask... So what I'm hearing from you is that the only thing preventing you from moving forward today is x, y, z....is that correct? customer agrees is there anything else preventing you from moving forward with this today? no, that's the sum of it now, I have full list of objections and can reply and Taylor fit my rebuttals thereby eliminating all reasons and close the deal.
I need to say that this video is indeed useful. I actually don't like this guy since most of his videos are talking crap. But this is a very useful one.
It's a matter of numbers. If a company makes a good product and because of it gets, for instance, $10,000 in sales at some location, the application of basic sales techniques can increase that number. Amounts vary depending on the field, but let's just say it's 20% for simple math. In that case, they could make an extra $2,000 for zero extra cost. If you had a way that you could increase your paycheck without actually having to put out any money, you'd do it too.
Unspoken objection: Ask open-ended questions and listen intently to the answers to get the prospect to reveal their concerns. Excuses: Agree with the prospect's excuse, then show how other customers initially felt the same way but became satisfied with the product/service. Malicious objections: Remain calm, positive, and polite, and take control by asking more questions about the customer's situation. Request for information: This objection is easy to address because you can provide the requested information and move closer to making a sale. Show off objection: Respond with flattery to make the prospect feel important and more likely to buy. Subjective/personal objections: Focus on the customer by asking questions and listening to their answers. Address factual objections with proof and reassurance. General sales resistance: Use open-ended questions to qualify the prospect and find out what they need from you. Last ditch objections: Listen respectfully to final objections and reassure the prospect that the product/service is excellent and satisfied customers recommend it. Sales resistance: Same as answer 7.
people have subconscious restraints when it comes to buying something. a quality product can be presented in a terrible way and someone who would otherwise have fallen in love with it would walk away from it. giving people what they want is not as easy as just showing it to them, especially complex things.
The only salesman guru that I found so humble and treat the prospect repectfully. The kind of the presentation I want to imitate.
9 categories of objections.
1. silent
2. excuses
3. malicious
4. request for info
5. show off
6. subjective/personal
7. objective/factual*
8. Sales resistance
9. last ditch
Thanks mate
Dena Piña cutie pie
Dena Piña
Hi Dena,
hy
Rebuttal: That's alright. Most people in your situation felt the same way when I first call on them but now they have become our best customers and they recommend us to their friends and family.
😂😂😂😂😂😂
The best response ever thank you Brian
Bangali Translation
These are the best "overcoming sales objections" advice that I have ever received that I will be using to prepare for my upcoming interview. Thank you Mr. Tracy!
Brian is the best teacher in overcoming objections. I've learned so much from him. Listen to everything you can by Brian. He is one of the best!
Ya I’m sure he sells dictionaries just fime
Thank you Brian for these wonderful tips in closing a sales. If the product is good and great reviews it needs to be very well researched about price and use the 5 sales conversation steps: 1) Introduction (Icebreaker) 2) Short Story (Qualify you and the customer) 3) Presentation of product (not overly long) but good sales pitch 4) Closing (9 Common Objections and Closing the Sale) 5) REHASH I used to do sales representative for 4 years for events and marketing. I am looking to go back into Sales and Customer service representative for Events and Marketing. Your video is extremely helpful, I truly appreciate your help in showing us how to close the sale. You are an excellent teacher!
Hi ☺😊😃 Have you ever considered taking on network marketing/direct sales?
I find your teachings very practical. And they've helped me a lot. Thank you so much, Mr Tracy!
I like your professionalism, Brian Tracy. Many marketers think they have to act obnoxious and swear to get people to listen to them, but not you. I like that. Thanks for the video.
Always been a big fan of Brian Tracy. I've listened to his training tapes for years. Solid sales training from a master salesman.
What tapes helped you the most? I preferred Psychology of selling.
Davey Smeets I loved the Psychology Of Selling series! I listened to it so many times back in the early 90's that I decided to quit my regular job and sell cars! Did pretty darn good, too! Great sales training all around from BT!
Danny Meeks, Yeah i just started working for myself a year ago in salses. Not only in the 90s it was a great book, it helped me learn alot more about sales. Its gold!! :-)
Me too, I have all his books
good points. Brian - might I add that you would make millions helping read kids books at bedtime. The comforting voice was like a new recliner and a violinist near a sandy beach! Parents everywhere need you.
I love that you provide clear solutions that are simple and diverse.
The 9 categories of objections that Mr. Brian Tracy discussed in this video:
1. silent
2. excuses
3. malicious scaffolding
4. request information
5. show off
6. subjective / personal
7. objective
8. sales resistance
9. last ditch / hesitant
The answer to them all is to ✪ ASK OPEN-ENDED QUESTIONS AND GAIN THEIR TRUST.
#sales
#closing_sales
Thanks for simplying
Thanks a lot
What a master sales man
Thank you for not being selfish and helping us sales people
Brilliant as usual, Mr Tracy. These are not just objection handling techniques for selling situations, they are communication skills that are transferable to any role or situation where you would like to bring someone around to your way of thinking.
There's definite value in recognizing different objection types. It doesn't necessarily mean these are underhand tactics, like some people seem to think, but more about making sure you satisfy your prospects questions and concerns to their satisfaction.
Hi thanks for making this vid, I see a bunch of guys saying they know it better, dissagree or promote their own sites here. Now i think all have their own skills that work for them, and the fact that u share ur ways in this nice video deserves respect. At least i've got some helpfull tips and tested them on my clients and I can confirm they work! Thanks to u ive got my double bonus. Keep on doing the good work!
Best investment I ever made was buying his course. I got DVDs mp3s and A massive folder to guide me through the learning process! Cheers Bri!
If you don't mind me asking some questions. What program did you get exactly? How did it help you?
This man is so smooth :D
Brian Tracy, simply the best!
Objection handling is an art in sales and marketing ❤😊
Your online tutorials are super unique and very useful to every business minded person. Thanks!
Brian Tracy, another great one I recall from sales training at beginning of my career.
Thank you! A clear distinction needs to be made between a genuine objection versus excuses and postponements.
Anyway, got distracted ..this video is so true .. World of sale is such a complex.. But honestly I find that these points are amazingly true.. I am simple person in sales but I have com across through every single situation described in this video and I totally 100% agree. Thank you for sharing..
I like it! Some of the best calm and collected tips I've heard in awhile. Seems like it comes from a wise experienced point of view. I like this insight.
You are an absolute gun Brian Tracy. I love your work, and reading your books !
That was pretty amazing Brian. I make about 25 sales per week, 100 a month and 1.000 a year and for more than a decade but I’ve never known how to deal with objections. Thank you!
I applaud you Brian! It is obvious this is not your best work, but you continue to be of service to sales staff like myself and others. Thank you very much! I hope your character matches your persona because your presence and legacy are truly remarkable. Your friend, John.
thank you so much for your videos. Your lessons have greatly enhanced my sales, relationships, and overall confidence. I cannot thank you enough!
The tips from this man are going to make me obscene amounts of cash. Thanks Brian!
+Amar Zing (Amarzing) obscene eh?
+oopalonga Don't doubt him. You can achieve lots through Mr. Tracy
Ryan P . . .
0
How much cash you'd make?
Great video never knew any of these terms coming out the box with my eyes wide open hungry to learn more!
Mr Brian.
How does one handle an objection at a closure script. For example. You've managed to answer your client's objections from the beginning of a pitch. All 3 objections, he then gives you his banking details, including his account number but when it comes to closure he says he's not interested and has financial problems.
Bear in mind I then did the financial OB and explained more about our product. How do you continue convincing him without now sounding desperate?
Omg, this is such a gold mine! Thank you!
WOW!
VERY THOROUGH AND HELPFUL TIPS. THANKS A MILLION
vary much valid points to make the prospect center point.
I just want to say... How clear and true and straightforward this message o
This material is outstanding. Thank you Brian. You have it going on!
Omg. ..thank you Sir.. you are the Best in here. I shared this video with my Brother...but I think I will use some of your advice as well
Thank you, Brian! But what about price objection, when the client tenders the contract among several suppliers. What then?
Dmitry Isaev Just say I would rather apologize once for what you feel to be a high price. Than a millions times for poor quality. Let me assure you this Product/service is going to work well for you. then just a quick bullet point about your service/product and move on.
+Dmitry Isaev no one buys a price , they buy value, whats your USP? or VAP? you need to show why they should do business with you, they time they will save ect
Brian T .:
You are concise, clear and insightful.
Many thanks Mr.Brain, very nice and clear presentation. My greeting to your good self and to every expert who transfer his experience to all mankind.
very good very straigth to the point but detailed enough
hello sir!...i really love ur videos.....after graduation my first job is of sales application engineer and its going to be started 2 months from now...im pretty excited about it ...can u please suggest me some important skills which i must acquire in advance to stand out of my competitors .
Guy...this video was made in 2012 1st off. 2ndly, I highly doubt he even has time to answer questions even if it was a current video. This guy is no light weight...search him out and his site, but your question is way too general to begin with for him to address by way of a TH-cam comment.
Hi Ayush!
All the answers are in the videos. Just ask for what you want in search engine. For example: Brian Tracy-You Tube-Sales! -
All you need on You Tube!. Yes! Brian Tracy is incredible!
Also, Ayush. You know the sort of skills you need. You already know. That's why you're here! Dig in! That's your part of the deal!
Great fortune with the job!
I love his hand movements
I'm very partial to his rapid sideways wobbles. Combined with his hand gestures, I could watch this guy all day!
haha that was so cute
Brian Tracy is phenomenal! Thanks!
The timeshare presenter told me the line that most people in my situation felt the same way, but now they're our best customers. My response was that I agree - timeshares are great for some people, just not for me.
How did they respond?
Never know unless you try it.. 😂
Thanks for the great points about handling sales objections. I have another angle on handling the "I Can't Afford it" excuse in my latest video.
Thank you Brian. You are great.
Thank you Brian!
Actually I would love to know who is this lovely genuine person doing this video... I don't care about background ..
This is just perfect! thanks for the tips Brian!
Thank you, very much Brian !
Mr. Tracy is the best!💞
Thanks; Very nicely explained
Best in the industry
Is it okay to interrupt in a cold call when they're trying to shut it down? I have tried to train myself to let the customer speak until they are done, so I can overcome their objection in a non-confrontational way after I have pretended to listen to them. Or I have listened to them. But the problem with that is, I feel like they think they are winning. They ramble on until saying okay thank you. They just give you a bunch of negative feedback. If I wait to overcome the objection, the objections keep piling up, until they say but thank you goodbye. So sometimes I feel like I have to interrupt them.
What do you think about this?
My manager does that so be wise
Thanks Sir Brian Tracey...this so helpful as im trying to learn this field selling..God Bless
Thanks Mr. Brian Tracy for this valuable information
This guy is totally brilliant and efficient
Great video! I loved it! And there is another guy called Donnie Boivin who also publish such videos that his real-life experience from struggling to becoming a successful person in his own life.
I'm not a salesman. You asked why they couldn't let the product sell itself. I gave you the actual reason. I didn't say it was wrong or right in any moral sense. Whether they should be doing it is an entirely different matter from why they do it.
How we can handle the objection when we sell holiday Products, which are costly in Network Marketing?
very good ! I will apply all this rules from now on. lets see.
This only works with me if I want to buy a product/service. Whenever timeshare representatives call me, they usually get a so called experienced closer. I just let them talk in circles. The closer never closes the deal with me.
This is excellent! Thank you Brian Tracy!
Dear Brian,
I am religiously listening to you on TH-cam and your tapes. Great!
Question - how do i get from "she'll call you back or email if she's interested" to my calling back and getting a small test order out of the boutique store? I have a unique flip flop that leaves cat and dog prints in sand, the people i'm cold calling all buy beach related products and they carry flip flops. Most do not ever reach out, they are too busy and swamped with vendors. Thanks i can't find a strategy that works through this gate keeper issue.
Sincerely, Susan
nobody will ever call you back
go and ask your clients themselves. say i am not here to sell you anything but i need your experience in this business.
dont call and simply ask on phone, go in person as a customer. see what kind of flip flops they carry. ask if they have your kind of flip flops. (you carry it with you)
you know they dont have it but see what is their answer. ask them what do they think about it? you will get valuable information. (remember to talk as a person. for example when your friend buys something new and shows it to you)
remember people do want to be heard so all you do is give them a chance to speak about their experiences.
right now, dozens of people want to sell them something but very few are willing to know about their needs or expertise.
you may not get order at all but they will remember you as a person. tell me how many stores you go to and people know you who works for the store?
Perfect Thanks its a big help
Brian you are awesome and you are dead on. Thank you
Pomona California's finest, Brian Tracy!
1.) Unspoken Objections
2.) Excuses
3.) Malicious
4.) Request For Information
5.) Show Off Objection
6.) Subjective/Personal Objections
7.) Objective/Factual Objections
8.) Sales Resistance
10.) Last Ditch Objection
AAAAH, Y pensar que Brian y yo trabajamos, a distancia, con la misma empresa vendiendo papel carbón de alta calidad que usaba tinta líquida en vez de carbón. CÓMO HAN PASADO LOS AÑOS.
hi there Brian, im having problem for which my prospects always compare our company services fee are more expensive than our major competitor's. i tried to tell them the quality of services that we delivered, but still, they want to go for a economical price. and we are losing our prospects and client due to this. can u help me? thanks !
Are you able to offer different packages for your services to meet your competitors prices? Another route is to get your clients to give you testimonials and post reviews. This will show your exceptional value over the work of your competitors.
thank you Brian ! i raised your idea to my superior and they liked it. thank you so much !
I loved this!
nice 👍👍👍 very informative
u sound so kind and calm..that helps a lot, too!!!!thanks for helping me in 2018.haha
if I make sure to hear out and discover each objection the customer/guest has and then ask...
So what I'm hearing from you is that the only thing preventing you from moving forward today is x, y, z....is that correct?
customer agrees
is there anything else preventing you from moving forward with this today?
no, that's the sum of it
now, I have full list of objections and can reply and Taylor fit my rebuttals thereby eliminating all reasons and close the deal.
Dena Piña hi Dena
I really love these tips strategies.
about ten times watched. i really like this information. thank you
stunning.. it help me a lot. thanks sir :)
identifying which set of objections the customer is giving so you can test the close
wow - what an amazing video - thanks Brian
I need to say that this video is indeed useful. I actually don't like this guy since most of his videos are talking crap. But this is a very useful one.
It's a matter of numbers. If a company makes a good product and because of it gets, for instance, $10,000 in sales at some location, the application of basic sales techniques can increase that number. Amounts vary depending on the field, but let's just say it's 20% for simple math. In that case, they could make an extra $2,000 for zero extra cost. If you had a way that you could increase your paycheck without actually having to put out any money, you'd do it too.
Gonna have our mock sales pitch tomorrow...Thanks! this is really helpful :)
Great tips. Thank you for sharing this.
You looking for work in sales
Journalism, Media product sales (B2B).
It was good. Thank you
awesome advice, thank you
How can these techniques be adapted to job interviews?
Every time I quote price they say you are very expensive although we gave them competitive prices, how could I handle this situation?
That falls under number 2, excuses.
Thank You!
brian I feel I running out of prospect what im gonna do
In these Covid times, there's a new objective... "I need it now. I can'twait".. "You mean it's not in stock?"
i love this, i helps me alot, THANK YOU.. M
Old School. ❤️ it
Thank you
Regards
Gaven Malope
Johannesburg / Sandton
South Africa
Unspoken objection: Ask open-ended questions and listen intently to the answers to get the prospect to reveal their concerns.
Excuses: Agree with the prospect's excuse, then show how other customers initially felt the same way but became satisfied with the product/service.
Malicious objections: Remain calm, positive, and polite, and take control by asking more questions about the customer's situation.
Request for information: This objection is easy to address because you can provide the requested information and move closer to making a sale.
Show off objection: Respond with flattery to make the prospect feel important and more likely to buy.
Subjective/personal objections: Focus on the customer by asking questions and listening to their answers. Address factual objections with proof and reassurance.
General sales resistance: Use open-ended questions to qualify the prospect and find out what they need from you.
Last ditch objections: Listen respectfully to final objections and reassure the prospect that the product/service is excellent and satisfied customers recommend it.
Sales resistance: Same as answer 7.
good
Ask ask ask ask and ask questions
Awesome tips
people have subconscious restraints when it comes to buying something. a quality product can be presented in a terrible way and someone who would otherwise have fallen in love with it would walk away from it. giving people what they want is not as easy as just showing it to them, especially complex things.
Sell yourself first, then the products or services. Make them trust on you
I would phrase it as, earn their trust.