Full transcript
0:00Yes , it's always the same suspects ,
0:03it's always the same objections . Anyone
0:07who knows them can confidently handle
0:09others who improvise , who try and fail .
0:13And I don't know , but do you want to be
0:15one of the lazy losers ? I think not . So
0:18pay attention and listen . Objections
0:20are never fought . So if you still have
0:24this belief that you have to argue away
0:26the " the price is too high " objection
0:28with the person opposite you , as if you
0:31were in a fight or a battle with your
0:33potential customer , then let go of this
0:36old belief . Those days are over . And if
0:40you are already convinced that you can
0:42handle objections really well , then
0:44watch this video , because I am
0:45absolutely sure that even you can step
0:47it up a notch . In this training , I
0:50won't just show you the theories of
0:52half-baked gurus , but I will really
0:54show you how to put the whole thing
0:55into practice . Not sometime later , but
0:57as early as tomorrow or the day after
0:59tomorrow at the latest . It might take a
1:01day or two of practice , and then you'll
1:03manage to get the full power onto the
1:06road . So , what are we waiting for ?
1:07Let's get started . I do what must be
1:10done . Untethered . Round 5 , 4 , 3 , 2 , 1 ,
1:13and then you do what must be done .
1:22>> Do you know the typical objections that
1:24your potential customers keep coming up
1:26with ? I'm pretty sure you know them .
1:28And even though you know them , when
1:30they pop up , you still stumble over
1:32them , and that annoys you , doesn't it ?
1:35So let's leave that behind us for good .
1:38I will show you now how to confidently
1:40resolve objections . I'll show you the
1:43most common objections and give you the
1:46perfect wording , the perfect reactions ,
1:48so that you become absolutely confident
1:51. Let's take a look at the following .
1:54Most people out there know : " Hey , when
1:56an objection comes up , I have to
1:58acknowledge it . " I'll just assume for
2:01now that you already had this
2:02information . An objection comes up and
2:04it must be acknowledged . And actually ,
2:07it sounds so simple , but strangely
2:09enough , many people get this point
2:10alone wrong . Quite likely you too . So
2:13pay close attention . Let's just take
2:16the customer who has an objection . He
2:20still needs to think about it . Okay , so
2:23the first step is to acknowledge the
2:25objection . And again , most people
2:29already make a mistake here . They
2:32simply parrot the customer . But they
2:35don't give them the feeling that you
2:37understand them or that you are
2:38acknowledging them . And that is
2:40important . Acknowledging the objection
2:43isn't about parroting it back ; it's
2:44about the feeling that is conveyed . If
2:47someone says to me , yes , okay , Timo , it
2:49sounds great , but I still need to think
2:51about it , I can simply say , okay , I
2:58didn't parrot anything back , but did
3:00you notice how understanding I was ? I
3:02acknowledged you non-verbally . I can
3:04also do it the following way . Timo , I
3:06still need to think about it .
3:09Acknowledged . So , the first step is
3:12about acknowledging the objection and
3:15really giving the other person the
3:17feeling that you validate their
3:20situation . So , let's take the context ,
3:22I need to think about it . I say , okay ,
3:25all right . You want to think about it .
3:29Fine . Let's get to step number 2 , which
3:32is now extremely important , because
3:34step number 2 is what most people don't
3:36train . This is my three-step method for
3:39handling objections with absolute
3:41confidence . You have to understand that
3:44when a potential customer comes up with
3:46an objection , friction is created .
3:48Friction is created for you as a
3:49salesperson , but friction is also
3:51created for the customer . Okay ? Because
3:54ultimately , an objection is a lie , or
3:56at the very least , a concealment of the
3:58truth . Okay ? And it doesn't feel good
4:00for them . They would prefer to just say
4:02, come on , money is no object , I'll buy
4:03it . So friction is created , and when
4:07friction is created , stress is created ,
4:09and when stress is created , the
4:11amygdala tells the brain : " Hey , watch
4:13out , dangerous , fight or flight , that's
4:16from evolution . Okay ? Fight or flight ? "
4:21Question : Do you want your potential
4:23customer to be in fight or flight mode
4:25with you ? No , so we have to give our
4:28potential customer's amygdala the
4:30signal . Everything is easy . Take a
4:36breath . You are allowed to leave with
4:37your objection . So we give the other
4:40person the feeling that we are letting
4:43them walk through the emergency exit .
4:47We do this by , for example , saying ,
4:49okay , before we end the call , by when
4:51do you think you will have thought it
4:54over enough so that you can then tell
4:56me how we both want to proceed , and now
4:58they have the feeling you're letting
5:01them go . Now they suddenly have a
5:04feeling of relaxation , stress is
5:06reduced . And from here , from here we
5:09get to point number 3 . And in point
5:14number 3 , you can resolve the objection
5:18through various strategies such as the
5:21AB option . Important , once you have
5:24resolved the objection , you must then
5:26issue the call to purchase again . Many
5:28people forget that too , but that might
5:30go beyond the scope of this video . We
5:32only want to look at the wordings now .
5:34It was important for me to explain this
5:36principle beforehand because once
5:38you've seen and understood it , okay ,
5:41you can apply it again and again . The
5:43whole thing must , of course , be
5:44practiced . So , let's repeat it once
5:45more . Okay , I understand . You want to
5:47think about it some more ? Number one ,
5:48acknowledgement . Uh , before we end the
5:51call , by when do you think you will
5:53have thought it over enough so that you
5:54can tell me afterwards how we want to
5:56proceed ? You give them the feeling they
5:59can walk through the door , and now you
6:01pull them back . Um , when you're
6:04thinking it over , is it more about the
6:06investment itself and the different
6:08payment options , or is it the question
6:10of whether now is the right time to
6:12start ? That means you consider what the
6:15two biggest stoppers are . Usually money
6:17or timing . And both options give your
6:21counterpart the chance to come out with
6:23the truth , because you can only really
6:26resolve the true objection . Alright ,
6:29let's move on . Objection number one , "
6:31need to think about it , " can we check
6:33that off , or have we just resolved it ?
6:35Let's move on to objection number two ,
6:36and by the way , I have all the wordings
6:38here , so if you'd like to have them ,
6:40feel free to send me a message .
6:42Objection number two : No interest . And
6:45this is an objection you never hear
6:47after a sales call , but it's a typical
6:49objection in acquisition . Because if
6:52someone is sitting in a sales call with
6:55you , there was some prior setting , some
6:57reachout , some foundation for this
7:00sales call , and nobody will say at the
7:02end : " No interest . " Okay , so you hear "
7:05no interest " relatively quickly during
7:07the first contact , for example , in cold
7:10calling . The annoying thing that used
7:13to provoke me regularly about the " no
7:16interest " objection is that I thought ,
7:18bro , you don't even know what this is
7:20about yet . You haven't even let me
7:23finish speaking . I wasn't even allowed
7:25to place my pitch , and you're already
7:27saying no interest . And that is exactly
7:30why it is the stupidest way to respond
7:32to " no interest . "
7:34>> No interest . You don't even know what
7:36this is about yet .
7:37>> So , never say that . Do the following
7:41instead . Mr. Meer , I understand . You
7:43have no interest . May I politely ask
7:45you for one thing ? The next time
7:49you’re looking into XY , yes , whatever
7:51it is you’re selling , I don’t know ,
7:54new customer acquisition , staff ,
7:56vehicle financing , insurance , whatever .
8:00Okay , Mr. Meer , I understand . You have
8:02no interest . May I politely ask you one
8:04thing ? The next time you’re looking
8:07into XY , could I be the first person
8:10you talk to about it ? And you will
8:13always get a confirmation for this ,
8:14always , because people want to end the
8:16conversation and they think to
8:17themselves , sure , I’ll just say yes
8:19and then the conversation is over . Yes ,
8:21there's basically nothing wrong with
8:23that , but it is part of a plan . So
8:26let’s take a look at the second plan .
8:28Okay , you will usually hear something
8:31relatively polite like
8:32>> yeah , yeah , that’s fine ,
8:35>> then you say the following : Great , may
8:37I send you an overview of our work or
8:40our offers , so that when you are ready
8:42and get in touch with me , you have
8:45already seen something from us ? At this
8:49point , you will get a confirmation
8:50again . You ask for the email address
8:54and now it’s not about sending him
8:56something that will never be opened
8:58later , okay ? Instead , it is about
9:01intensifying the conversation , because
9:04when the objection " no interest " comes ,
9:06it’s a hard brush-off . If you develop
9:10the conversation a bit further now , you
9:12eventually reach the hurdle where the
9:14other person realizes : " Hey , come on , I
9:16actually engaged in the conversation
9:18now . Okay , now I’ll listen to what he
9:20has to offer . " Okay , that means in the
9:22next step you ask him what is
9:24particularly important to him . You can
9:26say , Mr. Meer , so that I don’t just
9:28put anything in my email , but only the
9:30most relevant things . What exactly
9:33interests you most when it comes to XY ?
9:36When it comes to getting high-quality
9:38inquiries for your company . Okay , you
9:41can also give him options . Is it more
9:44about our strategy , how we manage to
9:47generate qualified inquiries for your
9:49services ? Yes , right ? And then perhaps
9:52you have a second option . So the goal
9:55should be to go deeper with one or two
9:57highly relevant questions . And if your
10:01questions are highly relevant , the
10:03other person realizes that you
10:04understand their situation perfectly ,
10:06and then they also realize : You are not
10:09a waste of time . And now it is your job
10:12to pitch the appointment again — or
10:14perhaps for the first time at this
10:15point , because it didn't work before ,
10:17since they usually interrupted you with
10:19" no interest . " So you could say , Mr.
10:22Meer , I have one last question . Have
10:25you ever received an email that was
10:27more informative than a 10 - minute
10:29conversation with the real person
10:30behind it ? Then you usually get a " no ,
10:34not yet . "
10:35>> And then you pitch your initial
10:36discovery call , introductory meeting ,
10:38or whatever it is again . And by the way
10:41, at this point , I have numerous other
10:43phrasings that are super strong , but
10:45they would simply go beyond the scope
10:47of this video , and besides , hey , all
10:49these other phrasings , which sometimes
10:51work even better — because not every
10:53phrasing fits your case perfectly . You
10:56get those if you are a participant in
10:58my sales training and mentoring program
11:00, New Age of Selling . But you can find
11:02out about that for yourself . You can
11:03find more info in the description .
11:06Let's move on to the next objection ,
11:08which is the objection . " Now is a bad
11:10time " or " I don't have time right now . "
11:13Also a classic objection that you
11:15mainly get at the beginning of the
11:17sales cycle , yes , usually during an
11:19initial outreach . Okay , it could also
11:22be an inbound lead , it could be at a
11:25trade fair when you want to pitch
11:27someone and the person is acting super
11:29busy . So what you can do is the
11:31following . Mr. Meer , I understand . You
11:33are too busy to talk to me . I am very
11:36busy myself and fight for free time
11:38every day . This is very important . Most
11:41salespeople react like beggars , like
11:43people pleasers . Someone says , " Oh , I'm
11:46so busy right now . " " Oh yes , I know , you
11:49have so much to do . " " When would be a
11:52better time , when should I get back to
11:54you ? " By doing that , you position
11:56yourself very far below them . Your job
11:58is to level the playing field . You must
12:01communicate at eye level with the other
12:03person , and then something happens . So
12:05say , " Meer , I understand . " " You are
12:08really too busy to speak with me right
12:09now . " " I mean , I struggle every day for
12:12more free time myself . " Okay ? " I am
12:14very busy myself . " Level the whole
12:16thing out . You are busy . I am busy .
12:19That is exactly why it is important
12:20that we get to the point quickly . And
12:22now you make him realize that you are
12:25not an amateur . You want to get
12:27confirmation from him here without him
12:29having to say it out loud . He should
12:31think , yes , that’s exactly how it is .
12:33That is my assumption . That is the
12:35confirmation you want to get . That’s
12:38why you say , presumably that’s your
12:40usual reaction when you’re unsure if
12:42a conversation is worthwhile and truly
12:45adds value for you . Right . And that is
12:49the " right " where you rarely get a " yes
12:51, " but the person you’re talking to
12:54confirms you internally in their inner
12:56monologue . Then you just wait a moment
13:00and then you continue . Mr. Meer , I
13:03wouldn’t ask for your time if I
13:06wasn’t sure I could solve your
13:08challenge XY , solve your challenge in
13:11scaling your business , solve your
13:14challenge with your online marketing ,
13:17or solve your challenge with the
13:20shortage of qualified leads . Do you
13:23understand ? Yes , that’s what it’s
13:24about — to get him into that
13:26problem-conscious mindset again . To be
13:28absolutely sure that I can actually do
13:30that , I would like to ask you two
13:33questions . After that , it is your
13:35decision how we proceed . Does that
13:37sound fair too ? Please , look here . He
13:40wanted to brush you off . You positioned
13:42yourself well . There was that rejection
13:45. You are important , I am important ,
13:46both of us have little time . But
13:48honestly , your real worry isn’t your
13:50time , but that you’re wasting your
13:52time with me because I’m some amateur
13:54. Look here , I am not an amateur . I
13:56addressed your objection with
13:58confidence . Okay ? I communicated with
14:02your " no , " with your doubts . I
14:04addressed them . I proved once again
14:07here that I know where your problems
14:09lie . And now I have proposed a fair
14:12deal to you . It is your decision how we
14:14proceed . You are in control . I just
14:16want to ask one or two quick questions ;
14:17after that , it is your decision .
14:18Understood ? And that doesn't always
14:21work — I don't want to claim that — but
14:23at least 50 % say : " Yes , go ahead and ask
14:25. " And now , of course , you have to ask
14:28one or two killer questions so that ,
14:30like in the other example just now , he
14:32realizes you know exactly what you’re
14:34talking about . You know his situation ,
14:37you know his challenges , and through
14:39that , you deepen the conversation . It
14:43gets a foundation . Okay , it takes shape
14:46, and then you can pitch the meeting
14:49again . Hey , look here . I’m just
14:53hanging out over Berlin and answering
14:54messages on WhatsApp , like the one from
14:56Marvin who needs help with prospecting .
14:58And that is exactly what you should do ,
15:00too . Write me what your number 1
15:02challenge is now via WhatsApp at
15:0401739315865 and I’ll help you out .
15:10100 % AI-free , 100 % Timo , as real as the
15:12monkeys down there at the zoo , so let's
15:14get back to the video . Alright , let's
15:18get to the next objection , which is "
15:20too expensive " or " it's just over our
15:23budget . " The goal is completely clear .
15:25You have to get your potential client ,
15:27you have to get the person you're
15:28talking to , out of this price-based
15:29mindset . It's limiting thinking , okay ,
15:31I don't have the money for it , so I
15:33can't do it now . Yes , you have to get
15:37them out of this price-based thinking
15:40and into a value and result-based way
15:43of thinking . Okay ? Not what does it
15:47cost you , what has to come out of your
15:50pocket , but what does it put into your
15:52pockets . Okay , that is the right
15:54mindset . You have to move them there .
15:57How you do that , I'll show you now . And
15:59here I'll give you two versions . Okay ?
16:01Version A I personally use very rarely .
16:05I don't think it's that great , but I'm
16:07sharing it with you anyway because it's
16:09very simple and easy to place . It never
16:13works amazingly well , but it works very
16:15well . Meaning , better than whatever
16:18else you might be stumbling through
16:19with your arguments and so on and so
16:21forth . And maybe you don't do anything
16:22at all because you think you can't
16:24manage to position yourself anyway . So ,
16:25it works . But if you were my client and
16:28I were writing a script for you , I
16:30wouldn't put that in there . So if you
16:33are still a beginner , it's good for you
16:34. If you are already a bit further
16:36along , if you are advanced , then look
16:38especially at Version B. Version A is
16:40okay . I understand , Mr. Meer , tell me
16:43what is more expensive . Is it more
16:46expensive to put the investment
16:48together to finally solve problem XY ,
16:50so that you achieve result A and B ? Or
16:53is it more expensive for you if you
16:55don't change anything , the problem
16:57remains , and nothing improves in your
16:59situation ? You noticed that I played
17:02with my tonality a bit there . Okay ? The
17:05tonality here has to be a concerned
17:07tonality . Hey , I care about you , but
17:10you noticed what I did , right ? So , you
17:13brought them into this problem and
17:15result-based thinking , highlighted the
17:18pain again and what they actually want ,
17:21and moved away from this price-based
17:24thinking . That's why it is powerful
17:27wording . Okay , so Version B , price
17:31versus costs . This wording is very
17:36powerful because it pulls people out of
17:38their defensive mindset . A pattern
17:42interrupt . Okay , you're getting a bit
17:44confused . So you say , " Tell me , what
17:46exactly do you mean by the price is too
17:48high ? " Are we talking about the price
17:51here or the costs ? Your counterpart
17:53will then say something like , " Huh ,
17:55price , cost — what's the difference
17:57supposed to be ? " Then you say , " No
17:59problem , let me explain it to you . " The
18:01price is a one-time item , meaning the
18:03initial purchase price today . Costs ,
18:06however , are an ongoing item . There are
18:11competitors who undercut our price , but
18:13no one beats us on costs . Now the
18:17person is interested — what’s behind
18:19that ? Because when they tell you , " Ah ,
18:23the price is too high , " they’re
18:25likely thinking of a competitor who
18:27obviously has a cheaper offer . Okay ?
18:30And this is where you can address that
18:32right away . So you continue : " Would you
18:35rather buy once and have the problem
18:37solved , or keep having headaches and
18:39likely have to buy a second time ? " Then
18:42I would add , with a playful tone . Do
18:46you know the saying , " Buy cheap , buy
18:48twice " ? And now you've planted a seed ,
18:51because everyone has made a wrong
18:53decision at some point . Everyone has
18:55bought a cheap product at some point
18:56that didn't work properly afterward .
18:59And then you sold it on eBay and ended
19:01up buying the high-quality product
19:03anyway ; I booked a cheap agency to run
19:05my ads , the communication was terrible ,
19:07I terminated the contract early , and
19:09ended up doing it myself . My headaches
19:12weren't gone ; they weren't solved . No ,
19:16because I worked with semi-pros , the
19:17problems were still there . The problems
19:21, the headaches — that’s cost . Or
19:24maybe you have a product like a solar
19:26system with a high-quality battery . If
19:29I have a cheap solar system with a
19:32cheap battery and the storage capacity
19:34decreases more and more within 3 , 4 , 5
19:37years , it means the system produces
19:39power , but my battery can't store it
19:42because it's cheap , and then higher
19:44costs arise because I have to buy extra
19:47electricity from the local utility
19:49provider . Got it ? However , if I pay a
19:53little more , the purchase price is
19:55slightly higher , but I don't have costs
19:57because the battery can still store 100
20:00% of its capacity even after 7 , 8 , 9 , or
20:0210 years . Alright , so let's move on to
20:06the fifth objection I want to train
20:08with you today . An objection that also
20:10comes up very frequently at the end of
20:12a sales call . This is not an objection
20:14that comes up in prospecting , just like
20:16the one before — yes , the one about
20:18price or budget doesn't come up in
20:19prospecting either , but at the end of
20:21the sales conversation . Specifically , I
20:23still need to talk to my partner ,
20:26whether it's my wife , my husband , or a
20:28business partner . Yes , we are two
20:32founders , or my co-founder , or my boss ,
20:35or my superior , or my senior manager .
20:38What ? Ever . Translated , this usually
20:41means in most cases . Hey , something
20:43doesn't quite feel right yet . The deal
20:46doesn't feel solid to me yet . I still
20:48have some concerns somewhere . I don't
20:51fully trust this whole thing yet . I'm
20:53not absolutely confident , so I'm
20:55bringing in the power of a third party
20:58and saying , " Hey , I want to , but I
21:00still have to talk to someone else . "
21:03Caution , important note . You also need
21:05to understand , what is the typical
21:07decision-making process in companies ?
21:11So , if you are selling to a larger
21:13company and you are speaking with an HR
21:16manager , for example , then it's normal
21:19that she will talk to the CEO again to
21:22get confirmation that the budget is
21:25approved . Okay ? So , if I am speaking to
21:29someone in lower management and they
21:32really are the decision-maker I should
21:34be talking to about this topic , I still
21:37need to know that in the
21:38decision-making process of this
21:40enterprise , it is quite normal that
21:42they need to speak with their C-level
21:45manager . I need to check that .
21:47Otherwise , I will misinterpret the
21:49situation . Otherwise , I might say
21:50something like , " Hey , you don't want to
21:52make a decision . Come on , I thought we
21:54could get this done today . " You know ?
21:56You end up putting on uncomfortable
21:58pressure and they think , " Dude , what do
21:59you want from me ? " " I want to , but I
22:02can't say yes right now , you idiot ,
22:05because we are a large company and this
22:08is the standard procedure . " If you keep
22:11getting pushy , you will alienate them ,
22:13and eventually , they will say , " Hey ,
22:15you know what ? Screw you . " And then you
22:17are out . So , you have to understand ,
22:19what is the decision-making process
22:21like in larger companies ? Okay , let's
22:23look at the wording , which is
22:25prevention . Prevention is a very
22:28important keyword here . So , I want to
22:31prevent this objection right at the
22:33beginning of the sales call . If I know
22:36I am speaking to a woman , there is a
22:38high probability she will say at the
22:40end that she needs to talk to her
22:42husband . So , I want to address the
22:44whole topic proactively in advance . The
22:47same goes if I am speaking to an HR
22:49manager ; I want to know , hey , who else
22:51is a decision-maker ? Let's assume we
22:53reach a solution today . We reach the
22:55point today where we both say , let's do
22:58it , who else do we need to speak with
23:00afterwards to actually get this whole
23:02thing through ? Secure , lock in , fix .
23:05Okay , good . For example , does your wife
23:08support you in your self-employment and
23:11the decisions you make ? Here in the
23:13example , if I am speaking with a man . I
23:15am speaking with a man and maybe I
23:17notice , hey , he's a bit unsure . I might
23:20have already found that out during the
23:21first conversation on the phone .
23:23Alright . So then I ask him : " Hey , tell
23:25me , regarding your business , are you
23:27doing this just for yourself or do you
23:29have a family ? " He says : " Well , I am
23:31married , I have a wife and I have
23:32children . " And then I ask right at the
23:34beginning : " Hey , how is that for you at
23:36home ? " So , I am self-employed , you are
23:38self-employed . Like , what's it like at
23:39home for you ? Does your wife support
23:42you in your business , or is it more of
23:44a thorn in her side ? Then he might say :
23:47" No , no , my wife , she supports me in it
23:49. " Okay , all clear . Then you can refer
23:52back to that later . Okay . When he comes
23:56back later with , " Yeah , I have to talk
23:57to my wife , " you can say : " Hey , you
23:58told me at the start of our talk that
24:00your wife supports you in this . " Is
24:02your wife self-employed as well ? No ,
24:04she's a homemaker . Ah , okay . That means
24:07she says : " Hey , I'm responsible for the
24:09family and the household . You are the
24:11business owner , the man who brings home
24:13the money . So you have to make your own
24:15decision . If you decide that this is a
24:17good investment , then do it right . " And
24:20especially with men , it always helps to
24:23appeal to that male ego , to grab life
24:25by the balls . Yes , that is a technique
24:27I always use when I speak with men . So
24:29men , if you ever speak with me , just
24:31wait , eventually I’ll reach between
24:33your legs and then you won’t be able
24:35to get out of my grasp . Alright , here's
24:37another example . Mr. Meer , let's assume
24:41we reach a solution today and you
24:42decide that we are the right partner .
24:45What does the rest of the
24:47decision-making process look like in
24:49your company ? You want to have that
24:51clarified right at the beginning . And
24:54if they say they need to speak with
24:56their boss again , you could say : " Hey ,
24:58what do you think about the idea of
25:00pushing the meeting back a day or two
25:01so your boss can join us ? " Or would it
25:06be a crazy idea if you asked your boss
25:08if they could join the meeting , or you
25:11say , alright , so if we reach an
25:13agreement at the end of the day , you'll
25:15still need to talk to your boss again .
25:19Can you tell me when you would have the
25:21next opportunity ? So that I have a
25:23rough idea of how quickly you make
25:25decisions in your company . And in case
25:29you didn't use this framing at the
25:31beginning , yeah , maybe you forgot or
25:33whatever , and then at the end of the
25:35sales call this objection comes up ,
25:37then say something like , completely
25:39understandable , that's probably your
25:41normal decision-making process , and
25:43then the person says yes . Then you say
25:46again , you let them go through the door
25:48now . By when do you think you will have
25:50spoken to your business partner so that
25:52you can tell me afterwards how we want
25:54to proceed from here ? Then they give
25:56you an answer again , because you just
25:58want to find out , what is the real
25:59stopper ? Yes , because maybe they
26:01haven't committed to saying , yes , we're
26:03doing this . And then you can say
26:05something like this . All right ? So that
26:07I can best support you in informing
26:10your business partner . Do you think
26:12it's more about understanding how we
26:14solve problem XY , or is it important
26:16for them to know which options and
26:18payment methods fit your company ? So
26:21that's a type of wording where I want
26:23to find out , hey , is it perhaps a
26:24little bit about the money ? Is it maybe
26:27a budget question , an investment
26:29question ? So I'm trying to get to the
26:32real stopper . Alright , that was it . The
26:34five most common sales objections , you
26:37know them now . So it's up to you what
26:40you make of it . Either you're lazy now
26:43and keep stumbling around , stuttering
26:45around , trying things out , you're not
26:47confident , not a closer , okay ?
26:50Sometimes you have a good day ,
26:51sometimes a bad day , or you sit down
26:53now and be diligent . If you decide on
26:55this diligent path and say : " Hey Timo ,
26:57these wordings would help me . " Feel
27:00free to send me a message on WhatsApp ,
27:01preferably with a screenshot , then I'll
27:03send you these wordings for free . So
27:05message me at 01739315865 . One thing I
27:11can guarantee you is that if you manage
27:14to have a confident response to every
27:16reaction you get from potential
27:18customers , then sales eventually just
27:21becomes paint-by-numbers . You know
27:24exactly what's coming . You are no
27:26longer afraid of the unknown . That
27:28gives you an extreme amount of
27:30self-confidence . When you are
27:31self-confident , you communicate with
27:33confidence . You convey a self-assured
27:36feeling that is contagious . And clients
27:41feel much more comfortable with your
27:44advice , they feel much better
27:46understood by you , and that’s why
27:48it’s a very logical step , a complete
27:51matter of course , that they buy from
27:54you . With that in mind , the first five
27:57people to leave a meaningful comment
27:59under this video will have my book , "
28:01The Closer and the Vienna Lawyer , "
28:02delivered to their front door for free .