Objection Prevention: The strategy of preventing objections from forming in the prospect's mind, primarily through strategic questioning and the use of different tones.
Top 1% Salespeople: Focus more on preventing objections than trying to overcome them at the end. This method is more effective in making sales.
Importance of Emotions in Decision Making: Buying decisions are driven by emotions, not logic. Lack of certainty (an emotional state) is what causes objections, not lack of information.
Industry Experience
The speaker has extensive experience in both B2B and B2C sales across various industries, contributing to their understanding of high-level sales tactics.
Ranked as one of the top 50 salespeople in the world.
NEPQ (Neuro Emotional Persuasion Questions)
Questions with Different Tones:
Curious Tone
Confused Tone
Challenging Tone
Concern Tone (empathy)
Playful Tone
Examples of Diffusing Questions
Use diffusing questions to address and prevent objections by interpreting the prospect's body language and tone.
Example Questions
"Hey, I noticed when I went over XYZ on that last slide, you seemed a bit hesitant. What's behind that, just so I understand?"
Tone: Concern tone that shows empathy
"You seemed a bit unsure when I asked you about X. What's going on?"
"When I asked you about blank, you seemed like you didn't really want to talk about that. Can you tell me what's going on?"
Use playful tone to ease the conversation
Handling Red Flags and Body Language
Option 1: Ignore the red flags and hope for the best (ineffective).
Option 2: Address the issue immediately with a diffusing question to prevent future objections.
Commitment Questions
Observe the tonality when a prospect agrees.
Example: "Do you feel like this could be the answer for you?"
Assess their certainty based on their tone:
"Yeah, for sure" (certainty)
"Yeah, yeah, sure" (uncertainty)
Addressing Uncertainty
"You seemed a bit unsure when I asked you that. Off the record, what's going on?"
Further Techniques
Use the right tone to match the context of the question.
Prevent objections by making the prospect feel understood and valued during the pitch.
Closing Techniques
Prevent objections during the sales process for easier closing.
Understand that fewer objections indicate higher certainty in the prospect's mind.