Grant Cardone's Objection Handling Training

Key Concepts

• Handling Objections

  • Understanding and mastering objection handling is crucial in sales.
  • Importance of never giving objections undue power.
  • Objections should be isolated and dealt with individually.
  • Always aim to transform objections into valid reasons to close the deal.

• Power of Agreement

  • Always agree with the customer; disagreement hinders sales.
  • Agreement fosters a positive negotiation environment.
  • Even when the buyer makes unreasonable claims, agreement is pivotal.
  • Agreement should not be confused with the customer always being right.

• Steps to Handling Objections

  • Listen: Fully absorb what the customer is saying; write down their concerns.
  • Acknowledge/Align: Show understanding and align yourself with the customer's concerns.
  • Isolate/Validate: Distinguish valid objections from invalid ones; ask probing questions.
  • Hard Probe and Funnel: Dive deeper to understand the root cause of objections.
  • Handle and Close the Deal: Address valid objections and close.

Important Rules for Handling Objections

1. Never give an objection too much power.
2. Write down objections; show you care.
3. Do not take objections personally.
4. Isolate objections — handle one at a time.
5. Don’t abandon negotiations due to objections.
6. Continue to acknowledge and align with the buyer.
7. Avoid verbal solutions; write them down for commitment.
8. Don’t let objections lead to no-win situations.
9. Never ignore an objection or quit communicating.
10. Do not blame customers for objections.

Handling Different Objections

• Greeting Objections: Often meaningless and should be simply acknowledged.
• Demonstration Objections: Usually based on product features; tailor demonstrations accordingly.
• Complaints vs. Objections: Treat all initially as complaints until validated as objections.

Why Buyers Object

• Common Reasons: Fear, uncertainty, misinformation, lack of information.
• Buyer's Fears: Wasting time, making mistakes, feeling pressured.

Exercises

• Consider personal rules to improve objection handling skills.
• Focus on becoming more agreeable with customers.
• Improve ability to distinguish between complaints and valid objections.

Additional Notes

• Building a positive service mentality leads to smoother sales.
• Treating objections properly builds trust and facilitates successful closings.