10 Responses to Common Objections
Question: What do you think is the difference between the mediocre and the master?
Answer: The master gets appointments and gets people to show up to those appointments.
Do you have a simple, consistent, and proven approach for asking for appointments and getting them? Or do you just make and take calls, giving out information, and hope that somebody will wander in someday?
The master is also prepared with and arsenal of responses to common objections. This is the game setter, to be able to convince someone to stop what they’re doing and make time in their schedule to either come to you or for you to come to them.
Appointment Setting: 5 Cardone approved phrases to use
- When can you be available to come in and look at what we have?
- What is a good time for us to get together this afternoon?
- Will you be able to make it tonight?
- When can you come in today?
- What is the most convenient time to get together today?
Note what is common to all of these. Grant is assuming the appointment and he’s giving people choices. Remember to always ask for the appointment, no matter what. Even if you don’t believe you can get one, ask anyway. Always offer choices as to when and where. And always know you’re going to get it. Grant says, “even if you take a call at 9:00 pm and you close in 30 minutes, ask if they can meet tonight.” You want to create urgency. Grant’s a now guy. Are you? Because for the right reasons and with the right amount of urgency, you can get appointments.
If you don’t believe you’re going to get an appointment, you won’t get one.
When you don’t ask for an appointment, you’re not going to get one. If you don’t offer choices you’re not going to get one. It’s not true that people won’t come to see you. It is true that you don’t offer enough reasons for them to come see you. Asking for a today appointment will create more objections than any other part of the call. You have to be ready for them. If you are uncommitted to your trade, you won’t know how to handle objections.
You are going to get hit with appointment stalls. These are the things you’re going to hear so here are 10 responses to common objections…
