Close The Sale by BLOCKING not Overcoming the Objection - How to Sell

Summary

In this video, Victor Antonio introduces a sales strategy called 'Response Block Selling,' which focuses on blocking customer objections before they are voiced, rather than trying to overcome them. He emphasizes how raising and resolving objections during the sales presentation helps to reduce buyer resistance and build credibility. Through a structured process involving raising, offering a resolution, demonstrating the solution, and tying down the objection, sellers can effectively address common concerns. Victor shares insights from his book, offering practical scripts and strategies to help salespeople close deals faster and more effectively.

Takeaways

• 😀 Response block selling focuses on blocking objections before they are voiced, rather than overcoming them after they are raised.
• 😀 The psychological principle behind blocking objections is that once a customer voices an objection, they are less likely to change their mind about it.
• 😀 Salespeople should anticipate 3 to 5 common objections that customers might have and address them proactively during the presentation.
• 😀 The response block technique involves raising the objection yourself, offering to resolve it, doing a demo, and then tying it down to solidify the resolution.
• 😀 By raising objections in advance and resolving them, you lower the buyer's resistance and increase credibility with the customer.
• 😀 Tying down an objection involves asking the customer if they can see how your solution works, which helps solidify their commitment to the resolution.
• 😀 A major benefit of blocking objections is that it helps avoid embarrassing situations where customers feel reluctant to voice objections themselves.
• 😀 If objections are handled early, they are less likely to reappear later in the sales process, making the presentation smoother and more effective.
• 😀 Overcoming objections after they are voiced is less effective because it can be harder to convince someone publicly and it risks influencing others in the room.
• 😀 Victor Antonio’s method encourages proactive objection handling in sales through the use of scripts, demos, and tie-downs, ultimately reducing buyer resistance.

Q & A

What is the primary focus of Victor Antonio's sales strategy?

Victor Antonio's primary sales strategy, as described in the video, is 'Response Block Selling.' The focus is on lowering buyer resistance by blocking objections before they are voiced, rather than overcoming objections after they are raised.

How does Response Block Selling differ from traditional objection handling?

Response Block Selling differs by preventing objections from being voiced in the first place. Instead of waiting for customers to bring up objections, the strategy involves raising and addressing potential objections yourself during the sales process.

Why is blocking objections before they are voiced important in sales?

Blocking objections before they are voiced is crucial because once an objection is raised by the customer, they are less likely to change their mind. By addressing objections upfront, you lower resistance and build credibility with the customer.

What is the four-step process Victor Antonio recommends for blocking objections?

The four-step process for blocking objections includes: 1) Raising the objection yourself, 2) Offering a resolution, 3) Demonstrating the solution, and 4) Tying down the objection by confirming the resolution with the customer.

Can you give an example of how to block an objection using Victor Antonio's method?

An example of blocking an objection would be if a customer might think a software is too complicated. You raise the objection yourself by saying, 'Many people think our software is complicated, and I understand that.' Then, you offer a resolution by showing them how easy it is to use, followed by a demo, and end with a tie-down question like, 'Based on what I’ve shown you, do you think you can use this with a little practice?'

What is the purpose of the 'tie-down' in the sales process?

The purpose of the tie-down is to confirm with the customer that they agree with your resolution to the objection. It helps lock in the objection and ensures it doesn't come up again later in the sales process.

How does blocking objections enhance credibility with customers?

By blocking objections early, you demonstrate to the customer that you understand their concerns before they even voice them. This shows empathy and knowledge of the product and customer mindset, which builds trust and credibility.

What are some common objections customers have during the sales process?

Some common objections customers have include concerns about the price, the product's technical complexity, compatibility with existing systems, and whether the product will meet their future needs. These objections typically arise in most sales processes.

What is the danger of letting a customer voice an objection during a presentation?

Letting a customer voice an objection publicly can lead to several issues. It may create doubt in other customers' minds, and it becomes harder to retract or change the customer's opinion once they've voiced it. Additionally, defending the objection in front of the group can make the salesperson appear weaker.

How does blocking objections help in reducing sales resistance?

By addressing and resolving potential objections upfront during the presentation, the salesperson reduces resistance throughout the process. As objections are blocked one by one, the customer's trust increases, and their reluctance to buy decreases.