How HUMOR Eliminates FEAR

Summary

In this training video, the speaker addresses how to overcome the common sales objection, 'It sounds too good to be true.' Acknowledging that this fear-based objection is often encountered in industries like coaching or high-ticket sales, the speaker provides a clear, step-by-step strategy. Key techniques include using humor to interrupt the pattern, asking insightful questions about the origin of the objection, and shifting the conversation to challenge outdated mindsets. The speaker emphasizes the importance of tone, empathy, and effective questioning to guide prospects through overcoming their doubts and committing to change.

Takeaways

• 😀 The 'sounds too good to be true' objection is fear-based and common in sales, especially in industries promising quick results like coaching and high-ticket services.
• 😀 This objection can be encountered in both B2B and B2C sales, including industries like coaching, high-ticket sales, and recruitment.
• 😀 Acknowledge the objection by using humor and light-heartedness, such as asking, 'Would you like us to make it harder for you?' to break the tension.
• 😀 A key tactic is the 'pattern interrupt' – a strategy that deflects the objection and shifts the conversation in a positive direction.
• 😀 The objection is often rooted in financial beliefs passed down from those with limited financial success. Use this insight to reframe the prospect's mindset.
• 😀 Ask the prospect where the saying 'If it sounds too good to be true, it probably is' came from – someone wealthy or poor? This helps challenge their assumption.
• 😀 When the prospect identifies that the phrase likely came from someone poor, gently point out that financial advice from those with limited wealth may not lead to better financial results.
• 😀 Use empathetic and probing questions like, 'Do you want to change your situation?' to encourage self-reflection and desire for improvement.
• 😀 A successful salesperson subtly challenges the prospect's inaction with statements like, 'Why not push it down the road like unsuccessful people would?'
• 😀 The goal is to guide the prospect into commitment by asking follow-up questions and reinforcing the idea of making a change now to achieve different results.

Q & A

What is the main reason why prospects say 'it sounds too good to be true'?

The main reason is that this objection is rooted in fear. The prospect might be skeptical or nervous about the offer, and this fear causes them to doubt its authenticity or effectiveness.

In what industries is the objection 'sounds too good to be true' more commonly encountered?

This objection is more common in industries like coaching, high-ticket sales, make-money programs, fulfillment services, recruiting, and some sectors in cybersecurity, especially when dealing with high-level decision-makers like CEOs.

How should a salesperson initially respond when a prospect says 'it sounds too good to be true'?

The salesperson should use a pattern interrupt by humorously asking, 'Would you like us to make it harder for you?' This breaks the tension and often makes the prospect laugh, immediately diffusing the concern.

Why is it important for a salesperson to ask, 'Where do you think that saying came from, someone wealthy or someone poor?'

This question challenges the prospect’s belief system and helps them reflect on where the phrase 'if it sounds too good to be true, it probably is' originated, making them reconsider the validity of the belief.

What is the purpose of asking the prospect, 'If we take financial advice from people who are poor, what kind of financial results do you think we'll get?'

This question is designed to get the prospect to reflect on whether following advice from those who are not financially successful will lead to their own financial success. It encourages them to reassess their skepticism.

What is the significance of using the phrase 'Well, you don’t have to change. But why look at doing this now?'

This phrase uses a subtle negative reverse technique to push the prospect into action. It challenges them to consider why they might delay taking action and contrasts this with the behavior of unsuccessful people who avoid change.

How do commitment questions help close the sale after overcoming objections?

Commitment questions like 'Is this something you want to change today?' help to lock the prospect into making a decision. They prompt the prospect to actively commit to the change and the next step in the process.

What tone should a salesperson use when addressing the 'sounds too good to be true' objection?

A salesperson should use a tone of empathy and confidence, showing understanding without being confrontational. The goal is to make the prospect feel comfortable and heard while gently guiding them toward a positive conclusion.

Why is it important to not argue with a prospect when they say 'it sounds too good to be true'?

Arguing with the prospect can create further resistance and erode trust. Instead, using empathy, humor, and strategic questioning allows the salesperson to address the concern without triggering defensiveness.

What role does humor play in overcoming objections like 'it sounds too good to be true'?

Humor, specifically using a pattern interrupt, serves as an icebreaker. It lightens the mood, making the prospect more open to discussion and less likely to focus on their fears, which can help shift their perspective.