Rebuttal: That's alright. Most people in your situation felt the same way when I first call on them but now they have become our best customers and they recommend us to their friends and family.
9 categories of objections. 1. silent 2. excuses 3. malicious 4. request for info 5. show off 6. subjective/personal 7. objective/factual* 8. Sales resistance 9. last ditch
These are the best "overcoming sales objections" advice that I have ever received that I will be using to prepare for my upcoming interview. Thank you Mr. Tracy!
good points. Brian - might I add that you would make millions helping read kids books at bedtime. The comforting voice was like a new recliner and a violinist near a sandy beach! Parents everywhere need you.
I like your professionalism, Brian Tracy. Many marketers think they have to act obnoxious and swear to get people to listen to them, but not you. I like that. Thanks for the video.
Brilliant as usual, Mr Tracy. These are not just objection handling techniques for selling situations, they are communication skills that are transferable to any role or situation where you would like to bring someone around to your way of thinking.
Thank you Brian for these wonderful tips in closing a sales. If the product is good and great reviews it needs to be very well researched about price and use the 5 sales conversation steps: 1) Introduction (Icebreaker) 2) Short Story (Qualify you and the customer) 3) Presentation of product (not overly long) but good sales pitch 4) Closing (9 Common Objections and Closing the Sale) 5) REHASH I used to do sales representative for 4 years for events and marketing. I am looking to go back into Sales and Customer service representative for Events and Marketing. Your video is extremely helpful, I truly appreciate your help in showing us how to close the sale. You are an excellent teacher!
Davey Smeets I loved the Psychology Of Selling series! I listened to it so many times back in the early 90's that I decided to quit my regular job and sell cars! Did pretty darn good, too! Great sales training all around from BT!
Danny Meeks, Yeah i just started working for myself a year ago in salses. Not only in the 90s it was a great book, it helped me learn alot more about sales. Its gold!! :-)
Hi thanks for making this vid, I see a bunch of guys saying they know it better, dissagree or promote their own sites here. Now i think all have their own skills that work for them, and the fact that u share ur ways in this nice video deserves respect. At least i've got some helpfull tips and tested them on my clients and I can confirm they work! Thanks to u ive got my double bonus. Keep on doing the good work!
Anyway, got distracted ..this video is so true .. World of sale is such a complex.. But honestly I find that these points are amazingly true.. I am simple person in sales but I have com across through every single situation described in this video and I totally 100% agree. Thank you for sharing..
The 9 categories of objections that Mr. Brian Tracy discussed in this video: 1. silent 2. excuses 3. malicious scaffolding 4. request information 5. show off 6. subjective / personal 7. objective 8. sales resistance 9. last ditch / hesitant The answer to them all is to ✪ ASK OPEN-ENDED QUESTIONS AND GAIN THEIR TRUST. #sales #closing_sales
There's definite value in recognizing different objection types. It doesn't necessarily mean these are underhand tactics, like some people seem to think, but more about making sure you satisfy your prospects questions and concerns to their satisfaction.
I applaud you Brian! It is obvious this is not your best work, but you continue to be of service to sales staff like myself and others. Thank you very much! I hope your character matches your persona because your presence and legacy are truly remarkable. Your friend, John.
I like it! Some of the best calm and collected tips I've heard in awhile. Seems like it comes from a wise experienced point of view. I like this insight.
I'm not a salesman. You asked why they couldn't let the product sell itself. I gave you the actual reason. I didn't say it was wrong or right in any moral sense. Whether they should be doing it is an entirely different matter from why they do it.
Unspoken objection: Ask open-ended questions and listen intently to the answers to get the prospect to reveal their concerns. Excuses: Agree with the prospect's excuse, then show how other customers initially felt the same way but became satisfied with the product/service. Malicious objections: Remain calm, positive, and polite, and take control by asking more questions about the customer's situation. Request for information: This objection is easy to address because you can provide the requested information and move closer to making a sale. Show off objection: Respond with flattery to make the prospect feel important and more likely to buy. Subjective/personal objections: Focus on the customer by asking questions and listening to their answers. Address factual objections with proof and reassurance. General sales resistance: Use open-ended questions to qualify the prospect and find out what they need from you. Last ditch objections: Listen respectfully to final objections and reassure the prospect that the product/service is excellent and satisfied customers recommend it. Sales resistance: Same as answer 7.
That was pretty amazing Brian. I make about 25 sales per week, 100 a month and 1.000 a year and for more than a decade but I’ve never known how to deal with objections. Thank you!
AAAAH, Y pensar que Brian y yo trabajamos, a distancia, con la misma empresa vendiendo papel carbón de alta calidad que usaba tinta líquida en vez de carbón. CÓMO HAN PASADO LOS AÑOS.
Great video! I loved it! And there is another guy called Donnie Boivin who also publish such videos that his real-life experience from struggling to becoming a successful person in his own life.
The timeshare presenter told me the line that most people in my situation felt the same way, but now they're our best customers. My response was that I agree - timeshares are great for some people, just not for me.
Mr Brian. How does one handle an objection at a closure script. For example. You've managed to answer your client's objections from the beginning of a pitch. All 3 objections, he then gives you his banking details, including his account number but when it comes to closure he says he's not interested and has financial problems. Bear in mind I then did the financial OB and explained more about our product. How do you continue convincing him without now sounding desperate?
This only works with me if I want to buy a product/service. Whenever timeshare representatives call me, they usually get a so called experienced closer. I just let them talk in circles. The closer never closes the deal with me.
It's a matter of numbers. If a company makes a good product and because of it gets, for instance, $10,000 in sales at some location, the application of basic sales techniques can increase that number. Amounts vary depending on the field, but let's just say it's 20% for simple math. In that case, they could make an extra $2,000 for zero extra cost. If you had a way that you could increase your paycheck without actually having to put out any money, you'd do it too.
people have subconscious restraints when it comes to buying something. a quality product can be presented in a terrible way and someone who would otherwise have fallen in love with it would walk away from it. giving people what they want is not as easy as just showing it to them, especially complex things.
hello sir!...i really love ur videos.....after graduation my first job is of sales application engineer and its going to be started 2 months from now...im pretty excited about it ...can u please suggest me some important skills which i must acquire in advance to stand out of my competitors .
Guy...this video was made in 2012 1st off. 2ndly, I highly doubt he even has time to answer questions even if it was a current video. This guy is no light weight...search him out and his site, but your question is way too general to begin with for him to address by way of a UA-cam comment.
Hi Ayush! All the answers are in the videos. Just ask for what you want in search engine. For example: Brian Tracy-You Tube-Sales! - All you need on You Tube!. Yes! Brian Tracy is incredible! Also, Ayush. You know the sort of skills you need. You already know. That's why you're here! Dig in! That's your part of the deal! Great fortune with the job!
Dmitry Isaev Just say I would rather apologize once for what you feel to be a high price. Than a millions times for poor quality. Let me assure you this Product/service is going to work well for you. then just a quick bullet point about your service/product and move on.
+Dmitry Isaev no one buys a price , they buy value, whats your USP? or VAP? you need to show why they should do business with you, they time they will save ect
I need to say that this video is indeed useful. I actually don't like this guy since most of his videos are talking crap. But this is a very useful one.
Dear Brian, I am religiously listening to you on UA-cam and your tapes. Great! Question - how do i get from "she'll call you back or email if she's interested" to my calling back and getting a small test order out of the boutique store? I have a unique flip flop that leaves cat and dog prints in sand, the people i'm cold calling all buy beach related products and they carry flip flops. Most do not ever reach out, they are too busy and swamped with vendors. Thanks i can't find a strategy that works through this gate keeper issue. Sincerely, Susan
go and ask your clients themselves. say i am not here to sell you anything but i need your experience in this business. dont call and simply ask on phone, go in person as a customer. see what kind of flip flops they carry. ask if they have your kind of flip flops. (you carry it with you) you know they dont have it but see what is their answer. ask them what do they think about it? you will get valuable information. (remember to talk as a person. for example when your friend buys something new and shows it to you)
remember people do want to be heard so all you do is give them a chance to speak about their experiences. right now, dozens of people want to sell them something but very few are willing to know about their needs or expertise. you may not get order at all but they will remember you as a person. tell me how many stores you go to and people know you who works for the store?
The only salesman guru that I found so humble and treat the prospect repectfully. The kind of the presentation I want to imitate.
Rebuttal: That's alright. Most people in your situation felt the same way when I first call on them but now they have become our best customers and they recommend us to their friends and family.
😂😂😂😂😂😂
The best response ever thank you Brian
Bangali Translation
9 categories of objections.
1. silent
2. excuses
3. malicious
4. request for info
5. show off
6. subjective/personal
7. objective/factual*
8. Sales resistance
9. last ditch
Thanks mate
Dena Piña cutie pie
Dena Piña
Hi Dena,
hy
These are the best "overcoming sales objections" advice that I have ever received that I will be using to prepare for my upcoming interview. Thank you Mr. Tracy!
This gentleman has already sold himself to us and we have happily bought him. Such a pleasant personality with intense content to share.
good points. Brian - might I add that you would make millions helping read kids books at bedtime. The comforting voice was like a new recliner and a violinist near a sandy beach! Parents everywhere need you.
Brian is the best teacher in overcoming objections. I've learned so much from him. Listen to everything you can by Brian. He is one of the best!
Ya I’m sure he sells dictionaries just fime
I like your professionalism, Brian Tracy. Many marketers think they have to act obnoxious and swear to get people to listen to them, but not you. I like that. Thanks for the video.
Brilliant as usual, Mr Tracy. These are not just objection handling techniques for selling situations, they are communication skills that are transferable to any role or situation where you would like to bring someone around to your way of thinking.
Thank you Brian for these wonderful tips in closing a sales. If the product is good and great reviews it needs to be very well researched about price and use the 5 sales conversation steps: 1) Introduction (Icebreaker) 2) Short Story (Qualify you and the customer) 3) Presentation of product (not overly long) but good sales pitch 4) Closing (9 Common Objections and Closing the Sale) 5) REHASH I used to do sales representative for 4 years for events and marketing. I am looking to go back into Sales and Customer service representative for Events and Marketing. Your video is extremely helpful, I truly appreciate your help in showing us how to close the sale. You are an excellent teacher!
Hi ☺😊😃 Have you ever considered taking on network marketing/direct sales?
I find your teachings very practical. And they've helped me a lot. Thank you so much, Mr Tracy!
I love that you provide clear solutions that are simple and diverse.
Always been a big fan of Brian Tracy. I've listened to his training tapes for years. Solid sales training from a master salesman.
What tapes helped you the most? I preferred Psychology of selling.
Davey Smeets I loved the Psychology Of Selling series! I listened to it so many times back in the early 90's that I decided to quit my regular job and sell cars! Did pretty darn good, too! Great sales training all around from BT!
Danny Meeks, Yeah i just started working for myself a year ago in salses. Not only in the 90s it was a great book, it helped me learn alot more about sales. Its gold!! :-)
Me too, I have all his books
What a master sales man
Thank you for not being selfish and helping us sales people
Hi thanks for making this vid, I see a bunch of guys saying they know it better, dissagree or promote their own sites here. Now i think all have their own skills that work for them, and the fact that u share ur ways in this nice video deserves respect. At least i've got some helpfull tips and tested them on my clients and I can confirm they work! Thanks to u ive got my double bonus. Keep on doing the good work!
Anyway, got distracted ..this video is so true .. World of sale is such a complex.. But honestly I find that these points are amazingly true.. I am simple person in sales but I have com across through every single situation described in this video and I totally 100% agree. Thank you for sharing..
This man is so smooth :D
The 9 categories of objections that Mr. Brian Tracy discussed in this video:
1. silent
2. excuses
3. malicious scaffolding
4. request information
5. show off
6. subjective / personal
7. objective
8. sales resistance
9. last ditch / hesitant
The answer to them all is to ✪ ASK OPEN-ENDED QUESTIONS AND GAIN THEIR TRUST.
#sales
#closing_sales
Thanks for simplying
Thanks a lot
You are an absolute gun Brian Tracy. I love your work, and reading your books !
Brian Tracy, simply the best!
Objection handling is an art in sales and marketing ❤😊
Thank you! A clear distinction needs to be made between a genuine objection versus excuses and postponements.
Brian Tracy, another great one I recall from sales training at beginning of my career.
There's definite value in recognizing different objection types. It doesn't necessarily mean these are underhand tactics, like some people seem to think, but more about making sure you satisfy your prospects questions and concerns to their satisfaction.
I just want to say... How clear and true and straightforward this message o
I applaud you Brian! It is obvious this is not your best work, but you continue to be of service to sales staff like myself and others. Thank you very much! I hope your character matches your persona because your presence and legacy are truly remarkable. Your friend, John.
I like it! Some of the best calm and collected tips I've heard in awhile. Seems like it comes from a wise experienced point of view. I like this insight.
Brian T .:
You are concise, clear and insightful.
Thank you Brian!
Your online tutorials are super unique and very useful to every business minded person. Thanks!
Omg, this is such a gold mine! Thank you!
Thank you Brian. You are great.
Best investment I ever made was buying his course. I got DVDs mp3s and A massive folder to guide me through the learning process! Cheers Bri!
If you don't mind me asking some questions. What program did you get exactly? How did it help you?
very good very straigth to the point but detailed enough
WOW!
VERY THOROUGH AND HELPFUL TIPS. THANKS A MILLION
Thanks; Very nicely explained
thank you so much for your videos. Your lessons have greatly enhanced my sales, relationships, and overall confidence. I cannot thank you enough!
Thanks Sir Brian Tracey...this so helpful as im trying to learn this field selling..God Bless
The tips from this man are going to make me obscene amounts of cash. Thanks Brian!
+Amar Zing (Amarzing) obscene eh?
+oopalonga Don't doubt him. You can achieve lots through Mr. Tracy
Ryan P . . .
0
How much cash you'd make?
Thank you, very much Brian !
Great video never knew any of these terms coming out the box with my eyes wide open hungry to learn more!
Best in the industry
vary much valid points to make the prospect center point.
Brian Tracy is phenomenal! Thanks!
I'm not a salesman. You asked why they couldn't let the product sell itself. I gave you the actual reason. I didn't say it was wrong or right in any moral sense. Whether they should be doing it is an entirely different matter from why they do it.
This material is outstanding. Thank you Brian. You have it going on!
I love his hand movements
I'm very partial to his rapid sideways wobbles. Combined with his hand gestures, I could watch this guy all day!
haha that was so cute
This is just perfect! thanks for the tips Brian!
Omg. ..thank you Sir.. you are the Best in here. I shared this video with my Brother...but I think I will use some of your advice as well
Actually I would love to know who is this lovely genuine person doing this video... I don't care about background ..
Unspoken objection: Ask open-ended questions and listen intently to the answers to get the prospect to reveal their concerns.
Excuses: Agree with the prospect's excuse, then show how other customers initially felt the same way but became satisfied with the product/service.
Malicious objections: Remain calm, positive, and polite, and take control by asking more questions about the customer's situation.
Request for information: This objection is easy to address because you can provide the requested information and move closer to making a sale.
Show off objection: Respond with flattery to make the prospect feel important and more likely to buy.
Subjective/personal objections: Focus on the customer by asking questions and listening to their answers. Address factual objections with proof and reassurance.
General sales resistance: Use open-ended questions to qualify the prospect and find out what they need from you.
Last ditch objections: Listen respectfully to final objections and reassure the prospect that the product/service is excellent and satisfied customers recommend it.
Sales resistance: Same as answer 7.
good
That was pretty amazing Brian. I make about 25 sales per week, 100 a month and 1.000 a year and for more than a decade but I’ve never known how to deal with objections. Thank you!
I loved this!
This is excellent! Thank you Brian Tracy!
Brian you are awesome and you are dead on. Thank you
Thanks Mr. Brian Tracy for this valuable information
Perfect Thanks its a big help
nice 👍👍👍 very informative
This guy is totally brilliant and efficient
Mr. Tracy is the best!💞
Gonna have our mock sales pitch tomorrow...Thanks! this is really helpful :)
wow - what an amazing video - thanks Brian
Many thanks Mr.Brain, very nice and clear presentation. My greeting to your good self and to every expert who transfer his experience to all mankind.
very good ! I will apply all this rules from now on. lets see.
I really love these tips strategies.
Thanks for the great points about handling sales objections. I have another angle on handling the "I Can't Afford it" excuse in my latest video.
AAAAH, Y pensar que Brian y yo trabajamos, a distancia, con la misma empresa vendiendo papel carbón de alta calidad que usaba tinta líquida en vez de carbón. CÓMO HAN PASADO LOS AÑOS.
It was good. Thank you
about ten times watched. i really like this information. thank you
awesome advice, thank you
stunning.. it help me a lot. thanks sir :)
u sound so kind and calm..that helps a lot, too!!!!thanks for helping me in 2018.haha
Great video! I loved it! And there is another guy called Donnie Boivin who also publish such videos that his real-life experience from struggling to becoming a successful person in his own life.
Pomona California's finest, Brian Tracy!
Thank You!
Great tips. Thank you for sharing this.
You looking for work in sales
Journalism, Media product sales (B2B).
Awesome tips
The timeshare presenter told me the line that most people in my situation felt the same way, but now they're our best customers. My response was that I agree - timeshares are great for some people, just not for me.
How did they respond?
Never know unless you try it.. 😂
Mr Brian.
How does one handle an objection at a closure script. For example. You've managed to answer your client's objections from the beginning of a pitch. All 3 objections, he then gives you his banking details, including his account number but when it comes to closure he says he's not interested and has financial problems.
Bear in mind I then did the financial OB and explained more about our product. How do you continue convincing him without now sounding desperate?
you are my mentor
This only works with me if I want to buy a product/service. Whenever timeshare representatives call me, they usually get a so called experienced closer. I just let them talk in circles. The closer never closes the deal with me.
In these Covid times, there's a new objective... "I need it now. I can'twait".. "You mean it's not in stock?"
Thanks for the Great video! its awesome!
i love this, i helps me alot, THANK YOU.. M
Old School. ❤️ it
It's a matter of numbers. If a company makes a good product and because of it gets, for instance, $10,000 in sales at some location, the application of basic sales techniques can increase that number. Amounts vary depending on the field, but let's just say it's 20% for simple math. In that case, they could make an extra $2,000 for zero extra cost. If you had a way that you could increase your paycheck without actually having to put out any money, you'd do it too.
people have subconscious restraints when it comes to buying something. a quality product can be presented in a terrible way and someone who would otherwise have fallen in love with it would walk away from it. giving people what they want is not as easy as just showing it to them, especially complex things.
1.) Unspoken Objections
2.) Excuses
3.) Malicious
4.) Request For Information
5.) Show Off Objection
6.) Subjective/Personal Objections
7.) Objective/Factual Objections
8.) Sales Resistance
10.) Last Ditch Objection
identifying which set of objections the customer is giving so you can test the close
hello sir!...i really love ur videos.....after graduation my first job is of sales application engineer and its going to be started 2 months from now...im pretty excited about it ...can u please suggest me some important skills which i must acquire in advance to stand out of my competitors .
Guy...this video was made in 2012 1st off. 2ndly, I highly doubt he even has time to answer questions even if it was a current video. This guy is no light weight...search him out and his site, but your question is way too general to begin with for him to address by way of a UA-cam comment.
Hi Ayush!
All the answers are in the videos. Just ask for what you want in search engine. For example: Brian Tracy-You Tube-Sales! -
All you need on You Tube!. Yes! Brian Tracy is incredible!
Also, Ayush. You know the sort of skills you need. You already know. That's why you're here! Dig in! That's your part of the deal!
Great fortune with the job!
Mind blowing
good material
Excellent!! Stuff
Nice one
Thank you 🇱🇰
Thank you, Brian! But what about price objection, when the client tenders the contract among several suppliers. What then?
Dmitry Isaev Just say I would rather apologize once for what you feel to be a high price. Than a millions times for poor quality. Let me assure you this Product/service is going to work well for you. then just a quick bullet point about your service/product and move on.
+Dmitry Isaev no one buys a price , they buy value, whats your USP? or VAP? you need to show why they should do business with you, they time they will save ect
I need to say that this video is indeed useful. I actually don't like this guy since most of his videos are talking crap. But this is a very useful one.
This is super useful. Wonderful video!!
Thank you
Regards
Gaven Malope
Johannesburg / Sandton
South Africa
Dear Brian,
I am religiously listening to you on UA-cam and your tapes. Great!
Question - how do i get from "she'll call you back or email if she's interested" to my calling back and getting a small test order out of the boutique store? I have a unique flip flop that leaves cat and dog prints in sand, the people i'm cold calling all buy beach related products and they carry flip flops. Most do not ever reach out, they are too busy and swamped with vendors. Thanks i can't find a strategy that works through this gate keeper issue.
Sincerely, Susan
nobody will ever call you back
go and ask your clients themselves. say i am not here to sell you anything but i need your experience in this business.
dont call and simply ask on phone, go in person as a customer. see what kind of flip flops they carry. ask if they have your kind of flip flops. (you carry it with you)
you know they dont have it but see what is their answer. ask them what do they think about it? you will get valuable information. (remember to talk as a person. for example when your friend buys something new and shows it to you)
remember people do want to be heard so all you do is give them a chance to speak about their experiences.
right now, dozens of people want to sell them something but very few are willing to know about their needs or expertise.
you may not get order at all but they will remember you as a person. tell me how many stores you go to and people know you who works for the store?