EP125: Overcoming client objections before they come up with Sachin Patel and Aron Choi
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In this episode, Sachin and Aron discuss what an objection is, why you are getting objections, how to rethink objections, and how to remove that word from your vocabulary and get down to being of value and service to people.
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Key Takeaways:
[1:02] Sachin introduces the guest, Aron, one of the Perfect Practice community super coaches. Aron has onboarded many Mentorship and Accelerator clients. Aron is a fellow practitioner. The topic is objections.
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[2:40] Aron has sold well over seven figures in the last couple of years. He has taken thousands of calls to help people get onboarded in programs. He had been shy and reserved and it\\u2019s been a great growth experience!
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[5:38] Aron used to be afraid of confrontation in a sales call. He thought objection was rejection. With experience, he learned to reframe objections as forms of interest in making it happen.
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[7:12] If you\\u2019re dealing with an adversarial type of conversation, then you\\u2019ve probably done something wrong. Objections are really interest in problems you\\u2019re trying to solve. Sachin uses the metaphor of a boxing coach in the corner cheering the client on. The goal is to build confidence.
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[9:22] Aron differentiates between objections and excuses. Objections are usually at the end of a call before someone moves forward. No amount of objection handling will help someone do what they are not willing to do. You can\\u2019t drag a horse across a finish line.
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[11:31] Building rapport with the client before the call prepares the client for the call. If you haven\\u2019t built rapport, you will face objections. Rapport is what they see from you. Do they have a familiarity with how you think, what you sound like, what you look like, and what you value? When you\\u2019re on the call, can you find commonality? Can you be approachable?
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[13:16] Do you show up fully ready to listen to someone? Do you show interest in the other person, not as a dollar sign but as a real human being, and that you care about what they\\u2019re struggling with and care to connect them with a solution to solve that problem? If you feel it, it will come across on your call. Did you look at the intake form that they filled out?
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[15:09] By understanding their circumstances, we\\u2019re able to provide a more fitting solution for them.
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[16:10] A lot of the value practitioners offer is in the questions you ask to help clients understand that you know what you\\u2019re talking about. The questions you ask about their problem show them you have the experience in dealing with that problem to ask the right questions. People understand that you know what you\\u2019re talking about. Then the number of objections decreases.
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[17:23] Trust is built through the questions you ask. Tell stories of real experiences about the problem they\\u2019re coming with. Once they can identify with the stories and experiences, then the trust is there.
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[19:22] When Aron uses technical terms only if the client has seen them on a lab test and they\\u2019re presenting it. When you explain terms, don\\u2019t be overly technical. Making people confused decreases rapport. If someone feels ignorant during a call, that\\u2019s not a way to help them where they are. Don\\u2019t lose them. Help them stay on track.
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[22:47] The moment you identify they\\u2019re not a good fit for your process, you stop, because you can\\u2019t take them where they want to go. You\\u2019ve got to be ethical and make that decision for them. You only want to work with people who are the right fit, as well. Look for the 20% of people who are the right fit for you.
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[24:31] Aron uses a metaphor of swimming to see if someone is a good fit. As the conversation progresses, does it seem the client is swimming toward you and you are getting closer? Or are you chasing them in circles? You\\u2019re not selling a product, you\\u2019re committing to a relationship. Would you want to spend time with that person? Are they coachable and open to learning?
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[27:20] Aron shares how values fit in functional medicine. What are the values important to you? Tell pertinent stories. If you don\\u2019t have client stories to share, start with your story. If you are clear on your values, you can communicate that on a call. Spell them out. Values can pre-address objections. For example, offer a transformational experience, not a diet.
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[32:27] IBM developed a sales method they called BANT. B is Budget. Does the person have the budget to work with you? A is Authority or Able. Does the person you\\u2019re speaking to have the decision-making power to move forward? N is Needs. Do they have a problem you can solve? T is Timing. Can they work on their need now? Aron gives BANT examples.
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[40:35] Sachin walks through BANT concerning his offer calls to see how it can give more transparency.
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[42:27] Sachin outlines what the next segment with Aron will cover about objections in more depth. Sachin thanks Aron for sharing his knowledge on this episode of Perfect Practice.
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Mentioned in this episode
How to Win Friends and Influence People, by Dale Carnegie
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Aron Choi, N.D. Bio:
Dr. Aron Choi, ND \\u2014 Naturopathic Physician and Perfect Practice Advisor for The Perfect Practice Mentorship.
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You will often find Aron co-hosting live trainings with Sachin, guiding prospective mentees through our enrollment process, and working with the team to make the Perfect Practice vision become a reality.
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Connect with Aron:
Website: Aronchoi.com
Facebook: Facebook.com/DrAronChoi
YouTube: Aron Choi, ND
LinkedIn: LinkedIn.com/in/aronchoi
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More about your host Sachin Patel
How to speak with Sachin
Go one step further and Become The Living Proof
To set up a practice clarity call and opportunity audit
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Books by Sachin Patel:
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