Why do objections help you sell faster and how to answer before the customers ask?
We avoid people who ask questions and raise objections.
We are in so much love in our product that we turn off anyone who questions us. But, these objections and questions are too crucial to deliver the product that people pay for.
By the end of the podcast, you will find out how to design the compelling marketing and sales message that make customers feel like you are reading their minds?
Who is the most in-demand in an orchestra?
Many think it’s a guitarist. Some even say that a drummer is the most important person in a band or an orchestra. There is another group of people who strongly advocate that the keyboard player is an important part of a band. And also, the lead singer is the key player, right? They all are necessary but there is one instrument that is the most important even if you don’t hear much in the band or an orchestra.
So, what’s the most underrated musical instrument in a band?
It’s a Bass guitar. Many people have no idea what a bass guitar even is. Despite this fact, the bass guitar is probably the most critical instrument in a group. It is rare to find a performing band without a bass player.
But why is it very important?
Because the bass player helps with providing the rhythm. A lot of people don’t realize the other important function of the bass player is supporting harmony. If you remove the bass guitar player out of the band, you will notice that the sound coming from the guitar, drum or keyboard will be flat.
The bass performs two basic and vital functions within a band or group.
It provides a rhythmic foundation and the harmonic foundation. Without the bass guitar, every others sound is weak and empty. The bass guitar sound is not easily found but it’s a crucial part of a good band.
Do we have something missing in our marketing message like a sound of a bass guitar?
People make sure their product is nicely presented with cool graphics. Also, people make sure that they present their benefits and features well. I found and You have probably found that people praise themselves a lot and say how good they are. Are they all important? Yes, they are at some or minor level.
But there is something that is a very crucial element that most people ignore but it’s very important.
In this podcast, we will discuss what is the one thing that will make a big difference in how people respond to your marketing and sales message. Without endlessly praising your product, wasting money on graphic designing and talking about benefits or features, you can convince your customers effortlessly. We will discuss two things in this podcast.
- What will make your marketing and sales message compelling?
- And How to design your message so that the customers feel like you are reading their minds?
Let’s dive in.
Why our courses and workshops are way different from others?
People ask us this question a lot of times. We will share more on the uniqueness of our courses and workshops in some other episodes. But there is one strategy that we use and our customers are using which helped us to be different and better than others.
We use one element that works as a bass guitar.
That element is an objection from your customers. We spend a lot of time receiving questions and objections from people. They act as our guiding tool in creating a marketing and sales message that pulls the attention of our readers or listeners.
You should do the same.
Telling people about how good we are and our product is can be helpful but your customers have a lot of questions in their minds. When people read the book ‘Offer Craft’ which I recommend you to have it if you want to know why people pay attention to your sales pitch and why they are ignoring you.
The customers don’t want to risk their money.
They are asking questions in their mind as soon as you begin your sales pitch or marketing message. They have questions that they want answers from. If ANY of those questions are not answered, they will turn away and you will wonder why they changed their mind at the last minute.
It’s because their objections were not handled.
The ‘offer craft’ book will give you the structure that will guide you on how to deal with every objection even if they don’t ask or before they ask. You should listen to your customers, especially the questions that they ask.
Most people hate questions.
They don’t like when the customers show objection. But their objections and questions will help you tremendously in developing and marketing your product. You must answer those questions. Many customers ask and many don’t want to ask. But you need to present those questions up front and answer them without waiting for them to ask.
Don’t wait or hope they are going to ask.
They most probably won’t directly ask you. So, collect and answer those objections and questions. You can use them in your ads, marketing message, sales pitch or product description. Those questions and objections act like a bass guitar in a band. They are not easy to find but without their presence, the music will be dull and lifeless. Now, what kind of questions are needed? We will discuss this in the second part of this podcast. Let’s find out, shall we?
How can we create a profitable product?
Well, one of my best courses is ‘Conversational Hypnosis’, which is about how to communicate hypnotically? It’s available on udemy. . Go to www.udemy.com/course/conversational-hypnosis. Or just type in Google “Mayur Bardolia conversational hypnosis on Udemy”. I conducted the live workshop for the first time in 2013. Since then, I have conducted the same workshop more than 30 times at various places.
What made this workshop so successful and unique?
As I said earlier, our workshop is not only just about dreaded learning and talking but it’s also a lot of fun. Before I officially conducted the workshop, “Conversational Hypnosis”, I conducted the same workshop for a small group of 10 people to test. Because I wasn’t sure too sure what should be included and what should be excluded.
So, We conducted this pilot workshop but we did something interesting.
We divided the group into two parts. There was one group of people who were supposed to ask negative questions. They were asked to disagree with what I was teaching. They were supposed to show doubts and asking me to convince them. They were not too rigid but they were doubtful enough to get clarity over the topics.
The second group was supposed to be ‘Interested’.
Their job was to ask me questions about where can they implement the ideas. They were supposed to agree with me and be curious to know more in a positive way. They wanted to know how to apply the concepts and learning. This practice helped in creating a fantastic course and workshop.
You need both types of customers.
When your customers question you, they have doubts. They don’t want to risk their money. So, they are cautious. Also, there are people who are interested but are not yet convinced, so they are curious.
So, what’s the one thing that you can do after this podcast.
You should come up with all the objections and questions your customers have. You can make a list of some questions without talking to your customers. And then you can add more questions and objections asked by customers. Answer them before they ask you in your marketing and sales message. Bring out the objections and questions either directly or indirectly in your marketing or sales message. It’s more like you are reading their mind. You are answering the questions before they ask you.
These questions and objections are like a sound of a bass guitar.
All your features, benefits, graphics, bonuses etc. will look dull and boring without the answers to these questions. So, make a list of them and include them in your marketing and sales promotion.
Read next: We know our product should be of good quality. But what if we simply don’t have the resources or ideas to create the best product?
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