This is the ONLY way to "handle" objections successfully

PLUS my first-ever email critique + re-write

Happy Friday Everyone,

I am PUMPED to present my first-ever weekly email critique and re-write.

This e-mail comes from Sander, here is the video breakdown:

Email Critique and Rewrite 📧 - Watch Video

If you’d like me to review your e-mail and break it down in a video, submit your e-mails to florin@thesalesflo.com (for premium subscribers only).

Alrighty, let’s get into this weeks topic. Objection Handling…

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Objection Handling

You got the email reply or the call pick up, but you get hit with the dreaded objection.

Now what? How do you handle the objection?

Well, let’s actually take a step back.

I don’t really like the phrase “objection handling”. In a way, it implies that you as a salesperson are completely in control and that any objection can be overcome.

The term itself has led to a mentality where we as salespeople feel like we need to counter the objection and convince our prospects of something they don’t want to do.

I actually think the opposite is true.

I could not have said it better than Scott Leese did in a post this week:

Stop making your pitch about you and what you do.

Stop handling objections by talking about you and what you do.

The focus has to be on them and what they're going through.

Where they're at now, where they want to be, and why a delta exists.

Be curious and inquisitive, asking more than telling.

"We're good Scott, but thanks for calling."

Wrong: "I hear you but I help people like you every day. Lemme send you some testimonials and you will see why I'm confident I can help you too."

Instead, be curious.

"That must feel good. What signals tell you that you're all good right now?"

This is exactly why I recommend the book Never Split the Difference by Chris Voss to every salesperson.

”Handling” objections is about empathizing and seeking to understand your prospects world and through curiosity, trying to figure out if there is a gap between their current state and the ideal state with your solution.

Sometimes that gap does not exist, and that’s perfectly fine. Move on.

This is where building your skillset of Labeling and Mirroring come into play.

Labeling

Labeling is simply the verbal observations of feelings. It makes the prospect feel heard:

Prospect: “We are not interested, we already have a solution in place.”

You: “That must feel good” or “It sounds like you are quite happy with the current solution in place”

Mirroring

Mirroring is about repeating the last few words your prospect said to encourage them to expand on their point and reveal information they might not have before:

Prospect: “This all sounds great, but it’s just too expensive”

You: “Too expensive?” *pause and let them talk*

This all sounds easy but it’s not. It takes time and practice to learn how to label and mirror properly. If you get these concepts right, you will be shocked at how much more meaningful your conversations become.

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Mirroring and Labelling only really works over the phone. It’s why it’s SO important that your first reaction, even if you get an objection on email, is to call your prospect on the spot when you know they are thinking about your message.

The phone gives you more control and the opportunity to really dig deeper. You have no control over email.

That being said, I’m well aware that not everybody picks up the phone and email is necessary at times.

Objection handling over email does actually serve an important purpose if you are looking to gather more information about an account.

It just needs to be done properly.

Common Email Objections and How to Handle Them

*These are all real templates I actually use and work*

1. “I’m not interested”
   

   A classic. This isn’t even really an objection. It’s just the prospect trying trying to get you to stop messaging them.
   
   I’ve been loving Josh Braun’s template for this and it usually gets me a response that shows me the REAL objection.

“Totally understand. I'm sure you probably get dozens of emails offering solutions to help with {Problem}. And I’m sure you delete most of them. Plus, start of the quarter is always busy.

Here’s my ask. (And I know it’s an ask because you don’t owe me anything). Is timing off, or are you highly skeptical that a tool can handle the complexities of {Problem}.

2. “We don’t have budget for this”