Browse · Group 8 of 17
Handle objections and close
Sort an objection, then answer price, partner, time, trust and stalling objections with a close that fits.
- SOP 96 Answer a discount request and capture payment
When a prospect asks for a lower price, or says yes and you need to take payment: hold the price, stop selling, and take payment even when their card is not on them.
- SOP 97 Get permission before getting real
When a prospect needs a blunt truth mid-close: ask permission first, then say it about someone like them, as a coach rather than a friend.
- SOP 98 Qualify with the four-letter test
Decide whether a prospect can be sold to at all with the STAR test, and what to do with prospects who fail it.
- SOP 99 Classify an objection
When a prospect gives a reason not to buy: confirm it is a real objection, sort what they blame, and find the page that handles it.
- SOP 100 Run the reason close
When a prospect says anything but yes: set up the close by repeating back and agreeing, then turn their objection into the reason to act.
- SOP 101 Run the general closes
When a prospect answers with anything but yes, whatever they blame: pick a general close that forces a decision or surfaces the real obstacle.
- SOP 102 Handle the competitor-price objection
When a prospect says they can get the same thing cheaper elsewhere: point out the difference in delivery and use one of three closes.
- SOP 103 Handle the it's-too-much objection
When a prospect can pay but says it costs too much: treat it as value too low and use a close that stresses value.
- SOP 104 Handle the spouse or partner
When a prospect says they can't buy until a spouse or partner agrees: head it off before the call, or run the four-step sequence.
- SOP 105 Handle time and resourcefulness objections
When a prospect says they have no time, or truly can't afford it: show they are choosing, then use the time or resourcefulness closes.
- SOP 106 Run the guarantee closes
When a prospect says they can't decide yet and you offer a guarantee: use closes that make not buying the riskier choice.
- SOP 107 Handle I need to think about it
When a prospect stalls with 'I need to think about it' or 'this is too fast': use the rushed-decision closes to get a decision.
- SOP 111 Handle I've been burned before
When a prospect says they've been burned before or already tried something similar: deliver with rapport and use the burn-you-twice close.
- SOP 112 Handle I don't like this specific thing
When a prospect wants your result on their own terms or wants part of the product changed: isolate and solve first, then other answers.
- SOP 249 Keep asking with the general closes, then book the next meeting
When a prospect gives anything short of a yes, keep asking for the sale with a short loop of closes, then schedule the next meeting.