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[Music] foreign [Music] with Staffing Mastery and this week I want to discuss something that I think is really really important when it comes to successful selling and if you are a salesperson out there or a sales manager have really been involved in the sales process at any point in your life you understand there are these things called objections right and they can come to you at any time of the prospecting or sales process and anytime that the prospect feels like they need to throw you off a little bit or they need to push back or really kind of press back against you and your process they will throw out an objection and there's a lot of different reasons that buyers or prospects will be doing this but the the same result is true if you don't know how to overcome them you create friction in the sales process for the buying process and anytime you create that friction in that process you reduce your chances for Success now we've all known those kind of hot shot sales people out there that feel like they're just absolutely Naturals and that they always rise to the occasion and the the simple truth is is that you never rise to the occasion you always fall to your highest level of preparation right so if your sales people are out there and they're not prepared to handle these objections in line in the sales process and reduce that friction and address them properly and appropriately for you and your company then they're not going to have the level of success that they could have if they were to undertake this training now That's the basis of it there are some companies that are aware of this and there's some companies that you know over time sales people they they hear objections and they figure out kind of what works to get around it however the best practice for this is to actually create something called an objection Playbook now if you've been doing Staffing sales for any period of time you know that at the root of it there might only be a handful of objections eight maybe ten a lot of different variations you know but at the root of it the actual core objection itself maybe there's like eight to ten of them right but you might hear it a lot of different ways that being said the Best in Class staffing agencies that focus on having a strong highly effective sales organization they actually use this concept they use the objection Playbook and what they do is every single time one of their sales people gets an objection they use it as a training opportunity they'll actually say okay what is the objection that you got how did you handle it how did it work and what is the way that we as a company should respond to this objection in the future and they memorialize it in their playbook and they're always updating this and giving it to salespeople and they review it and they make sure their sales people are comfortable with responding to objections the right way so then it creates they use the sort of The Power of Habit right if you're familiar with the Power of Habit if you've not read that book it's amazing but all habits are you know initiated by some sort of trigger you know something that says you get this trigger and then the Habit kicks in right the response now in this case what you want is you want the objection that your salesperson hears to be the trigger and you want that to trigger a natural response for your salesperson to take it now I'm just going to show you an example of how to put together this objection Playbook you can actually download a copy of it here if you just want this one or you can create your own they're super simple but just bear with me as I share this screen Okay so here you're just looking it's a super simple PDF again you can download this right here or you can create your own uh there's nothing super fancy about this but this is essentially the Staffing Mastery objection Playbook and in this there's going to be a number of pages you know and it's simply this you just document what the objection is and then you write out what your response should be and this is where you take time to be thoughtful and intentional about how your sales people should respond considering who they are who your industry is and your value proposition as it moves the prospect or buyer towards the desirable outcome okay and again in this template here there's room for 10 objections for you to actually you know build out I actually have an example one in here just to kind of show you how we use this and this is one of my favorite objections because it's actually a sneaky objection you know most people don't actually think about this particular one being an objection that they encounter much because you typically think of you know I don't use staffing agencies or I'm happy with my competitor or your price is too high you know those are all some of the other ones that are objections that can make their way into your you know your objection Playbook but this is also one why should I use you if you're a salesperson or if you don't have a great response for this in line to be able to answer this without being over salesy about it then this will trip you up and you'll lose the sale so this is like a sneaky objection that prospects and buyers use that I wanted to to Showcase with this so why should I use you there's a lot of different ways that you can respond to this so I'm going to share with you one of my favorite responses but really this is just an example for how to do this process you know I would like you to figure out what your response would be and just use your verbiage your language and what makes sense for the culture of your organization but really you know why should I use you you know what I don't know maybe you shouldn't it's a great question you know I don't know enough about your current situation to advise you on a solution that might fit you know I I would like to offer you a solution that could fit the problems that you're facing but I just don't know enough could you share more about what's going on with your current Staffing and recruiting challenges and maybe what a successful outcome looks like right so you just teach this concept you teach what is the response that you want to have in these situations right you know now this is why I will tell you I like being prepared with this type of response because a lot of times when sales people get this why should I use you they start reading off of the mental brochure and they start literally answering the question right oh the reason you choose us is because we're a local agency we've got more local offices we've got excellent service the best resources the best recruiters the best customer service you know all the clients whatever it might be but the reality is they're just reading the bullet points off that mental brochure that frankly every other agency out there is saying and if you don't differentiate yourself when it comes to answering this question your answer is going to sound the same as everybody else so the customer at this point is left to choose why they should use any one of the agencies that all sound the same and at that point they typically defer to price as being the differentiator and if price if low price isn't your unique value proposition if that's not your competitive strategy in the market then you need to get really good at being able to handle this objection with something that is a bit of a pattern interrupt you know why should I use you it's a great question I don't I don't know I don't know enough about you or what you're trying to achieve by Outsourcing your recruiting could you potentially share some of the challenges you're facing with recruiting and Staffing and what success looks like if I was to Able if I was going to be able to help you out right you basically hit him with honest disarming honesty you know that's a technique it's like hey I'm going to tell you something that's seemingly not in my best interest sales people hate saying I don't know and maybe you shouldn't because those are things that are counterintuitive to pushing towards a sale but it's honest at this stage in the process typically when you get this objection is typically early on you know this that's a that's an honest answer and it's a pattern interrupt because other sales people likely aren't responding this way when your prospect asks them the same thing right but then you say hey this is why I don't know I've not learned enough the reason that you're using that to justify that I don't know enough about your situation is you're basically saying I need you to tell me more I need more information from you right so you're planting the seeds or laying the framework that you need to engage in a dialogue that's going to provide more information coming from the prospector buyer right you know and then can you give me an example of the current challenges you face right like tell me what's really going on like why do you need people like what are the issues and this is setting your this is setting you up for the techniques of questioning strategy that we teach right you're setting that up but then you know you're also saying hey can you you know tell me what a successful outcome would look like right this is the key part of sales if you understand the sales psychology of this people always start the buying process with an image in their mind that leads to some sort of emotional action there is to logical justification before they buy so they have to see what a successful outcome looks like they have to feel good about that outcome and the purchase that they're making emotionally and then they need the solid bullet coins to really back up the emotion and that image that they saw right so can you tell me what a successful outcome would look like and then maybe I can tell you if we have a solution that would actually be able to provide that for you right so you're asking that question you're setting the framework to get more information out of your prospect and you're actually starting the sales process by getting some some you know negative and positive imagery mixed in there to to elicit the emotional response that really kind of uh leads to The Logical justification of a purchase right so but this is why you teach this that you teach this back at your office back in the clubhouse so your people can respond to this and then really a fun game that you can do if you're a manager even a co-worker couple sales people out there bounce these off each other you just run into somebody just say it pass in the hallway or on a zoom meeting whatever hey why should I use you and you want to get so your response is second nature right and you should do that for all of your objections your price is too high I'm happy with my current competitor we only use Nationals we only use locals you know we only work with uh small businesses you know we only work with big businesses whatever the objection is you have to be prepared to handle it and the reality is there's always going to be a different variation or a nuanced wrinkle to that sort of objection that you might hear and when you get that when you do your uh post prospecting or Sales reviews you ask what objections did you hear and that's why we keep the objection you know tab in every one of our Prospect you know planners that you've seen so you can actually write these things down and then each one of those becomes a header like you see here and then you work together to create that intentional deliberate response that becomes the response of your agency and then you train reinforce train reinforce wash rinse repeat and after that you're going to have sales people that are highly trained and know exactly how to overcome objections as they get them and you will drastically increase your ability to close deals so hope this has been helpful if you have any other questions please feel free to reach out ask me you know if you are a little stuck on an objection and you're curious how I would actually handle it send it my way and maybe I'll do another video about specifically how I would address that objection and send it out thanks for being here glad to have you [Music]