The Savvy Entrepreneur

Today’s post is wraps up my notes to the interview I had with Kevin Boyle, based on his book  The Secrets to Sales Mastery.

Sales Mastery Secret #5 is: The only objections that challenge you are your own.

Did you do the short assignment I gave you in my last post? If so, take it out. If not, take a minute to write down all the objections you get that give you the greatest difficulty.

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Sales Mastery is based on how you feel — about yourself, your company, your product or service, your job, etc. The biggest objection you need to overcome is your self-doubt and lack of confidence in what you’re offering.

When Kevin hears clients say they struggle with overcoming objections over price, he digs a little deeper. What usually comes out is those people don’t really see the value in what they are providing.

The way Kevin helps these customers overcome this challenge is all about perception and belief.

For example, a large company with an equally large sales staff had salespeople struggling with pricing objections. Kevin reminded them of the five thousand clients who had bought, paid for and currently enjoying their service. Kevin had each sales rep call some of their existing clients and ask “Do you feel you are paying too much?”

That simple exercise changed their entire perspective.

What’s one way of changing your belief system? Affimations (not à la Law of Attraction, as he explained on the call).

This is done in 2 steps.

First, make strong statements about things you and your subconscious know, without a doubt, are true. For example:

I know absolutely that my name is Cristina Favreau.
I know absolutely that 2+2=4.
I know absolutely that there are 7 days in a week.

Say as many of these affirmation as you need to build momentum and excitement.

Finally, take a questionable belief you currently have about yourself, your services or your company and turn it into a strong affirmative statement. Like:

I know absolutely that my services are worth double what I charge and that all of my clients and customers are getting a real deal.

This is more powerful (and more convincing) than using affirmations about things your subconscious know are untrue (I have millions of dollars in my savings account and I have a waiting list of clients eager to hire me.)

Kevin’s book, The  Secrets to Sales Mastery, goes into each of these points in lots more detail. So if you enjoyed what I’ve shared from our telephone interview, you’ll want to get his book.