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Pitch Me Podcast
Minimizing Objections
00:21:42
In this sixth installment of Kayvon Kay’s powerful 7-part sales methodology, he dismantles one of the biggest myths in sales — that objections are something to overcome. Instead, Kayvon shows why the best closers never handle objections at all —...
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Kayvon K
Welcome to Pitch the podcast where real salespeople, entrepreneurs and business owners step into the spotlight to pitch their product or service and get unfiltered real time feedback from the 38 million dollar high ticket sales titan himself, Kayvon K. No fluff, no sugarcoating, just brutal honesty, actionable insights and next level sales strategies to help you close bigger deals faster. If you want to pitch like a pro, dominate every sales conversation and and take your business to the next level, you're in the right place. This is Pitch Me. Let's get started. Most salespeople treat objections like a war zone. But the best they treat them like the windows into fear, doubt and unspoken emotion. In this episode, I'm going to show you how to stop overcoming objections and start preventing them before they even happen. Because objections aren't the enemy, they're the path. Let's dive in. This is Pitch Me and welcome back to the Pitch Me series. This is episode six of the seven part series and today we're doing something different. We're not just going to talk about how to handle objections, we're going to rewire how you see them. Because objections, they're not barriers, they're reflections. Mere showing you where trust, clarity or alignment is missing. And most of the time you're the objection is your fault. Let me be clear. The objections that you get in your business, in your sales conversation, in your presentation are the objections that you have internally about how you see your product, how you see yourself, how you see your services, how you see your industry, how you see your world. You are a direct reflection of the results you get. What does that mean? After training, 50,000 salespeople ran over 100 different sales teams, generated $375 million in sales and taken over 20,000 book calls. I know something about objections. And the objections I see from any sales reps are the same objections they have when they buy. You see it means something earlier that's happened in your life, in the conversation didn't land with you, you haven't believed it. You don't have the conviction, you don't have the certainty, you don't have the clarity. And what happens is they come up in the questions you ask, the energy you bring, how you see the sales goals. And when the prospect has object or they have resistance, you believe them because you believe them to be true yourself. So let's break this down. Can break this down how you're going, how we're going to prevent objections before they come up, how we're going to diffuse objections without force and how we're going to use resistance to actually deepen trust. This is not about clever rebuttals. It's about leading with empathy, certainty, and truth. So let's talk about this. Why do the objections actually happen? Here's the hard truth. Objections, they don't actually come out of nowhere. They're not random speed bumps. They are signals. It's something that something wasn't addressed, it wasn't clear, or it wasn't emotionally grounded. I want you to think of objections like warning lights on a car dashboard. They're not saying that the car is broken. They're just saying, hey, you may need to pay attention to this. And here's what most salespeople too. When they hear objections or they feel objections or they feel resistance, they start to push harder. They get defensive, which is, I'll just tell you, spoiler alert. The worst thing you can do in sales is be defensive. Or they get passive and hope the buyer might come around. Or they give up. And I'll tell you, none of these work. The best closers, they don't handle objections. They remove the need for them because the objection, the end of the day, is a symptom. It's not the problem. Again, eliminate the objections before they come and you won't have to handle objections. And this is why in all my trainings, and you'll see, as you deep dive in with the things I do and the things I teach, yes, I have the cool one liners, I have the sexy one liner objections, and they're great and they're there, but I never use them and I will never teach them. Why? Because it doesn't matter. It's not about the sexy one liner. It's about eliminating the objection before they even come up. It's about you identifying them. Because everyone can say, a sexy one liner. A sexy one liner to handle objection, I promise you, does not make the sale, does not make the connection. It does not bring truth into the conversation. So the four. There's four root causes of all objections. Again, almost every objection boils down to one of these four things. Either it's uncertainty, lack of trust, incomplete information, or emotional disconnection. So when we talk about uncertainty, we're talking about they don't understand how the solution works or it applies to them. Well, here's the reality of uncertainty. If you're not certain, if you're not absolutely certain that you have the right product, the right offer, the right service, the right tool for them, they won't have the certainty. If you don't have the certainty that you can fix their problem. They won't have the certainty that you can fix their problem. Then they have to have the certainty that there is a problem. They have the certainty that they know that you are the solution to their problem. And they have to have the certainty that your solution is going to work with them. So if they don't understand, if they don't see that 100% certainty conviction, they will not buy. 2. Lack of trust. They're unsure you can deliver. They don't trust you. People buy business and do business with people they like. They don't trust you if they don't like you. If you. They don't like you, they can't trust you. So what's the root cause? Somewhere along the way of the conversation of the sales process, you either didn't even build trust with them or you lost it in your tonality, your energy, the question you ask, maybe you got defensive, maybe you pushed harder, maybe you got passive. All the things you don't want to do. All of this created the lack of trust. It broke the trust. And people are not going to invest into something they can't trust. Heck, you have to understand, most these people don't even trust themselves, let alone be able to trust you. So your job is to make them feel seen. I see you. I hear you. I feel you. You got to make them feel seen. You got to make them feel heard. I hear what you're saying. I know what you're going through. I have the empathy. I've been in your shoes, or we have many customers that are in your shoes. Empathy. You actually hear me? Listen. Most people are not heard in this lifetime. They don't feel heard. They're just waiting for someone to hear their pain, hear what they're actually trying to cry out for, what they're actually looking for. Your job is to create that safe platform to create that safe area where they can actually trust you. So you can make them feel seen, you can make them feel heard, and most important, make them feel right. Right. Even though they're wrong, you got to make them feel right. What does that mean, make them feel right? That it's okay they're here, it's okay that they're failing or it's not working. Validating. They want to feel right. They want to feel validated. But just because they feel validated doesn't mean it's the right thing. But feeling validated makes you feel good. It makes you feel safe. Makes. Makes you feel like you hear me? You heard me. You like me. You trust me. I know you do. You see how this all comes in? All of that is all about lack of trust. They're uncertain about your product. Number two, lack of trust. Three, incomplete information. They're missing context, steps, pricing, or clarity. We're talking about the three Cs here. Clarity is everything. If you do not have certainty, clarity, you don't have conviction. Three C's. I need certainty. I need clarity. I need conviction. Well, what's clarity? Clarity is. Is it absolutely clear what the problem is? Is it absolutely clear what the future holds? Is it absolutely clear on that? What we're offering, what the solution is, is going to fix the problem. Can I see the clearness of it? Not the certainty that's going to work. I get before certainty even comes, you need to have clarity, connection. They just don't feel what the change will give them. You haven't done the job. And this will come from the gap. You either the gap of the pain they're in to the solution or more important, the consequence of not changing. If that gap isn't big enough, there's no sale. I always say the bigger the problem, the bigger the sale. If you can't identify the real core problem, they're not going to feel emotionally disconnected to the pain so bad that they want to move forward. Remember, people are going to move forward not because it's easier. It's because the pain is higher and more exhausting than the win. People will buy the pain over the win. So even one of these, if one of these four a week, you're going to get resistance. But when you hit all four, clarity, the certainty, the confidence, the conviction, the connection, the I need to think about it, it disappears. Let's go deeper. So I'll tell you this. Objection. Prevention is also doing the work upstream. So here's how it works, right? Framing the conversation early by the end of this call. So things you can say is right. By the end of this call, if it feels like it's the right fit or it feels aligned, whatever the terminology you want to say, we can talk about next steps. And if not, that's also totally cool. The way I kind of say it is. Okay. What I want to do is learn a little bit about you, what you are, what's going on. And if I feel like there's a right fit here, I'll go a little deeper into what we going on and we can make a decision from there. Does that feel good? This lowers the pressure. It makes them feel safe, which means they will be Way more engaged. Number two, how you prevent the objections? You got to ask better questions. Questions are going, listen, the smartest person in the room isn't the person that has all the answers. It's the person who can ask the, the right questions. Asking questions like, well, what stopped you from solving this before? Is there anything you're unsure about hearing or heading into that, into this conversation? Good questions create space and they can create massive, massive trust. Another way to prevent, to prevent objections is you got to show the outcomes and not the features. So outcomes is again, like, just imagine like what does life look like for you if you can fix all of this? What does life look like? I mean, if we drew a line between now and the next 90 days, even 180 days, what's off your plate? What's working, what's not working? Paint a clear path, break it down step by step so it feels doable for them. Oh, you got to do this and this and this and this, that. Feel the lies or the simple three A's. As a result, all you're going to get is you're going to get X, X an ex. These three things will solve your problem. It's more digestible. Also use social proof. Not as proof, but as evidence that they're not alone. So, hey, you remind me a lot like Joe or a lot like Susan who was once in your situation. They came to me and they had this and they had that. What we worked with them was we just showed them this and we gave them this and this is what happened. And also normalize their hesitation. Listen, I get it. A lot of people feel this way before they jumped in or you're not the only person in the situation. It feels like you are. And I know what it feels like, but you're not. And you don't need to be in the situation for long if you make the right decisions, if you make and you're decisive and you become coachable, see how it all ties in? I'll tell you this, when you normalize the hesitation, it also dissolves the pressure. It makes them feel, here's the word again, seen. So even when you do all these things right, objections will still show up. They do, they show up and it's okay. So what happens if they do? Have you done everything right and the objection still shows up? You slow down and you lean in, you don't react, you don't argue, you don't defend. Instead you use phrases like, well, sounds like there's still Something doesn't feel 100%. Let's discuss it. Or if you feel resistance, call right out. What's coming up for you. Again, let me ask, you know, it sounds like there's some resistance here. What exactly is coming up for you? Or I mean, if we were to fast forward six months and nothing changes, what would that mean for you? These two things are going to do this. That's either going to create emotional contrast or it makes inaction feel expensive. But what it isn't is it's not combative, it's not defensive, it's not pushy, it's not sleazy, it's not your typical way of handling objections. Then the follow up, we want to follow up with clarity. Would it help if I walked you through exactly how we support people like you step by step? Would it help if I broke this down a little bit more and showed you exactly how we can get you from your pain to your solution? Would it help if I showed you how we worked with X testimonial or simple question right back? Let me ask you, what's the one thing that's most important to you right now? Most important. What's the most important thing to you right now? And if I feel like we can solve that, would that make you feel a little bit more comfortable? I'm having a real conversation with them. I'm not trying to use psychological warfare. I'm not trying to use all these sleazy tactics. I'm just having a human to human conversation. I'm not trying to win here. My job is to solve their problem. I'm trying to connect so I can solve their problem. In fact, Jim Rohn, one of my favorite quotes is your net worth is in direct direct proportion of the problems you solve. Your net worth is in direct proportion of the problems you solve. The bigger the problem you solve, the bigger your net worth is. The smaller the problem, the smaller the net worth. I'm trying to connect to them so I can ensure that I'm solving their biggest pain. Point their biggest problem. And again, I'm not doing that because I want to win. I'm doing that because I want them to win. And I know when I have them winning, I, I get rewarded by a little compensation. But if you make it about the commission, you will lose. Remember, in sales, not about the mission, it's not about the commission, it's all about the mission. So let's put all this into maybe a little bit of a framework for you. So write this down. If you're listening, write this down. Here's the five part Objection. Diffusion formula number one, you pause and validate. Always validate. I need to think about or whatever it might be or I need to talk to my wife or this is too expensive. I totally get it and I really appreciate you being honest and saying that. What did I do? I paused. I validated seek number two. Want to seek clarification? What? Can I ask what specifically feels unclear? Or can I ask what exactly is it that you're not clear about that makes you feel like you want to think about it? Or what is it exactly if you go to your partner, do you want to discuss future frame? So pause the validates number one. Two is seek clarification. Number three is we future frame this. What would change in your life if this problem was solved? Future framing number four, bridge back to the value. So what would change if your life if this solved your problem? Well, this would change. This would change. This would change. So what I'm hearing is if we can do xxx, which this product does, then you will have. Why is that what I'm hearing? We're bringing back. We're future framing it, then we bring it back. But that's exactly what this is built to do. So let me go a little deeper of what maybe I've missed and I'm going to show you. So what do we do? We pause. We validated number one. Number two, we seek clarification. Number three, we future framed. Number four, we bridged back to the value value, meaning back to your offer your service. And then number five, we end it with a soft close. Are you up for doing this? Do you want to give this an honest effort? Do you want to give this an honest shot? My favorite. Again, remember, where should we go from here? Should we try this and see how far we get together? Just remember this, objections aren't stop signs. They're invitations. You're not closing the gap with logic. You're closing it with true connection. If you take one thing away from this episode, let it be this. Objections are a mirror of the sales process. More importantly, a mirror of you. If they show up, it's feedback. Use it. Learn from it. Go upstream. Get curious. Stay soft. Be like water. Be nimble. Because when a prospect feels heard, they feel seen. They feel safe. Guess what? They will see themselves in your product. They will want to buy it. They will want to own it. They will claim it themselves. And yes, it won't feel like a leap for them. It will feel a leap, like a relief when they say yes, when they claim it themselves. It doesn't feel like they've been sold. It doesn't feel like it's a leap. It feels clearly like a relief. In our final episode of Pitch Me, I'm going to be bringing all of this together. I'm going to be showing you what it takes to be at the top of your game. What it takes, it takes to be a top level closer, business owner, executor, whatever it might be for you to win the game of business and to win the game of life. None of this is built on tricks or tactics. This is all psychology. This is all belief. This is all tested. This goes down to the core of what I believe sales is all about. Sales is a direct transference of energy in your connection, your energy and your ability to connect to your product and to your prospects. It's all about the way we pace, we take our time, we use the words and we act like humans. That's the final the Glock, all of this in. So get ready because we're about to land this sucker. This is Pitch Me. Let's finish this strong. And you've just listened to Pitch Me with Kayvon K, the podcast where sales are redefined, objections are destroyed, and high ticket closers are born. Want to take your pitch to the next level? Subscribe now, leave a review and join the Pitch Me community. And if you're brave enough to pitch live on this show, you head over to www.pitch me podcast.com and apply today. Until next time, keep pitching, keep closing, and keep connecting.