"Nobody sells their home unless there is a need, want and desire to do so. So, we need to start with the outcome in mind. "
Episode 202 of The Smart Agents Podcast features Bill Walsh, the "King of Objection Handling" and Founder of The Objection Box. Helping entrepreneurs scale their businesses to achieve financial freedom, Bill focuses on attacking common objections by identifying what he calls the North Star of a sale.
Throughout our conversation, Bill emphasizes the importance of building confidence through hard work and preparation. He discusses the concept of smoke screens buyers put up and how to get to the real objections. He also talks about the importance of understanding the client's desired outcome and using that to guide the conversation.
Bill shares his approach to objection handling and the five main objections he focuses on: think about it, partner, money, fear, and logistics.
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Where to Follow Bill Walsh:
Instagram: https://www.instagram.com/billwalshofficial
Facebook: https://www.facebook.com/bill.walsh.31105
YouTube: https://www.youtube.com/@TheObjectionBox
LinkedIn: https://www.linkedin.com/in/bill-walsh-941678113/
Key Takeaways:
- Building confidence in sales requires hard work and preparation.
- Understanding the client's desired outcome is crucial in objection handling.
- Smoke screens are barriers to the real objections and need to be addressed.
- The five main objections to focus on are think about it, partner, money, fear, and logistics.
- Tips for developing a Winner's Mindset.
