90 seconds of objection handling... — Transcript

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1. 0:00I just want to talk with one other
2. 0:01company on Monday and then make a
3. 0:03decision from there.
4. 0:04>> Yeah, sure. You always get back [music]
5. 0:05to me in a week, a month, a year. I
6. 0:06don't care. What are you hoping that a
7. 0:08company's going to say?
8. 0:09>> Maybe that they're as good as you guys
9. 0:11and they're for less price.
10. 0:12>> Do you think they're going to say
11. 0:13they're worse than us? What salesperson
12. 0:15says [music] they're worse than the
13. 0:16other salesperson? You ever met one of
14. 0:18those? They always say what?
15. 0:19>> Oh, they're the best.
16. 0:20>> Yeah, and now you said something about
17. 0:22cheaper. Like is the cheapest price the
18. 0:24most important thing to you or actually
19. 0:25like the skill level where you get to
20. 0:27$20 million a year?
21. 0:28>> It it it's a I want to make sure it's
22. 0:29working.
23. 0:30>> Why?
24. 0:30>> Whether it's 10K or 20K, I mean, the
25. 0:33results are going to be 10x that if it
26. 0:35works.
27. 0:36>> Yeah. So let's say you go to this other
28. 0:38company and let's say that you feel like
29. 0:39they can generally solve some of the
30. 0:42same problems that you're having now and
31. 0:44let's say the price points are somewhat
32. 0:46similar. I mean, how would you then
33. 0:48decide who to go with?
34. 0:49>> Well, I guess I'd have to sit down and
35. 0:51look over the proposals and
36. 0:53>> All the proposers are going to be all
37. 0:54fancy and good. I can send you a fancy
38. 0:55proposal, but in all reality, you see
39. 0:57all that, what's going to cause you to
40. 0:59feel like who you should go with at that
41. 1:00point?
42. 1:01>> Yeah, I guess just intuition.
43. 1:02>> What does your intuition say right now?
44. 1:04>> It was probably you guys.
45. 1:05>> [music]
46. 1:05>> Why?
47. 1:06>> Guys, you know, I kind of wanted to just
48. 1:07make sure I made a good decision, but
49. 1:08>> I mean, look, we all know people out
50. 1:10there, you know, and I'm not saying
51. 1:11you're this type of person. [music] The
52. 1:13person says one day I'm going to do it
53. 1:14or I'm going to do a lot more research
54. 1:16or, you know, your business. How many of
55. 1:17your prospects say that to your sales
56. 1:19guys? Like I'm going to do more
57. 1:20research. I'm going to talk to a bunch
58. 1:21more companies. Where do they typically
59. 1:23go?
60. 1:23>> They just don't do anything.
61. 1:25>> Yeah, and you don't sound like the type
62. 1:26of person who doesn't want to do
63. 1:28anything. No. So what do you really
64. 1:30want?
65. 1:30>> I want to do it.