#143: This One Objection Costs Salespeople Millions of Dollars // Next Level Workshop // Chris Lee

This one phrase kills more deals than anything else.

I asked a live audience who had heard it, every single hand shot up.

In this video, I walked straight into the trap on purpose in front of a live crowd.

And guess what?

I leaned into it and turned it into a yes.

Most people get crushed at this point.

This is how I turn a, I need to think about it into a heck yeah, let's go. Let's role play.
I need to think about it. Who wants to, who wants to be role play with me? I need to think about it.
All right. We've got one here.
Whoever gets this concern, I need to think about it. There's a million derivatives of this concern, right? I need to think about it, I need to pray about it, I need to think about it there's a million derivatives of this concern right i need to think about it i need to pray about it i need to talk to my accountant i need to talk to my wife i need to get more quotes like they're literally all the same so let's let's role play um i need to think about and and again backing up if i have set proper, it is really difficult for me to get this concern at this point of the sale.
So I'm even happy to role play at the point of when I'm going to do a hard, soft, close. I'm like, Chris, I just don't make same-day decisions.
I really need to think about that. So we can go to that point because if we're

running this process, that's more likely where you'll be than there. So let's do that.
Got it. So yeah, man, I just need to need some more time to think about it.
I'm going to go ahead of anything. Cool, cool.
That's no problem. So help me understand what you need to think about my man?

You know, it's just a

I just don't like making decisions super duper quick. And I just like some time to kind of mull it over.
I think some more, process it so I can make a good decision. No, I get it.
I get it. So, I mean, it sounds like it's more around a fear about making a good decision.
Does that sound right? Yeah, I'd say so.

Okay.

So really, as far as not being comfortable,

is it more like comfort or fear?

What's the main driver?

Say I've been on sales calls before with some pressure,

and I just don't want to make it right.

So I'm not here to pressure you at all. So is it right if I, like, shoot you straight? Pretty cool? All right.
So one thing I've known, so I've been in sales a long time, but I don't consider myself like the other guys. You probably had some pretty bad experiences with other sales guys.
Yeah. Can you tell me about those? Just real pushy calls, been on there for kind of hours and hours, and then it's got to the point where I've like emptied my bank account and made a bad decision.
So it's more of like, did you feel like these guys were in it for themselves? I'd say so. Okay.
Like, dude, I totally understand it. That's why i hate the industry like i'm i'm on your i'm on your side like those guys give guys like me a terrible rap right because they're they're pressured they're like yeah you probably are going through this terrible thing you're like and you're like i'm not really but maybe and then they kind of make you feel terrible about it.
Is that kind of the emotion that you go through? Yes. Okay.
So first of all, that's, that's not how this is going to go down. Like we're not going to, we're not, this is not going to be like a pushy sales call or anything like that.
But one thing I can tell you is like the power I've found in what I do is I help people get to a decision.

Hey guys, it's Chris. If you're finding value in what you're hearing, go ahead and like and subscribe.
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Can you tell me like, why would a decision matter to you? Like saying yes or no to something? Why would that be valuable? if uh if i said yes and it was a good decision i guess it could help me get to my goals but if i said uh if i said yes and it was a bad decision then i might regret that afterwards yeah i get i get that so would you agree though that like maybes don't make the go round? I'd say so. Okay, cool.
Dude, I'm here for you. I'm here to make the world go round, to make your life better in some way or another.
And that might be no. That might be like, Chris, this isn't for me.
It doesn't fit. It's not a solution to my problem.
And that's totally okay. Right? Like what I'm, my commitment to you is to be on your team and help you weigh out the decision and make a decision.
And the reason why I do that is because like my job is more than just to help you save money or spend your money in a right way. My job is to help you save time, energy, and money.
And frankly, there's going to be a little bit of time and energy into this today. And at the end of the day, I want that to be done.
And I'd assume you'd want that to be done. Would you agree? Yeah.
Yeah. When was the last time that you thought about something for hours and hours or days or weeks or whatnot? And you're like, dude, that was the best time spent my life.
No, I can't think of a time. Yeah.
Can't think of a time. Me neither.
Me neither. In fact, like, like being decisive has really served me well.
So would you agree that it's fair ass that we just get to a decision? It can be a no. Totally fine with a no.
As long as like everything adds up, it makes sense, it helps you achieve your goal. And we can do with the quality product, fair price, company you know you can trust, and a rock star like me.
Like, dude, I'm in your corner. The reason I refer to myself as a rock star, because I'm on your side.
I am here to help this be a win for you to be and no can be that is that is that a fair ask that's a that's a fair ask okay so as long as i can do those things is there any reason why you wouldn't move forward today no reason all right let's go baby so um thank you you, thank you, dude. So guys, like, I don't know how to put this.
Hey, guys, it's Chris. Hey, a lot of you leave comments asking for help.
Do me a real quick favor. Shoot me a text at 509-374-7554.
That's 509-374-7554. Shoot me a text.
I'll answer and help you with whatever you need. Don't worry.
I got you back. Let's go back to the show, baby.
There is not a concern in the world that that can't overcome, like that process that I just went through. And it's like, you got to get creative.
You've got to just ask a lot of questions, ask about their previous experiences, what has led them to be hesitant in moving forward? Because there is some emotional connection to a poor decision that they've made or an experience that they've had that is giving them that knee-jerk reaction. And so ultimately, you've got to push through and find what that is and let them know that, dude, this is a safe spot, right? Like, no liberal zone, but still safe.
And at the end of the day, like, I'm totally okay with the no. And it's authentic.
Like, it's real. Most guys can't resolve concerns like that because they're not authentic about being okay with the no.
Right? They're desperate. They're operating like a dude.
If I do not get a yes, I don't pay my bills. Well, you know what else that doesn't pay bills? Maybes, and you're getting a lot of them.
Maybes don't make the world go round. And so helping me understand is one of my favorite.
Dude, help me understand. It's a way to get on their level.
And then one of my other favorite that you see on page 64 is like dumbing yourself down.

Like I love to dumb myself down.

Like, look, sorry, dude, I don't know what's going on here.

I suck at my job.

Like I probably didn't do a really good job explaining how this works.