Module 9, Closing and Handling Objections.mp4
Closing
If they still haven’t signed up after the pitch,
Discuss with prospect
- Start discussion with prospect with positive, firm closing statements:
- Woah Jason! How was it? Good right?! Now you know why I told you that this programme is amazing! This community has really changed my life and given me more hope & clearer perspective about our future etc
Begin closing, identifying of objections:
Okay the presentation is done, do you have any questions?
When prospect asks questions, do not answer them. List them down on a piece of paper first.
Okay very good questions! Before I begin answering them, on the scale of 1-10 how excited/keen are you on doing/joining this together?
- (Prospect answers: 7) Nice! What happened to the other 3? Haha are there any concerns that you might have?
- (Prospect lists down objections eg: time, $$ etc)
Is time commitment a concern? (Yes/no)
Is finance a concern? (Yes/no)
Is asking for parental permission a concern? (Yes/no)
Is belief in yourself that you can do this business a concern? (Yes/no)
Okay great, actually all these are normal questions/concerns, even I felt the same way when I first came here haha. So if all this concerns/questions are answered, it'll be a 10/10 and you're ready to join on the spot?
- If prospect says Yes: continue to next step (objection handling),
- If prospect says No or “I need to think about it”
- Oh what other concerns do you have? Can let me know everything before I address everything :)
- Okay so if it's a 10/10 I know you'll definitely join, haha okay let's cover all this concerns & questions etc
Objection handling
Common objections
- The video course is so long, 4 weeks?
- In order to get the full value and be able to learn everything, it would take some time. This is already the most distilled form, the purest form of content! It’s what you need in order to pick up the skill set. You don’t get muscles from 1 day at the gym
- What’s the fastest I can finish the video course?
- If you concentrate and set time aside, you can finish it in as fast as a day or 2!
- Why only video course? Can it be a live course instead.
- Video course is better because if you don’t understand you can keep replaying and rewatching. And you get lifetime access to the video course! Alaric charges $2,500/hour for 1 to 1 coaching. The reason it can be so affordable and you can learn so much is because it is in video form. And even if it was live coaching, he would be showing you the exact same things that he will be showing you in the video course.
- Sometimes, Alaric’s students will come and help out and do some coaching sessions as well. So there are live coaching sessions as well. You get the whatsapp group, live coaching sessions and the video course.
- If you register early, Alaric will do a 1 day Live course held in Singapore
- Must ask parents/spouse/business partner for permission
- Ah I see! Why do you need their permission though?
- Do you have the money or must you ask them for money?
- If they already have the money, then say, “aiya you how old already! If you have the money then just get the course la! Your parents/spouse won't stop you from learning and growing one what! It's like if you want to get a girlfriend, would you ask your parents “Mummy and Daddy, can I get a girlfriend?” Or would you get the girlfriend first then tell them “Mummy and Daddy actually I just got a girlfriend. Her name is Nicole” (The second one) Yup, smart! There's a difference between asking for permission and informing them! If you keep asking for permission all your life, you will never be independent! And it's important if you want to be successful that you can be independent and make your own decisions”
- If they really need to discuss with their spouse/parents/business partner, ok how bout we create a whatsapp group chat and schedule an appointment/call on ___day so I can explain to your spouse/parents/business partner more about what this is about? And he/she can ask me any questions along the way as well. Sounds good?
- If they have no money, use the answer below.
- Finance (No Money)
- If they have a DBS or POSB credit card (cannot be a debit card), they can get 12 months interest free instalment. That would be like $2.73/day. My preferred payment plan https://www.dbs.com.sg/personal/promotion/savings_with_mp3
- Okay, this one you have to be very open with me about how much you have right now so I can serve you. You got $997?
- If yes, that means they have the money but just not willing to spend it. So just talk about rich vs poor mentality. “Does marketing cost you money or make you money? (Marketing makes you money.) Does coaching cost you money or make you money? (Coaching makes you money.) Does getting this course and learning Facebook marketing from Alaric Ong cost you money or make you money? (It makes you money.) Yup, you answered your own question bro! Hahaha”
- If they don’t have money, talk about rich vs poor mentality. Okay so here’s the thing. The difference between rich people and poor people is that poor people think “I don’t have the money.” While rich people think “How can I get the money?” What’s the difference between these two? One gives up, while the other thinks of ways to make money. It’s not money that makes us rich or poor, it’s our mindset that makes us rich or poor. Here’s what I can offer to you. If they have no money, ask them to put a deposit first, it could be ($100, a watch, a necklace etc.) Then show them how to sell the course, market events, start their own business etc. to make money. Then when they make the money, they can return you the money and also enrol in the full course.
- Time commitment
- You get the course for life! Whether you watch it in the car, in the bus, at home etc. You can watch it as and when you want!
- Belief in themselves
- Testimonials: http://www.alaricong.com/p/testimonials.html
- Written Testimonials: http://www.alaricong.com/p/testimonials1.html
- All these people initially didn’t believe in themselves also. But the moment they learnt the proven system, they were all able to grow their business and their income. Just trust the process! It has worked again and again and it’ll definitely work for you.
- Zoom in on a few testimonials that are relevant to them.
- Think about it
- Okay, how long would you need to think about it?
- (3 days)
- Okay, I’ll give you 4 days to think about it! Is that enough?
- After they tell you the answer, ask them to put a refundable deposit with you so they will get back to you by that specified time. They have to put a deposit to lock in the bonuses. If not, next time when they enroll they only get the online course without any bonuses.
- https://theapollomethod.com/product/deposit
- “After 7 days we will ask you if you want to enrol in the program. If you decide not to enrol, Alaric will give you the deposit back immediately. We won't run away with your deposit. Our reputation and brand is worth way more than that!
- Okay, how long would you need to think about it?
If you decide to enrol, you top up the remainder $797 and you will get the Facebook Accelerator course together with the bonuses.
Normally after people put a deposit, it’s still a 50/50 chance whether they enrol or not.
The reason why we want to collect a deposit is because money is just a form of exchange. Most of the time, when people say they are going to think about it, they won’t actually go and think about it. But at least if you put a deposit with us as a commitment, we would know that you would actually go and think about it, rather than it being a polite way of saying no.
Also, when you put a deposit, you will actually get back to us, rather than us having to chase you. When you put a deposit and we follow up, it is perceived as a form of service. When you don’t put anything down and there’s nothing exchanged, it would feel like we are chasing you or hard selling. We don’t believe in that and we would not want to do that.”
- Also, for every day that you use thinking instead of taking action, you are losing time, you are losing opportunities. Money is a replenishable resource. Money can be made back. But time is something you can’t get back.
Final push
After handling their objections, “Okay great, so I have just finished addressing all your concerns! So now this 7/10 is a 10/10 right? Awesome, so are you ready to get started?” Then extend your hand for them to shake.
This is known as the Midas touch. When you extend your hand, they are compelled to shake your hand. And once they shake your hand, they are subconsciously agreeing to your offer.
Don't put your hand down until they shake it. If they still have last minute resistance, then you can use the following stories to push:
If they don’t shake your hand
First story: Ahhhh, ok! So after answering all your concerns you're still a little bit scared is it? Hahaha it's normal one! Last time I was also like that. I remember when Alaric shared with me about this opportunity, I knew it was good but I was quite fearful whether I really wanted to do this. But I thought to myself, what's the worst thing that could happen? Business people all do this thing called a risk analysis. Which means looking at the best case scenario, the worst case scenario, followed by the most likely scenario.
- Best case scenario: Maybe you set up your own business, you start earning $5k, $10k per month, Your life changes, you are able to be independent and provide for your family, your network expands you meet more people etc.
- Worst case scenario: you lose $997, but what do you get! You get to learn from the top marketers all over the world. You get to join our community and network with other successful individuals. You get EVERYTHING that I listed here. That's the WORST that could happen.
- Organic Lead Generation ($4,000 VALUE): How to get 4000 REAL, TARGETED followers and leads on Facebook for FREE (e.g. Facebook.com/alaricong with 31k followers)
- Alaric's Facebook Automation Software ($1,800 VALUE): Software that helps you to AUTOMATICALLY add friends, like posts, join groups and many other functions. (This software costs $250,000 to develop)
- Advanced Facebook Ads ($2,000 VALUE): How to LAUNCH and SCALE Facebook Advertisements. This is what my team and I have learnt after spending SGD$30,000 EVERY month of our own money on Facebook Ads.
- The Apollo Method Appointment Generation Script ($2,000 VALUE): 4 step script to prospect and pack your schedule to meet prospects every single day. This is perfect for network marketers, insurance agents, property agents, coaches and consultants.
- Events Marketing Blueprint ($2,500 VALUE): The exact follow up templates, copywriting and systems we have used to market hundreds of events and make over $700,000 in 16 months.
- SUPER SECRET BONUS: This will only be revealed right after getting the course
- TOTAL VALUE: $12,300
- World class coaching support
- #1: Lifetime access to Facebook Accelerator Online course which you can replay again and again. Constantly updated.
- ($12,300 VALUE)
- #2: 1 year in Coaching Whatsapp Group with 24/7/365 Support where you can ask any question you want ($3,650 VALUE)
- #3: Unlimited 3 hour Coaching Sessions conducted by Alaric or his team which you can come for FREE ($3,000 VALUE)
- #4: Opportunities to collaborate (Priceless)
- What’s the most likely scenario? You invest $997, you just have to sell a few of your products, or sell this video course twice, or market one event and you get ALL OF THIS (circle whatever you wrote just now) for free. It's a no brainer to join bro!
Second story: bro you know why I want you to join so badly anot? Not because I'm trying to hard sell you ah! But because the moment you join it's a win win relationship already! I know for a fact that the value you’re getting is WAY more than the small investment you’re making. By learning the proven methodologies, you’ll easily make all your money back in no time. And I believe that once you’re empowered with this skill set on sales, marketing and branding, you would be able to create so much more abundance for yourself and others. Once you learn this, you win, I win, your network wins, your family wins, your network’s family wins, the whole Singapore and the whole world wins. But if let's say you choose not to join, then you lose, I lose, your network loses, your family loses, the whole Singapore loses because you decided not to join today. That would be a pity wouldn't it? Imagine if everyone loses out because of your inability to make a decision today. Come on la bro! Let's just do this la! “Welcome to team Apollo!” Extend hand to shake.
If they still can’t make up their mind, tell them “Alright, no worries, maybe now is just not the right time. Next time when you’re ready then just let me know!” After that, build rapport back again.
The reason why you want to do this, is to plant the seed in their mind that once they are ready they will get back to you. So you’ll be the top of mind. And it keeps the relationship. They won’t feel uncomfortable this way.
After the appointment, you can send them the free videos in Alaric’s YouTube channel to inspire them. www.YouTube.com/c/alaricong
Then follow up with them again next time. Add them to your tracking list. Use this spreadsheet to track who to follow up with:
Send them this text after the meet up.
“Hey bro, thanks for the meeting today! Hope you’ve gained value (:
Here are some more free content you can watch! Hopefully you’ll find it valuable!
Millionaire Hypnosis by Alaric Ong:https://youtu.be/5i56ixzExeU
Free Facebook marketing training: www.alaricong.podia.com/free
How to make $10,000 a month doing sales
How to begin investing in the stock market - Sean Seah and Alaric Ong
Becoming an entrepreneur 2018 - Dr Patrick Liew and Alaric Ong
Investing in stocks with Cayden Chang and Alaric Ong
How To Start An Ecommerce Business with Andrew Tan and Alaric Ong
Facebook Marketing Workshop and How to launch a Facebook Advertisement by Alaric Ong: https://youtu.be/4J84HxYJlOA