0:00 Today I'm going to show you how to handle every single objection. All of them. Every single one. So, let's get into it. Cool. Objection, man. How to crush objections like a pro. We're going to have to change that. That looks a little bit gay. Let's get into it. First of all, what are you [ __ ] up? And I know you're [ __ ] this up. What are you [ __ ] up? People try and handle every objection the prospect gives them. They get this, they try and handle that objection. They get this, they try and handle that objection. There's not the right way to do it because if you're doing that, you're chasing your prospect. They have control over the conversation now and you were following them, you were behind them, you were underneath them. The difference what the best people do, which is this is part of the objection handling matrix process, which is literally a document that was created inside of a sales agency about six, seven years ago, not in a joke way, actually six or seven years ago, that has generated up to this point near a billion dollar in sales across courses, masterminds, mentoring, all of it in the high ticket space. Near a billion dollars. That was a sales agency that 0:56 was doing about $40 million a year, right? Okay, so just to give you context, right? The best sales reps, what they do is they get all of these objections, all of them. And what do they do? They funnel them all into one core objection that they are phenomenal at handling. And so that is the process I'm going to show you guys how to do today. Cool. So let's get into it. Objection handling standard operating procedure, the SOP. Here is the core chart, the flowchart for how do you go between objections? How do you flow between them? So at the beginning, we identify the objection. Then there are only three actual objections we can get. We can either get money, we can get feeder, or we can get partner. That is it. That is literally it. It is that simple. Right now, if we get money, we have to handle money. We're going to and I'm going to go through the exact scripts like literally everything that you need in order to do this. Right? So, we handle money. We get to the very end. Then, we funnel it into fear. Right? If we get partner, we do the exact same thing. We go all the way until the end, we handle it, and then we funnel it right back into fear. And now the way 1:54 that you can handle fear, a lot of people will have different frames, blah blah blah. The core thesis of handling fear is either certainty or perspective, which I will go into what that means and the exact frames. I will go into all the scripting and I will leave the link for this document right below in the description, right? So that anybody can download it, right? It's this simple. So now that we have the theory out of the way, let's get into actually how to handle what the [ __ ] do you say? What do we do? So starting with the partner objection, if you are still using the heavy is the head that is holding my head or my crown, that [ __ ] does not work because the prospect has heard it 10 times. They know about it. They know what you're about to say before you say it. It's not a bad frame. Everybody knows it. So it does not work anymore, right? So now it's going to what do you actually do, right? And we're going to make it a lot more about the theory rather than like, oh, this specific word blah blah because that's going to change every 12 months, whatever it is, right? So at the very beginning, we have to get back to the value, right? We have to get 2:41 them to establish, yes, I actually agree this [ __ ] is valuable. So, we just go like let's assume like let's say your wife was here for a second right now and like she was all for it. Like do you feel like this would actually like possibly be the answer for you or do you feel like this would actually work for you? Right? They say yes. Okay. But why? What specifically do you think is the key to the castle for you? Um blah blah blah. Right? So what does this do? Again, we're solidifying that they feel the value is there. That is the important thing. They think the value is there. Right? From there after they give us that buyin, now we're going to how do they feel about blah blah blah? This is just solving the objection. Like do they actually want you to succeed and achieve blah blah blah. Now from here we have to identify is this a logistical objection as in they have the same bank account he cannot purchase things without our permission blah blah blah or is it just fear disguised as that and so in order to determine which of those two it is we ask this question well like let's say you go to them like what are you going to do if they kind of like don't want 3:29 you to actually invest in like your skill set so you can get to like XYZ goal or invest in a XYZ fitness routine so that you can lose the 20 pounds like what happens if she says no essentially because if they say oh I would do it anyways what does that tell us well it's not actually logistical now is it right now it's just purely fear like I would do it anyways if they say no then I couldn't do it then that means it's logistical right so like they can't like [ __ ] buy it unless she says yes and so that is the the core distinction right if they go like no I cannot do it blah blah blah it does not matter we are still going to go into the next thing but this now tells us is it fear or is it logistical right now from there we go if I can offer a suggestion like I'm I'm a big believer in like obly with great power comes great responsibility because like whoever has a goal also has the burden if it doesn't get achieved for example if somebody comes to you and they're like Oh, I want to lose 50 lbs. It's their responsibility to lose 50 pounds because their weight, it's on their body. So, like out of curiosity, like how much involvement does their partner, whatever her name is, does Maya 4:24 have with you learning these skills? Like, are you guys going to kind of like be doing it together? Like taking the sales calls together, collecting the commissions, all that kind of stuff, or like what's kind of like the level of involvement? Now, from there, they're almost always going to go, "No, no, no, like not really. Like, she's not involved actually like whatsoever, blah, blah, blah." Right? Then you just go like, "Hey, can I ask a question?" then is it sort of fair to like make somebody who doesn't actually bear the weight of the responsibility who can't control the outcome to be the one who like truly makes a decision because if she says no like you don't do it then from there they're going to go oh well no I I guess that's not really fair so what do you feel we should do to put you in like the best position to actually like make XYZ over like the next 12 months and if they're still unwilling then just schedule a follow-up so what is the theory let's recap at the very beginning we're going okay do you see the value yes that is right here do you see the value great they do see the value right so what are you going do if she says no. Is it logistical or is it fear-based? 5:12 Right? If they say I would do it anyways, then we go, so just do it. If you're going to do it anyways, regardless if you speak to her or don't do it, just do it. Right? So that handles the fear component, right? Which allows us to then they go like, oh man, it's still like a big investment. And then we go into fear, right? But let's say it actually is logistical and they say, "Oh, well then I couldn't do it." That's when we go into here, right? And now with here we're setting the frame of well she doesn't have any understanding or knowledge in what we are talking about our conversation and she's not in control of the outcome. So is it fair for her to be the one making the decision even though she's not in control and it's not her goal and it's like oh well no obviously it's not fair. So who has to make the decision? You. Great. So what decision should we make? That is the theory behind it. Great. Moving on from partner. Now we are going into money. Let's get into money. Okay great. So the core thesis of money is we have to understand is it logistical and then get past the logistics and get them to agree yes this works within my budget this works within what I have in my bank 6:07 account I could financially with my credit get a loan clarity pay whatever it is right that is the goal and so step one we remove any value objection right so that's where we go the exact same thing money aside do you feel like this would work for you why do you feel like it would though what's the key to the castle however you going to word that right now from there we have now removed the value so is it just the upfront investment or if we could split it up into more adjustable payments, would that make it a bit easier? They agree. Yes. Perfect. So now value is out of the way because they have now been like, "Yeah, I see the value. Blah, blah, blah. Help me so much." Great. Beautiful. Now we go into step two, helping the prospect come up with financial solutions. So we just go like, "Okay, man. Like cash on hand, bills and expenses aside, like what do you actually have available so that you can learn the skills just to see if I can help, right? And now we're going to start putting together a plan for them of like how can we make the finances make sense?" Right? They're going to say, "Oh, well, I don't know. I have XYZ cash, whatever it might be. If they do 6:55 not have savings, so if they say like, "Oh, I have [ __ ] 100 bucks and they a,000 bucks the minimum down payment." We just go and have you ever considered like leveraging credit or like funding to join and just paying it off like with extra profits you make in the business from the training. Right? So now we're getting credit involved, right? If they respond, credit is not an option from there. What other ways do you think you might have being able to get the investment required to like learn the skills and grow the business? And from there, we're now going to go into getting them to borrow money from their friends or family, whatever it might be. And again the goal from the second step is create a financial solution. That is what you need. So this is the cascade. I do not know how to draw on this [ __ ] So we'll draw it here. Right. First at the top we have cash. Do they have cash? If they have $3,000 as an example, the minimum down payment is $2,000. And it's just like, okay, here's what we could do, man. Like we could um potentially do like 2,000 up front and then split up the rest of it over 2,000 a month for the next three months. That way it 7:46 covers a total investment of whatever the [ __ ] math on that was. $8,000. That way, like you start acquiring the skills and it kind of pays for itself over time. Would that work with the budgetary constraints? I'm not saying you're gonna do it, but like would it work? Right? Great. That is cash. If you do not have cash, we go into credit, right? So, we go, okay, have you ever considered possibly leveraging credit or funding to join blah blah blah, whatever it is. Now, I'm going to go on a side tangent real quick. If they give you push back on credit and they go, oh, I don't want to leverage credit. I I don't want to take it out alone, blah blah blah. Then all you have to do is this. Out of curiosity, man, like what's kind of like I guess behind that belief, then you usually have to go, "Oh, well, I don't want to be in debt, blah, blah, blah. Got out of debt out of debt a while ago, blah, blah, blah." And then all you have to do is this frame. Well, out of curiosity, man, like if you go outside like the the gym you go to or the apartment building you live in, as an example, the most successful entrepreneurs who like bought those properties and like owned those, do you 8:36 think one day they walked in with like this huge duffel bag of just cash and they were like, "I want the building. Give it to me." Like, no, obviously not. Or do you feel like they leveraged debt in order to actually put themselves in a position where they could have these assets and actually become successful? Oh, they leveraged debt. Well, why do you feel like they did that though? Like why do you feel like the most successful entrepreneurs actually like leverage debt in order to get to where they want to go? Oh, well, because I don't know, blah blah blah. It does not matter the answer they say. They just go, "Yeah, because like they're the most committed." And so because they have that commitment, they're willing to do whatever it takes to put them in a position to actually achieve the success they want. And so in reality for you, man, like what's what's really more important? Like is it more important to you to like hold on to that belief you have that like leveraging debt is bad even though all the most successful people in the world have done it or do you feel like actually learning the skills and acquiring them so that you can get to that goal of 15 20k a month 9:24 is actually more important like what do you feel is really more important for you though oh well obviously the second one well why though great now you've overcome that belief great so credit is covered that is how you leverage credit and then you take them through clarity pay whatever the [ __ ] it might be right next resort is what other way so this is like miscellaneous What other ways would you have? Who could you go to? Who do you know? Blah blah blah. If they say, "Oh, I don't really know, man. I don't really know. I don't know what to do. I'm so lost. I'm a little [ __ ] bunny." Then all you have to do is Well, like I'll give you some examples, man. Like a lot of our most successful clients, like when they first came to us, they obviously didn't have the money, which is why they were here. And so they they would borrow money from like a friend as an example, or they would like go to their bank directly and try and get a loan from them. And obviously now they've acquired the skills, they're making the 30 40k months, right? So like, who do you know that like might might be a good option for that, right? Right? And so you're just getting like I need a name like 10:11 give me the name and then you put together a plan with them of how they can go to that person and ask them for the money and then you take a deposit. Right? So very very simple. The entire goal of this is you are creating a plan. That is what you need. A plan for their cash, credit, whatever that works within budgetary constraints. They don't have to say I'm going to do it. They do not have to say I'm going to do it. We just need a plan that would work within their budgetary constraints, right? Like would that financially work? Like would you end up homeless if you made that $2,000 payment? They go no. Yes, it works within budgetary constraints. That is all we need from step three, right? Then we go into step three. So with understanding that blah blah blah payment plan works within budgetary constraints and you feel it would actually get you to the goal of the 15 20k month whatever it is. How would you like to proceed? That simple, right? Because now logistics are removed. There's no longer logistical money. The only money that can be left over after that is fear. The fear of spending the money because it's a big investment, whatever it might be. Right? So notice 11:07 what we did with both partner and money. We have now removed the logistics and the only objection left possible is the fear of the partner or the fear of the money. And so now the only objections they could have given us are now all funneled into fear. Fear. We're now at fear. So now how do we handle fear? That is the next question. Once we have settled all logistical objections, the only objection left over is fear. You can now start looping with your frames. So remember that after each loop frame, you should ramp up intensity building up to a pinnacle and final push by the fourth loop. What does this mean? So how do we ramp up intensity? So if you think about a graph like this where this is the first objection you get, this is intensity. This is frames, right? At your first frame, so your first one, this is the first fear objection you get. Blah blah blah. Intensity is relatively low. So it's like right here, you're just kind of like putting them in a logic trap, whatever it might be, right? So that's where you might just be like, "So with understanding blah blah blah, how do you like to proceed?" So it's very casual. It's not super hard. It's not very tense. Blah blah blah. 12:04 You're not [ __ ] on them, making them feel like a [ __ ] failure. Right? Level two, we're now on the second frame. We ramp up intensity a little bit more. So we are now around right here. This where we get a little bit tighter. So now it might be like, so like what decision do you feel like you need to make so that tonight like when your head hits that pillow, you know, you did like everything in your power to actually get to that 15K a month goal so you could like have that extra time with your family, blah blah blah, right? So, it's a little bit more personal, a little bit more direct. By frame number three, we have now ramped up intensity all the way here, right? And so, that's where we go like, so man, like what do you need to do tonight so when you go to bed and you're staring at that ceiling on top of your head, you know, you did everything in your power to be that provider, that dad that you want to be for your family to make sure that they're taken care of. Like, what decision do we actually need to make? So, we've now ramped up intensity one more level. Right now, by number four, frame four, which is the last one, you're now all the way up 12:56 here. And that's where we're going like, dude, what do you need to do to make sure that you stop being that failure version of you, the version that's put you in this position where you can't even provide for your family, and you start being the successful version of you, the version that I know you can be to actually have that extra time and be able to travel with your family like the father you want to be. So, now we're like maximum intensity. Like, that is the toughest it gets, right? You're not going to be able to get any higher than that. Any hour than that, they just leave the [ __ ] zoover, right? And so like that is the ramp up of intensity over time. And so now let's go through the actual four frames we're going to use. Starting off decision-m process. This is the easiest way to logic trap somebody into the fact that their way of making decisions is bad. This is the easiest way to logic trap that into them, right? So we start with Yeah, that makes sense, man. Because like would you agree kind of like our mindset like affects our decision-m process? So like let's say earlier like they gave us a money objection. We handle the logistics of the money objection. Then they say, 13:45 "Oh man, it's just it's it's still just like a really big investment for where I'm at." Yeah, that makes sense, man. Because like would you agree like our mindset kind of affects like our decision-m everybody has to agree to that. You can't disagree. That is just like a state in fact. You have to agree, right? So they say yes, of course. Okay. And on a scale of like 1 to 10, one being like, "Oh, like we're not doing very good with our fitness. Like you feel down, you don't have a lot of energy, blah blah blah." and a 10 being like we're [ __ ] Chris Bumstead like you feel amazing life is great we're moving you feel super motivated everything's going amazing in your life like where do we feel like we kind of are at the moment notice what I did this is like a subconscious thing I made the one if this is an actual chart of 1 to 10 right here and right here this is a piece of [ __ ] right I am making the one actually be somewhere around here and I'm making the 10 be all the way over here because I'm making the one not sound that bad. Oh, well, like you don't have energy. Life's not that great. Blah, blah, blah. Rather than being like you're in a [ __ ] grave, right? Which 14:44 would be like the actual low point, right? And so, because I make the actual chart be right here, they have to give me a low number. Oh, well, like I I don't know. I feel like a three, but a three on this chart is actually like a five on the grand scheme of things. So, I'm essentially skewing what the north and south look like to make him give me a lower number. That is the entire point, right? Because when he gives me a lower number, it's probably around a three, one out of 10. Now he has to justify the problems, right? So now he's going, "Oh, well, because my business is not growing, blah, blah, blah." Right? And do you want the decision-making process that got us to like being a three in our business to kind of like dictate the business like moving forward? Oh, no, no, I I definitely don't. Right? Because all he hears is the number. And so it's like we've now gotten to agree your decision-m process created your results. Your results are not good. Do you want your way of making decisions to keep getting you bad results? That is essentially what we've done, the meta conversation happening besides actual. So what decision do you feel like you need to make to put 15:34 yourself in the best possible position to actually grow the business without that old thought process? Very simple. They're now logic trapped. They have to make a decision, a different decision, right? Unless they give us more fear. And so that's when we go into reframe number two, which is what's riskier? And so here we just go like may maybe I can explain myself a bit better. Like what do you feel is actually for you like riskier? Like is it riskier you get the funds, the 15 grand so we train you to take home that 50k a month and have the freedom of deciding what you do with your time blah blah or whatever outcome they wanted. Or is it riskier you don't do anything and you're not able to have that level of freedom and you keep getting overworked for min minimum wage like what do you feel is actually like riskier like in reality like in your mind they have to say oh well the second one is riskier like I don't want to keep not having freedom blah blah blah now we make them justify and why though like what happens if we continue to do nothing oh I have to stay where I am blah blah keep having to work all these hours for minimum wage and not enjoy it 16:23 for the work I do at all right so very simple so what has to be done so when you're laying in bed tonight staring at the ceiling you know you did everything possible to hit that $50,000 a month and have that freedom even though it's hard. Right? So again, that's our second loop. We're now being like, what's riskier? Is it riskier to do X or is it riskier to do Y? Either invest or don't invest. And oh, it's riskier not invest because I don't learn the skills. Great. So that's frame number two. Moving on. Reframe number three. This is the 4,000 dots. Now the entire point is they have now logically agreed I have to make a different decision. They have logically agreed they are wrong. And so if somebody still doesn't want to do it, it's because they are comfortable with being where they are at. And so we need to bring the reality of the world, the reality of their life into actual perspective. The fact that they are going to die and down the line 100 years from now, 50 years from now, this $3,000 or $10,000 or $20,000 will not actually mean anything to them anymore, right? Because that'll take away the factor of risk of like, oh, I spent all the money. Well, you're going to [ __ ] die 17:22 anyways. Who cares? Right? So that's essentially what we're bringing into perspective for them. And so we do that with the 4,000 dots. So it goes like this. Watch. I I'll explain it this way. Like I have a counter in in my office with 4,000 dots. Do you do you know what those dots represent? The reach a week. So like according to scientists like an average human life is about 4,000 weeks. And so every time a week passes, I go up and I circle a dot. And that does two things for me, right? Number one, I realize how much time I have left. And number two, I realize how much time has passed of our life because it's only so finite. And so that allows me to then ask myself two questions. Have I done everything possible to get my outcome in that last stop? And if not, why not? So for you men, like at 40 years old, half those dots are gone, right? So yeah, the 4,000 we have like 2,000 left. Another one-third will go to sleep. Another couple hundred hours go to eating, driving, whatever, right? So that leaves us with like give or take 1,250 weeks left. And then it's done. There's nothing nothing after that. 18:25 Between you and I, how much time has gone by not being where you want to be, but not taking the ultimate actions to get to where you want to go? If you're honest with me, I mean, years at this point, you have to understand the prospect by this point is already like they know they're wrong. Like they're like broken down like in their head. They're like they have all this fear, all this doubt, and everything else. And we have to overcome that because if not, their life does not change. And I know the reality of that because I used to be in a position when I was much younger, 16, etc. where I also had the same fear and I did not want to invest. And thank God I spoke to a good salesperson who was able to get me over the edge, right? And that is why now is able to have a business. And again, we're not in the frame right now, [laughter] just to be clear. That's why now, thank God when I the month before I turned 18 or two months before I turned 18, I had my first million dollar in business with my company in cash collected. Not revenue, not contract value, actually cash that got collected by the business at like 40 50% margins. And so we are doing this for them. They 19:22 need this. If not, their life will not [ __ ] change. And so we have to do whatever it takes and help them understand the level of urgency they actually have, right? And so at this point, they're going to go, I mean, like years at this point, like not being where I want to go, right? So like, why change now? Why not just continue doing the same thing you've done for the past 200s, not getting to where we want to go? So what are we doing? We're making them defend why they need to make a change. We have now brought into perspective, into reality for them the fact that they're going to die. there's only so much time left and now we're making them defense. So why do you need to make a change? Well, because I'm going to be stuck in this job and definitely getting underpaid and not feeling like I'm in control of my actual life, blah blah blah. Now, I want to be clear, this is the shortened version, the same with all the other frames. The entire goal is that like we want to go deeper into this as much as possible. And so like I obviously would not write three pages of the same frame because like it would not be comprehensible whatsoever. But right here, you're going to probe, you're 20:14 going to push back, right? So they go like, "Oh, because then I'm stuck being in this job and definitely getting underpaid and not feeling like I'm in control of my actual life." Why should Why don't just do that, man? That's what you haven't done. Why don't you continue there? Or if they talk about their family, whatever, like I wouldn't be able to spend time with my my kids as much as I want to. Yeah. Because like, man, between you and I, like how do you think that would affect them growing up, not being able to spend as much time around their father? It's like we're probing deeper into it to get more leverage, more pain, so that then we can flip them and make them actually overcome that uncertainty and become confident in themselves, right? And now from there, as soon as they give us that answer, then we just go, "So, what do you feel you need to do to make sure next time one of those dots gets circled, you go into that room and another week of your life passes closer to the rest of that 1250, you've done something to stop being underpaid and controlled by another person." Again, we are hitting the pinnacle of intensity. We're going higher and higher and 21:04 higher. Right? Obviously, this is three frames. I did not write four and here. There's dozens more that I've used publicly online, wherever that you can obviously find. Now, I hope this was very comprehensible, very easy to understand for anybody here. I'm on a mission to make sales education accessible to everybody because it changed my life more than I can [ __ ] describe. Obviously, now having a house in Puerto Rico and this massive company and everything else, right, when I turned 19, I just bought my dad a brand new Porsche 911 Carrera S, beautiful car, right? His dream car. And so, like, I cannot describe how much has changed my life and I wanted to change as many other lives as possible. And so I'm in a group by now it has like 70,000 members or something. There's been dozens of people have come out of there hitting 50 $100,000 months in commissions which is like unheard of in this industry because we just give everything away as much as possible. And so if you want to join that group I will leave the link down below in the description. Again it has all the scripts you could possibly need, all the objection training you possibly need, offers, influencers, companies you 21:54 could start selling for as soon as tomorrow. Again, completed for free training, even sales call recordings, like absolutely everything you could possibly need to jump your sales career forward. So, if you want to get that, go to the description below. I'll leave the link there. If you want to get the copy of this entire PDF to see all the scripts word for word, change it however you want, make it feel natural for you. I will also leave a description down below. Besides that, God bless. I'll see you guys soon.
