Actors and actresses have a really cool exercise in their toolkit that we should be including in ours!
It’s called the “Yes, and . . .” exercise and they use it to develop their improv muscles.
These muscles help them to work with the words that are spoken to them versus being CHALLENGED by them;
And quite frankly, we all need this muscle group when we prospect!
Here’s how the “Yes, and . . .” exercise works;
Pair off into groups of two.
One person makes a statement. My suggestion would be to have a little fun with it some you associate the exercise (and eventually objection handling) with fun instead of stress.
Then the other person answers with “Yes, and (fill in the blank)
Example (and I’ve turned up the silly button on this one)
Participant #1: “I might have food poisoning”
Participant #2” “Yes, and it smells like you’ve been carpet bombing your cubicle”
Participant #1: “Yes, and the good news is the boss won’t come near me today.”
Participant #2: “Yes, and thank you for that. Now she has plenty of time to bust my balls.”
And you go as many rounds as you can.
Here’s why this works;
First of all, it conditions you to feed off of the other person’s lines. That’s something we need to do in sales.
Next, It forces you to get quicker at handling random statements which in turn, is more difficult that handling standard statements (and standard objections).
Because we’re being silly and having fun, it changes the associations many of us have formed towards objections.
A few ways to kick this exercise up a notch;
Have someone video the exercise so everyone can review.
Instead of doing the exercise “face to face” do it on the phone so you don’t have the luxury of visual cues, etc.
Tape the conversation so everyone can review.
Try the “That’s exactly why/Yes, but . . .” variation.
Pair off into groups of two.
The first person throws an actual phone objection at the other person and they have to use the objection as the reason why they should meet anyway.
Example:
Participant #1: “Sorry, too busy to meet with you right now”.
Participant #2: “That’s exactly why we SHOULD meet; I actually have a few ideas that could save you a ton of time!”
Participant #1: “Yes, but, we already have a vendor and we’re all set in that department.”
Participant #2: “That’s exactly why we SHOULD meet, never hurts to have a back up plan.”
Note: These aren’t necessarily the words and phrases you’d use during an actual call. It’s an exercise designed to build your reflexes while training you to USE WHAT WAS SAID instead of Being Challenged By What Was Said!
Make sense?
HERE’S ANOTHER PROSPECTING RESOURCE;
On November 21st, at 11:30 am EST I’m going to be hosting a special webinar to help you avoid and respond to the objections that are limiting your results!
I’ll be sharing over 25 tips and tactics as well as several templates to help you slam dunk your calling efforts.
Here’s what I’m going to share;
- 5 Ways To “Soften The Target” BEFORE You Make The Call.
- How To Warm Up and How To Conduct A “Warm Up” Call.
- 3 Ways To Perfect Your “Pitch”.
- What You MUST Say In The First 8 Seconds Of Your Call.
- How To Use The Preemptive Strike Tactic To Neutralize Objections.
- How To Embrace The Power Of “Pattern Interrupts” While Cold Calling.
- The 3 Step “Objection Buster” Formula.
- How To Respond To Stalls Like “Send Me Some Information”, “Call Me Back Next Month, Next Quarter, After The Holidays”, Etc.
- How To Respond To Typical Objections Such As “Not Interested”, “We Already Have A Vendor For That”, “We’re Under Contract”, “No Time To Meet”, “No Budget”.
- An Exercise That Will Triple Your Responses To Typical Objections.
When?
Thursday, November 21st, at 11:30 am EST.
CAN’T MAKE IT?
Sign up anyway and you’ll receive the webinar replay and all the resources listed below.
What’s Included?
(1) 90 Minute Webinar With Mucho Actionable Tips
Webinar Replay
Cold Call Template
7 Objection Templates With Suggested Responses
How Much?
$99
Please click HERE to reserve your spot!
