A Fun Exercise That Will Develop Your Objection Handling Muscles

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.

Note: I’m going to be doing a podcast detailing how this exercise has helped me create “Pattern Interrupt” responses to objections like “Not interested”, “Too busy to meet” etc. Stay tuned.

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;

We just launched our prospecting download.

There are over 100 ACTIONABLE tips, 5 cold calling templates, 35 cold email templates, 15 social selling templates, a bonus eBook, and lots of extras!

Here’s what I have planned for you;

Session 1 Cold Calling

30 ways to find potential clients who have a higher probability of needing what you sell TODAY.
How to research quickly and efficiently so it doesn’t become your life’s work.
33 ways to approach a potential client.
Creating a prospecting cadence that maximizes exposure while limiting something experts refer to as “Becoming a pain in the ass”.

Session 2 Cold Calling

How to craft an objection resistant dialogue that gets their attention from “Hello”. I’m also going to send you a template you can IMMEDIATELY apply.
How to proactively prevent skepticism, doubt, resistance and I might as well say it, OBJECTIONS!
A 3 step formula for responding to 95% of the objections you get on a regular basis.
A simple formula to generate, at least, 3 new phone appointments, each week!
4 types of voice mails that will capture the recipient’s attention. I’m also going to send you the templates.

Session 3 Email

4 ways to get email addresses WITHOUT spending a dime on email lists.
50 different types of emails that I’m personally using to get results for my business. Oh, and I’m also going to send you the templates!
12 subject line mistakes that you need to avoid. Keep making them and you’re hosed!
12 BETTER subject lines that get your email read.
12 ways to head off skepticism, doubt and objections.
One EPIC mistake, just about every sales rep makes, in the first 3 sentences of an email.
A really simple, 4 step messaging framework that gets results.
2 Psychological techniques that work like a charm!
How to dramatically increase your response rate

Session 4 LinkedIn

What to say and do, from the moment, you connect with someone. And I’m going to give you the exact templates that I’ve been using!
How to position yourself apart from your competition.
How to provide value WITHOUT conditioning a bunch of freeloaders who love to “friendzone” you!
How to create a referral machine . . .Even with people who’ve never bought from you!
How to IMMEDIATELY increase your phone appointments each week. Note: My coaching clients average 10 more appointments each week. Your mileage may vary.
How to dramatically increase your response rates via LinkedIn.
How to approach someone without coming across as salesy. How do you feel when this happens to you on LinkedIn?
How to do this all on a tight schedule.

Go at your own pace!

Review each session in its entirety or break each session up into smaller increments. Binge watch them back to back. I won’t tell anyone!

When?

Download it now. Work on the modules at your leisure.

Here’s What You’ll Get;

(4) 90 minute Pre-Recorded Sessions (with over 100 ACTIONABLE ideas to help improve your prospecting efforts!)

(4) Sets of Worksheets.

(1) Opening Statement Template

(1) Objection Buster PDF

(4) Voicemail Templates

(35) Cold Email Templates

(15) LinkedIn Templates

(1) Bonus E-Book

Access To Secret Resource Page With Bonus Content, PDFs, Etc.

What’s The Investment?

$375

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