Bobby Gadjev - The Objection Handling Playbook: Everything You Need To Know About Objections, How To Handle Them Like A Pro, And What To Do To Get The “Yes!”

Praise for The Objection Handling Playbook

Amazing book, especially for introverted people that feel insecure about confrontations. It helped me with my mindset, kept me invested, and gave me the tools and techniques to go into calls confidently and comfortably, without fear. If youre interested in getting better at sales, negotiation or communication in general this is the book to read.

Nicole S.

The
OBJECTION
HANDLING
PLAYBOOK

Everything You Need To Know About Objections, How To Handle Them Like A Pro, And What To Do To Get The Yes!

Bobby Gadjev

www.terratrainer.com

My lawyers asked me to put this here

Copyright 2021 by Bobby Gadjev. All rights reserved.

Published in 2021 by Bobby Gadjev: www.terratrainer.com

No part of this book may be reproduced by any mechanical, electronic, or photographic process, or in the form of a phonographic recording; nor may it be stored in a retrieval system, transmitted, or otherwise be copied for public or private use other than for fair use as brief quotations embodied in articles and reviews without written permission of the publisher.

Limit of liability/Disclaimer of warranty: The author of this book does not dispense business advice, only offers information of a general nature to help you in your quest for business success. While the author has used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. The author shall not be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential, or other damages. In the event that you use any of the information in this book for yourself, the author and the publisher assume no responsibility for your actions.

Some material included with standard print versions of this book may not be included in e-books or in print-on-demand, and vice versa. If this book refers to media such as CD, DVD or video that is not included in the version you purchased, you may download this material at .

Cover design: TerraTrainer

Alright, now that that s out of the way, lets dive in!

CONTENTS

INTRODUCTION

Objections are something that provokes fear or frustration in many salespeople. Hearing an objection from a prospect that you believe is ready to buy can really make you cringe. It truly is nerve-racking, and it can be difficult to remain rational when it happens.

You just want your prospects to say yes. You want them to agree, and when they dont you usually react. You become emotional. You tense up and start fighting against the reality of what just happened. Thats why objections are so terrifying, and thats why they seem so difficult to deal with.

Most salespeople frown when they hear an objection. They shiver whenever someone says theyre not interested, they need to think about it, or that they dont have the money. And if thats the case with you, theres only one reason for that the way you look at them.

Objections can be extremely hard to deal with, or they can be just a normal, everyday, expected thing, a natural part of the sale. Depending on your mindset towards them, they can either be easy or terrifying.

Most salespeople see objections as obstacles. They wage an internal battle every time they hear one, and as a result, they find dealing with objections extremely difficult. Seeing something as an obstacle causes you to fight against it. It makes you fight, and as a result, you create a confrontation. And when theres a confrontation, selling becomes extremely taxing.

Whenever someone pushes us, we tend to push back. When someone criticizes or attacks you, you may be tempted to defend yourself and your position, or even counterattack. And when someone has a firm position that you believe is wrong, you may be tempted to criticize or reject it and to express that rejection to your prospect.

But thats a bad idea because it sets you up in a disadvantageous position. It creates a deadlock duel for superiority.

You and your prospect start acting like two rams fighting, bashing your heads against each other. And when it comes to selling, thats a losing strategy.

But you can avoid that. How? By not reacting. If they attack you, dont defend yourself. If they criticize your proposal, dont defend it. If they have a firm position, dont criticize or reject it. If you do, youll find yourself in a vicious cycle of attack and defense. Instead, if you dont react, youll break that cycle.

Part 1.
Objections The What, the Why, and the Traps

Did you know there are only 6 types of objections out there that are killing your sales? Crazy, right? It can feel like theyre never-ending, limited only by your prospects imagination. And when it comes to finding reasons or excuses why they shouldnt buy, their imagination can be pretty incredible.

But the truth is, no matter the exact words your prospects use when they object, you can always put their objection into one of 6 groups. And when you do, the way to answer it becomes obvious (even easy). You just need to know the right formula to apply and answering the objection becomes a no-brainer (youll get the system in part 2 of this book).

But in order to put your prospect in the right group, you need to know 3 things:

1. The WHAT
2. The WHY
3. And The TRAPS

If you know these 3 things, you set yourself up nicely to overcome any objection your prospect gives you, and turn it into a great opportunity to build a strong relationship and close the sale.

Knowing the WHAT is simply understanding objections and how they work. There are patterns when it comes to objections. Your prospects dont go to objection school so objections come up naturally and are a result of a few things working together that influence their decision-making negatively. And in the next chapters, well learn how to make sure you affect your prospects positively and influence them in the right direction.

Knowing the WHY is understanding your prospects psychology and the reasons why theyre objecting. Theyre not doing it to piss you off or ruin your day. Frankly, they dont care about you. They care only about themselves. But there are many things that may be influencing their decision, and well explore them in chapter 2 of this book. Well do a deep dive on human psychology and the real reasons why objections come up.

Knowing the TRAPS is important because whenever a prospect objects, there are many things you can do to screw up a perfectly good sale. There are many traps you can fall into (and most salespeople fall into them all the time). But in this book, well reveal what they are, and show you what to do to steer clear of them.

So without further ado, lets jump in and see how to deal with objections like a pro

Chapter 1 .
What are Sales Objections? Objections, Concerns and The Decision Scale