What are Rebuttals
– Rebuttals are given in response to an objection or concern

Why you need to stop resisting “No”

-It’s toughest when you don’t get a NO. You want a binary answer. YES or NO. You can work with either of those, but not a maybe.

– The worst thing that can happen on a consult is the prospect YESing you and then saying no at the and you don’t know why

Isolating Objections
You cannot rebuttal that which does not exist in language

• There are really only 2 actual objections

1. I don’t think its gonna work
2. I don’t have the money(false objection)

• Every other objection is another version of “I don’t think its gonna work”

Your Simple Rebuttals Formula
Intro:

– The first step is admitting you have a … Objection. That’s OK.
– Be cool. This is when the sale actually starts. You can do it.

Tonality in Rebuttals

– Use tonality to counter /balance their emotions (if scared … be calm)
– How you say it is as important as what you say !
– Use various tonality personalities as a guide for yourself
– “Let’s Make a Deal Donnie,” “Conciliatory Connie”

Steps:
1.Repeat the concern or objection in your own words

2.Cushion the response as you address the concern (feel – felt – found)

3.Confidence building statement and ask for the business