We’re going to get into dealing with COVID 19- sales and price objections in this episode but first…

Don’t stop selling! Deals are still happening. Your job is on the line if you’re not seen to be generating revenue right now. So keep on selling #SalesNation!

We’re still getting deals done at Salesman.org. Last week we closed and started delivering on the second biggest corporate training program we’ve ever done.  Deals are still happening.

Now with that said, I’ve no doubt that when you’re speaking

with potential customers you’re getting all kinds of objections about the

COVID-19 pandemic.

So in this video I’m going to share how you can overcome any COVID-19 buying objection and continue to thrive in sales.

When you get a “I can’t buy because of COVID-19” objection. You need to reframe it.

The process of reframing is when you change the window that

people see the world out of. Let me show you this visually…

From the example on the whiteboard. Person 1 at the top has

a narrow frame. They don’t see much through their window other than what is

right in front of them. Even though this person logically knows that there are

other unexplored possibilities around them.

Now person two on the other hand is open to expanding their

frame of the world. They now see both the chump change that was right in front

of them and also the opportunity to make some serious cash in this market too.

This opportunity was there all along but they didn’t see it before their frame

widened.

So your goal when prospects give you COVID-19 objections is

to widen their frame so they can see both opportunity alongside the threats

they’re focused on.

I went through a moment of frame expansion a few months ago.

I was selling our Salesman.org membership to individuals. I love helping

individual salespeople become wildly motivated and destroy their sales quotas.

That’s why we build the Salesman.org platform int he first place.

It wasn’t until a listener of the Salesman Podcast who

happened to be a sales leader in a large organisation asked if they could buy

Salesman.org it for their entire sales team that my frame changed. II realised

that there was a lot more revenue available in the training budgets of

enterprise sales teams than what the average salesperson is willing to spend on

their own training.

I went from seeing a pile of pounds to a mountain of new revenue OVER NIGHT.

This enlarged view of the opportunities in the market

doubled our revenues within a few sales calls!

So that’s the concept of frames and reframing. But wow do we

use this to deal with objections about COVID-19 that are stopping our buyers

taking action?

Well you need to reframe their fear as opportunity to take

market share. So for example, when you call upon a prospect they say:

 I’m not spending any

money right now because I’m unsure if my customers will keep buying because

they’re working at home because of the COVID-19 issues.

So firstly, acknowledge the objection and then reframe it by

saying: “Can your customers still use your product from home? It seems like