Weekly Sales Funnel Challenge: Pre-emptively destroy sales objections

The Weekly Sales Funnel Challenge is a week-long challenge for business owners to focus on a specific aspect of their sales funnel for one week. It’s a fun way to keep you focused on one of the most important parts of your business. A new Weekly Sales Funnel Challenge is published every Monday and a wrap-up post is published every Friday.

Nothing kills a sale like a well-timed, well-executed, unanswerable objection. I know! I’ve sold products and services to all kinds of customers in all kinds of situations: In retail; as an investment advisor; as a freelancer and consultant.

Fortunately, if you have a well-thought-out sales funnel, and if know in advance what your top objections are, you can do something about it!

For this week’s challenge, I want you to use the big list of objections you created in last week’s challenge and counter/refute/destroy them in at least 2 different ways. Then, I want you to figure out where they go in your sales funnel so you can pre-emptively eliminate those objections BEFORE they’re even asked!

Here’s an example to show you what I mean:

Let’s say that you frequently hear prospects say something like “your product is just too expensive”. So you’ll first write down the objection:

Product too expensive

Then, you’ll think of at least two ways to counter it or show your customer why it’s not. So you might write:

Product too expensive

• Higher priced but it lasts longer
• Actually costs less than 75% of other providers
• Also comes with a free thingamajig and a lifetime warranty

Next, you’ll find places in your sales funnel to weave these objection-destroyers. So you might write:

Product too expensive

• Higher priced but it lasts longer than any other similar product: To reach the Lead and Prospect stages, change our product tagline to add the words “longest-lasting”
• Actually costs less than 75% of other providers: To reach the Lead and Prospect stage, make sure that we highlight this in at least one blog post every two weeks
• Also comes with a free thingamajig and a lifetime warranty: To reach the Prospect stage, make sure this item is highlighted at least twice during every face-to-face sales presentation and at least three times during every telephone sales presentation.

So this is a two-step challenge! Take the objections you wrote down last week and turn them into objection-destroying messages that you can embed into your sales funnel.

Have fun and get creative!