☠️THE THREE HORSEMEN OF THE SALES APOCALYPSE...and the THEORY behind each one. Once you understand this, you never need to "memorize" overcomes ever again | Ep 90
This episode breaks down the three core objections in sales: price, delay, and decision-maker. It goes beyond rote memorization of overcomes, providing the underlying theory for each, allowing ecommerce operators to creatively and effectively address customer hesitations. Understanding these theories transforms a salesperson from a "line cook" to a "chef" who can adapt to any sales situation.
Key takeaways
Price objections stem from a lack of perceived value. To overcome this, focus on increasing the prospect's conviction in achieving the desired outcome and minimizing their perceived time and effort required, rather than just increasing the magnitude of the outcome.
Delay objections (e.g., 'I need to think about it') indicate a fear of making a wrong decision. The salesperson\'s role is to help the prospect confront the decision by identifying the key variables (e.g., belief in program, desire to work with you, belief in self) that will lead to a confident choice.
Decision-maker objections (e.g., 'I need to talk to my husband') can be overcome by leveraging past agreements. Guide the prospect through a series of logical yes/no questions to establish that they already have implicit permission or support for the decision.
The value equation is: (Magnitude of Outcome * Likelihood of Achieving) / (Time + Effort). Address price objections by increasing the conviction of achievement and decreasing the perceived time and effort.
Minor 'fitness-related' obstacles (e.g., 'I can't work out on Tuesdays,' 'I hate broccoli') are not true objections but logistical issues that require simple problem-solving and prepared answers.
“You know, you're going to do it sooner or later. Might as well do it now." Today, Alex (@AlexHormozi) talks about the "Three Horsemen of the Sales Apocalypse," which are the three main obstacles entrepreneurs need to overcome in order to succeed in sales: price, delay, and decision-maker. He offers strategies and techniques for overcoming these obstacles and emphasizes the importance of understanding the theory behind each one to find success in sales.
Welcome to The Game w/Alex Hormozi, hosted by entrepreneur, founder, investor, author, public speaker, and content creator Alex Hormozi. On this podcast you’ll hear how to get more customers, make more profit per customer, how to keep them longer, and the many failures and lessons Alex has learned on his path from $100M to $1B in net worth.
Timestamps:
(0:51) - Understanding three main obstacles in sales
(2:39) - Establishing value and overcoming price objections
(4:06) - Overcoming decision-making delays with closing techniques
(7:41) - Summary: Overcoming decision-maker closes
(9:14) - Common sales obstacles: time, fear, and fitness
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What does this episode say about founder & leadership?
Price objections stem from a lack of perceived value. To overcome this, focus on increasing the prospect's conviction in achieving the desired outcome and minimizing their perceived time and effort required, rather than just increasing the magnitude of the outcome.
What does this episode say about founder & leadership?
Delay objections (e.g., 'I need to think about it') indicate a fear of making a wrong decision. The salesperson\'s role is to help the prospect confront the decision by identifying the key variables (e.g., belief in program, desire to work with you, belief in self) that will lead to a confident choice.
What does this episode say about founder & leadership?
Decision-maker objections (e.g., 'I need to talk to my husband') can be overcome by leveraging past agreements. Guide the prospect through a series of logical yes/no questions to establish that they already have implicit permission or support for the decision.
What does this episode say about founder & leadership?
The value equation is: (Magnitude of Outcome * Likelihood of Achieving) / (Time + Effort). Address price objections by increasing the conviction of achievement and decreasing the perceived time and effort.
What does this episode say about founder & leadership?
Minor 'fitness-related' obstacles (e.g., 'I can't work out on Tuesdays,' 'I hate broccoli') are not true objections but logistical issues that require simple problem-solving and prepared answers.
