Clicks/Objections
How to call on clicks. Objections - Don't know what it is, Not interested, What are you trying to sell, Don't need help."

Clicks - how to introduce the conversation. Send out email, they read email, and click on something. Not unusual that  they say they never clicked, if they say they never clicked say, Oh you're kidding thats a great thing to click on, immediately ask for Biggest Challenge. First time interaction - free reign. This is ______ Hey I just wanted to follow up on the email we sent out to you, the one that had the white paper on _________. I wanted to verify that you got that email. Did you get a chance to request the white paper? I don't usually say they clicked on it, can freak people out. Call as soon as possible. Chances are they may have the email open. Better response if the email is open. Objection : Didn't really know what it was (what prompted you to ask for it in the first place) Solution : Ask for biggest challenge Objection : What are you trying to 'sell' (a fairly common response and expectation based on experience I believe) Solution : Start laughing - "you know we actually get that quite frequently." Its martial arts do the opposite of what they think you are going to do. "Actually we are not really selling anything. We are looking for individuals who have biggest challenges and connect them with white papers - one of my clients, what they do is build business engine which helps their clients double their income and work less hours - becoming more efficient in business." Objection : Clicks - Don't remember the email, so immediately think its a sales call - Solution : Laughter - disarms them. thats unfortunate - you mentioned awhile back your biggest challenge was this... no BC thats interesting because, (Feel felt found) - I know how you feel others felt the same way others found - let me get that back out to you. Well maybe you don't need it. What would you say the biggest challenge you are facing in any area of your life?... oh this will definitely help you. Let me get you a link... If I got that over to you and it took 10-15 min to read would you read it if it could help you with <name their biggest challenge>? Objection : Don't see the need/benefit in learning more Solution : Depends on personality. Driver  - more assertive - driver/expressive - rough gruff - driver fun and aggressive -  more laid back - amiable Objection : I'm just not interested Solution : Leave some space - really? um quick question I had someone the other day who felt the same way you feel. What I found was when they shared with me their biggest challenge I was able to help them find some solutions to the challenges you are facing. I know if I help you you may need some help at some point that could come from our products/services. Objection : Don't need help; already know what they need. Solution : Chuckle - well that interesting! I talk to a lot of people and individuals like you who seem to have it all together. I admire that. What are 2 reasons you would attribute your success to? If I gave you 4 shapes... would you choose ... Click for Audio Lession