Software Sales Tips by Matt Wolach

Sales Tips

VIDEO: Feel, Felt, Found

A Great Way to Handle Objections

Ever get an objection and not know what to do? ?‍♂️

You know they’re wrong, but you don’t know what to say.

Try this tip: ?

This is something I learned a LONG time ago from a great sales mentor I had: Rich Zurek.

And I’m so glad he taught it to me because I’ve used it all these years and it’s made me a lot of money.

It’s very simple:




It goes like this:

In the sales process when the prospect raises an objection,

and you know they’re wrong,

Say this:

“I understand why you ???? that way,

others have ???? the same way as you in the past,

but what they have ?????, is that {you actually achieve success/this process works/whatever}.”

This does 3 key things:

1. You make them feel validated for what they feel the way they do

2. You tell them that others have been in their shoes

3. You explain that those others (who they now equate to themselves) are now successful because they got over their objection

It works ?????????. ?‍♂️

Like I said, it’s made me a lot of money over the years.

So try it yourself the next time you get an objection.

And let me know how it goes for you.