Archive for September 2022

KO This #1 Sales Objection

September 30, 2022 Uncategorized No comments

You’ve heard this sales objection, right?

It’s the number one, most commonly heard sales objection.

You go through your whole sales presentation, your pitch, and they say…

“I’ll have to think about it.”

Ugh! That’s so annoying. 

“I just told you everything you need to know. What’s there to think about!”

It happens fast using my process.

That’s what you want to scream. But you don’t.

So what do you do? What should you do?

I saw a brilliant video today by Alex Hormozi where he just knocks this objection out cold. In less than 28 seconds!

I’ll put the link to the video below, but here’s the jist…

You quickly say, sincerely, to your prospect,

“No problem. Do you need two or three days, or two or three months to think about it?”

The goal is to get them looking at you weird. Like, what are you crazy?

And then you acknowledge the craziness by saying,

“Right, of course. At the end of the day you’re going to make your decision
on three things, so why don’t we address them now.”

What are those three levers upon which the sale hinges?

  1. Me – Do you not like or trust me?
  2. Product – Do you not believe the product will deliver as promised or that it represents a fair exchange of value for the cost?
  3. Company – Do you not believe the company will last or honor their commitments?

There is no point in letting the customer go off to “think about it”.

No data from outside your conversation now can be more helpful. Rather, it will  likely dissuade them from making a decision in your favor. Think about it – means no sale.

Alex presents a great hack for knocking out this common commitment delay in person.

But what about us writers? We don’t have the benefit of face time.

As a writer, we must then be certain to address these objections within our copy.

If they ever get to the end of our salesletter and think, “That’s cool, maybe I’ll buy this later.”

We’re done. No sale. They will NOT BUY it later because no new compelling information is going to fall from the sky to convince them.

This is where the whole long copy vs. short copy argument becomes stupid.

I think it was Eugene Schwartz who made the argument that length is irrelevant. You must tell the whole story in your copy. Address every possible objection. You have no other chance to make the sale.

They must be so excited to buy before the end of your salesletter, that they already have their credit card in hand before they finish reading that last line or word.

“I’ll have to think about” is an indication we have more work to do NOW. Before they leave.

“I’ll have to think about it” means NO SALE. Keep talking, keep selling. Ask questions. Discover and eliminate doubts.

They need more information. And we must give it now.

Now is the only chance we have to make the sale. Or at least get the commitment.

If any doubt remains in the prospect’s mind about any of the three critical items above, a solid risk reversal or guarantee policy can often get the sale to proceed conditionally.

Click here to see Alex KO this common objection in less than 28 seconds. 

You win the sale, and your customer gets the best opportunity to solve their problem, once you’ve answered all their questions and eliminated any doubt.

The big three doubts are: You. The Product. The Company

When you cover these three sources of concern in your written or spoken presentations you are well on your way to better sales.

May you win many more sales using this potent knock out punch!

Bob Schwarztrauber

P.S. This is why publishing your own book has so many advantages. You can tell the whole story. Address every issue. Build confidence in the reader as he or she gets to really know you, like you, and trust you. Your book gives you the opportunity to not only communicate with prospects, but to connect with them. Need help with writing? Email me: bob@writeforwealthclub

Discipline Made Easy

September 29, 2022 Uncategorized No comments

Why is it so hard to be disciplined?

Why do we find it so hard to switch from junk foods to healthy foods?

Why do we find it so hard to exercise on a regular basis?

Why do we find it so hard to invest 10% of our income each week?

Why do we find it so hard to sit down and write every day?

Why is it so hard to be disciplined, even though all the experts tell us THIS one element is crucial to our success?

Need a book, but no time to write it? I want to write your book. Books are ghost written all the time by celebrities. Why not you?
Too Busy? Need A Ghost Writer?

For the writers, the mantra is to write content consistently. Send emails consistently. Post content consistently on Facebook, Instagram, and Twitter.

Writing a book? Sit down and write for an hour everyday. Or so many pages. Or a chapter.

Little actions, repeated consistently over time, yield great results.

We know logically this is true. We’ve seen the results.

Water, running over rocks for millions of years, carves wonderful tourist sites like the Grand Canyon or Niagara Falls. Soft water. Hard rocks. Nature shows us what consistent action over time creates! And it’s amazing.

We’ve all heard stories of the average Joe who socked away $100 every month from his lifetime postal job, died, and left a million dollars to his cat.

We understand compound interest in theory. Yet it’s so hard to keep saving those dollars today, when on the surface, it seems like nothing is happening.

So hard to keep going to the gym day after day, when we come home, and look the same.

So hard to diet. I ate almost nothing yesterday, starved through hunger pains, but when I look in the mirror, I look the same.

Discipline though, demands that we keep doing, no matter what!

Keep going they say. It takes time, they say.

So if we know discipline works, why is it so hard to do?

For the easy answer, we turn to The Salesman.

Discipline is so hard, because though “we know” we don’t believe in the value.

The salesman knows why people don’t buy. It’s because the prospect doesn’t believe the product or service represents a good value. A fair exchange of money for what the thing is, or will do.

I need a new suit. I KNOW the $2000 suit will last longer, fit better, and probably look better.

But what I need right now is a new suit for my cousin’s wedding. I just need to show up NOT in the same suit I wore to the previous 4 family functions. I don’t believe I need to spend $2000 on a suit now when $500 will get me the result I need. $2000 is not a fair exchange of money now for what I need the suit to do now.

But if my neighbor offered to sell me his Tesla for $2000, I’d buy it on the spot, even if I didn’t need it. I’d beg, borrow, or do whatever I had to do to raise the cash. Why? Because I know it represents a tremendous VALUE. 

You don’t believe that taking an hour today to write is a fair exchange of that hour for your future success. Scrolling Instagram videos or watching another Youtube video on skills development is a better use of your time today. So you put off writing. Until tomorrow.

Until you don’t. Because the time is never right. There’s always something more valuable you could do with your time today. Or so you think.

If you lack discipline, It’s because you lack belief in the value exchange today for the future outcome.

Beliefs are hard to change. But actions are easy. Actions can be changed in an instant.

Anything you are good at today, you are good at because you’ve done the same actions, repeatedly, for a long period of time. Anything that comes easy to you now, was once hard.

Take walking. At one time it was very hard for you. You fell down. You cried. You got up and tried again. Until one day, you could do it. And now, you’re an expert walker. You do it without even thinking.

Lack of belief for babies is never an issue. They just do.

As a baby, you just repeated the actions necessary to walk, until you could finally do it. Until you succeeded.

Same with riding a bicycle. Or driving a car. Any sport. Any hobby. They’re all the same. Belief was not the issue. You just did it. Repeated the successful actions until one day you could do it with ease. Then, you were a success!

Nike had the answer all along. Just do it.

Do the actions of one who has succeeded, and you will succeed too. Just do.

Don’t care why. Or How. Or when. Or if. Just do.

Want to draw better? Draw every day. Even for 5 minutes. Just start.

Want to be a writer? Write every day. Even for 5 minutes. Just start.

Want to be more fit? Exercise every day. Even for 5 minutes. Just start.

Schedule it in. Really! Do it now.

Reasearch has shown that you are more likely to do a thing if you define exactly when (what exact time) and where. Time and Place.

What time, every day, and where will you do your thing?

First thing in the morning is best so there is no excuse to have it get bumped by other “more important”, or “urgent” things.

The first hour of the day should be just for you.

You first. Put on your oxygen mask first. Save yourself. You will never get better at anything without practice. Make that practice priority #1.

So what will you practice today?

Piano? Writing? Drawing? Guitar? Investing? SEO? Marketing? Calligraphy?

Inch by inch, it’s a cinch.

Despite how it’s spelled, DISCIPLINE STARTS WITH DO.

Blinders on. Beliefs be damned. Just Do.

DO will see you through.

To your success,

Bob Schwarztrauber

P.S. If you can muster even 7 days of discipline, I’ll show you how to get your first or next book published by this time next week. Click here to see how!

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