Business School is hosted by Sharran Srivatsaa, President of Real (TSX: REAX) (NASDAQ: REAX), the fastest-growing, publicly-traded, real estate brokerage in the world. Sharran grew Teles Properties by 10x in 5 years to $3.4 Billion in sales and eventually sold the business to Douglas Elliman. Sharran is also an accomplished “deal guy” and private equity investor. He is the Chairman of private equity firm Highland Prime which focuses on investing in service-businesses and also the Chairman of ARC Multifamily Group which focuses on value-add multifamily investment projects. Sharran is a former Goldman Sachs and Credit Suisse banker and a sought after keynote speaker and is the creator of the wildly-popular 5am Club call for Entrepreneurs. On this podcast, Sharran shares his best secrets on how to grow your business strategically, how to build your brand elegantly, most importantly integrate the profits in your business with an overall joyful life. For more free resources visit Sharran.com
https://www.sharran.com/podcast/
episode 165: Why We Get Objections
Click Here to Get All Podcast Show Notes!
When you sell something, you may encounter objections. Objections come in all shapes and sizes and rear their ugly heads throughout the sales process. But why do we get objections? Does our offer need to be better to suit the client's needs? Is it too expensive? Don't they trust us? If we don't know the reason for the objection, we can't do anything about it.
In this episode, Sharran shares the three reasons we get objections and how we can fix them. These reasons may seem basic to you, but they are often the difference between gaining a new customer and losing an opportunity. If you want to improve your sales conversion dramatically, you don't want to miss this!
“Not having a clear value prop is the number one reason why we get objections.”
- Sharran Srivatsaa
Timestamps:
03:02 The three big reasons why we get objections
03:20 Three things you need to sell a lot of anything
04:45 What does value mean?
05:39 How do you know if your value proposition is not clear enough?
08:11 Are you familiar with the 75 Hard Program?
10:07 Is your value prop so clear that your client can articulate it?
10:42 What does packaging have to do with getting objections?
13:47 What is perception, and why is it important?
17:41 How do we handle the objections effectively?
18:30 Which of the three areas are you lacking?
19:28 Recap of why we get objections
Resources:
- Episode 154: $200K Keynote Framework
- 75 Hard by Andy Frisella
- The 5am Club
- Join the 10K Wisdom Private Partner Podcast, now available to you for free
- The Real Brokerage
- Top Agent Power Pack
- ARC Multifamily Real Estate Investing
- Sharran's Partnership Program
- Grab Sharran’s 4-Week MBA for Free
Connect with Sharran:
- YouTube