By James Wedmore | November 1, 2021
There is an invisible “counter-current” that doesn’t just affect your sales, but your engagement, your audience growth, and even client results.
Are you aware of it?
Because as you can guess, it’s pretty darn near impossible to address something you didn’t even know existed, am I right?
I call it a “counter-current” because this invisible force reminds me of the time I went surfing in Fiji. I was heading out to the break, but no matter how hard I would paddle, my destination always seemed to remain on the horizon.
The ocean had become a treadmill, and I was its tireless victim. No matter how hard I paddled, the force of that counter-current kept me right where I was until I decided to give up.
There’s a counterforce that exists in your business as well, and if you don’t know how to address it, you may end up giving up like I did that day in Fiji.
What is this “force” you ask?
It’s your audience’s FILTER. Call it their wall, their B.S. detector, or their “guard at the gate.”
And it works like this...
You have a message. Content. Something to share. And as passionate and big-hearted as you are, you’re probably 10 out of 10 excited to shout this message from the rooftops!
But have you ever stopped to consider something...
HOW your audience listens. Or WHAT they listen for?
You see, most struggling entrepreneurs make the mistake of falling into the trap of what I call, “Authority Hubris.” They falsely assume, “If I have a platform, then everyone MUST listen and agree with everything I’m saying... I mean, I’m the expert after all!”
But what your audience is REALLY doing is probably quite different than you think.
When you share your message, this little voice is firing off in their head, saying things like...
“Ya right.”
Or “Do I agree?”
Or “Is this true?”
Or “Isn’t that like this other thing?”
Or “What does she know?!”
...and the list goes on... and on!
HECK! Chances are, you’ve said at least one of these about ME since you began reading this blog! And if YOU are noticing yourself saying some of these things, then you KNOW your audience says ‘em too!
These invisible objections and questions cause your prospect to sift and sort through your message. This means, MOST of them get rejected.
In fact, the only parts of the message most people will accept... are the parts they already agree with!
... Which means most people aren’t learning anything new, they are just confirming what they already believe to be true! (And that’s not what Thought Leaders are here to do!)
This means whether it’s your podcast, new blog post, email, IG post, or Launch Content...
If you don't know how to appease this “Guard at the Gate of the Mind”, very little will ever get through to your audience to keep learning or purchasing from you. Therefore you run the risk of leaving so many people behind.
That’s why it’s an invisible “counterforce.” You’re sharing your amazing content, but if you aren’t doing anything to address this filter, you end up treading water with very little progress (like me in Fiji!).
There is a solution, of course.
I’m going to breakdown the story of how ONE SENTENCE turned a hesitant prospect into +$30,000 in sales.
This is what he told me:
“James, it was ONE thing you said, and that changed everything.”
You see, he was going through some of my free training a while back, and he had a little pesky voice in the back of his head that kept repeating, “Maybe you’re not ready for this training yet!”
Now, if you’ve hung out with me for any amount of time, you know my training is NOT light and fluffy, so it makes sense that people would think it’s too advanced!
But this individual (we’ll call him BOB) started to believe this little voice in his head.
“Maybe I’m NOT ready for this training!”
UNTIL I said the following...
“It’s not a matter of how ready or not you think you are. It’s simply a matter of how committed you’re willing to be.”
And that was that. Bob had a shift. Then, he joined my signature Business Growth program, Business By Design, and later my high-level mastermind. But even more importantly...
He was MORE than ready, and joining my program helped him grow his business MASSIVELY!
BUT...
...What if I hadn’t said that one sentence?
...Where would Bob be now?
...How many of your prospects get left behind because you didn’t address a concern? A worry? A doubt?
And what will change (in your bottom line AND your customers’ lives) when you finally DO address these objections?!
OK! Breakdown time!
Here’s a play-by-play replay of how and WHY that one sentence worked, and pay close attention, ‘cus my peeps aren’t the only ones who think they aren’t ready!
Let’s look at the statement: “I’m not ready for this training.”
This is a declaration one might have for several reasons:
Maybe they are new in business, have a small audience, no product, no idea, etc.
Whatever the CRITERIA are for determining they aren’t ready, the criteria all have one thing in common:
They are external factors that are very difficult to change in the moment.
When the criteria for determining your “readiness” is EXTERNAL, there is very little you can do to BECOME ready in the moment.
You can’t just wave a magic wand and grow your audience or create a homerun product.
Because of this, it’s very easy for people to feel POWERLESS to change. And when your people feel powerless to change, it’s very unlikely that they will take action to change.
So... I changed the game.
It’s not about “being ready.” Heck! We can all think of a time we were NOT ready to do something, but we made it happen anyway, right?!
But, you became “ready” because you got COMMITTED.
And “commitment” is an INTERNAL process that requires no change from external factors.
Because of this, you have POWER again. Power to CHOOSE.
Whether it’s simply because you CHOOSE to be committed, or it aligned with your VALUES, or your VISION, or it excites POSITIVE EMOTIONS, going from “not committed” to “committed” is an INTERNAL PROCESS that can happen in a split second!
Nothing EXTERNAL needs to change for YOU to be committed. POWER restored.
So let me recap this all for you:
An objection is NOT a “no.”
A “no” is a no.
An objection is actually the byproduct of someone who is unintegrated or UNaligned in their thinking.
It works like this:
An objection occurs with your prospect when ONE PART of them wants your stuff, and another PART has resistance.
“I want in, *BUT*...
...I don’t think I have the time, the money, the support, the ability, the confidence, etc.”
And you’ll notice most of these “buts” are rooted in some form of fear, doubt, or worry.
A PART of them wants to work with you...
And a PART of them has a fear about doing so.
These parts are “at war” with each other.
Your job is to assist in integrating and aligning these parts.
Therefore, an OBJECTION is an un-integrated part rooted in fear preventing someone who WANTS your stuff from purchasing it.
That’s why an objection is not a NO. A “no” is a no.
If someone says something like...
“I don’t want to buy your stuff,” that’s not an objection. It’s a no.
“I’m not a right fit for your stuff,” that’s not an objection. It’s a no.
“I’m not your avatar,” that’s not an objection. It’s a no.
So, why does all this matter?
It matters because we both know there are a heck of a lot of people out there that DO want your stuff, but they still haven’t bought from you yet. And their REASON is the objection.
And if you don’t ever address the reason, how do you expect them to INTEGRATE or buy your stuff?
That’s why I say OBJECTIONS are like the ELEPHANTS in the room: they don’t go away if you ignore them.
But what do you think happens when you finally address them?!
What if you had a FORMULA for addressing these doubts head-on?
How much more confidence would you have if you knew exactly how to shift your most ideal prospects out of fear and into certainty?
Well that’s exactly what you’re going to learn inside my brand new “How to Address and Overcome Any Objection” Masterclass
In this masterclass, you will learn 12 effective language patterns for reframing objections, identify the biggest objections about your offer, and walk away with scripted responses you can plug in and use in your business immediately.
And the best part this LIVE training is just $297!
I’ll break down the most powerful tools for helping your most ideal clients to shift out of fear, doubt, and worry so they can make an aligned decision from a place of POWER and POSSIBILITY!
Here’s all you need to know about it:
- This stuff works!
- It’s Authentic & Genuine!
- You can’t be a TRUE Thought Leader without it!
- It will save you LEAST one sale the first time you use it!
- If it doesn’t blow your mind, I’ll give you your money back!
Now, you may have just read this post and decided YOU aren’t ready for this training! Maybe it’s because you don’t have a product yet! OR maybe you launched or sold anything yet, so you think you don’t need “objection training” yet. (Wow, this is kinda meta, isn’t it?)
If that’s you... Well, who told you OBJECTIONS only happen during the sale?!
When you realize, EVERY.SINGLE.PIECE. of content (Instagram, a video, a podcast, an email...like this one!) comes with objections from your audience, you will transform your engagement and audience size! BUT, if you wait until the “pitch” to address objections, you’ve waited too long! It’s too late! The BEST time to do this is NOW in your free content! And I’ll show you how!
>>>Click Here to Learn More About The Objection Masterclass
Click the link above, and I’ll see ya on the next page!
Cheers,
James Wedmore
James Wedmore
James Wedmore was born and raised in sunny Laguna Beach, CA and now resides and runs his business in the beautiful red rocks of Sedona, AZ. For the last 15 years, James has leveraged his expertise to help teach Digital CEOs how to build and scale their online businesses through courses and trainings like his signature program, Business By Design, other programs such as Sales Page By Design and Nail Your Niche, as well as many other business-building trainings inside of James’ abundant course library.
Along with being notorious in the online space for his unrivaled online courses and content, James also facilitates Next Level, a strategic, group-coaching experience as well as his high-level Mastermind, The Inner Circle.
