Sales objections happen. Get comfortable with that idea and then understand where they most likely come from so you can be prepared when they happen. In today’s episode of The Business Animal, Kim and Cara break down the three most common objections and give you tips on how to overcome them.

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Welcome to The Business Animal podcast. Saddle up for a

gallop to the top of the animal industry. Where you'll learn how

to tame your wild business beast with tips, techniques, and tools

that will take overwhelm to obedience school and have you

wagging your tail with joy. And now your hosts Kim Beer and Cara

Taylor Swift.

Hey there business animals It's Kim with

Be More Business,

and Cara with Fast Horse photography.

And welcome to The Business Animal Podcast.

Today we're going to be talking about something that makes

people uncomfortable, Cara

Extremely uncomfortable for most people

So we're gonna be talking about sales,

Ick. Just Kidding, sales are great.

We're gonna be talking about sales, nothing

creepy, just sales, just selling just just selling. I happen to

be you know, me, I'm the twisted person who actually likes

selling stuff. I honestly I like selling more than I like

delivering. It's weird. I know, I'm the exception to the rule.

But I don't know as though I was always this way. I don't know,

if I was quite as happy about sales as I've gotten in the last

like 15 years. I do know a lot of people struggle with this.

And I have written a little pocket book called The Little

Book of big sales moves that is available for pre order after

this episode. And you're going to be learning a little bit

about what is in the back of that book, which is how to

overcome objections. So that's basically what we're talking

about is the part of sales that is the ickiest part of sales for

people, you know, the the selling if people are just like,

hey, I want to buy it, it's pretty easy. But when they say I

have an issue with this, then then you start running into a

little bit of a problem.

I know that's the worst part.

It is. But it can be also fun for you to think

about how to overcome those. And if you are prepared ahead of

time, if you think their objections through and you have

good answers for them. It's really not that hard. And you

can make so much difference in the bottom line of your business

and the lives of the people that you serve, whether you're

selling a product, a service, or you have a nonprofit. So today

we are going to get talking about how to have those

conversations around the objections. So the big three for

this, and then we're going to dive into a lot around these

three topics are almost all sales objections can fall into

one of three categories, money, time, or fear. So those are the

big reasons why people throw up their hands and say no or not

right now, or I'm not sure when you're having the sales

conversation with them. And so you need to be prepared to

address all three of those. Cara which one of these is the one

that you have the most struggle with?

I think just from a personal perspective,

definitely money is probably the biggest one because I have

historically had an issue where I would think that other people

couldn't afford things that I maybe couldn't afford, or that

they don't want to spend money on things that maybe I'm not

ready to spend money on. And so the biggest thing that I have

learned over the years is that I have to stop assuming that I

know what other people's bank accounts look like. And that

just because when I was in my 20s, or in my 30s, I couldn't

afford something doesn't mean that somebody else in that

situation isn't more than willing to purchase something

that I couldn't afford at that time. So that was the biggest

thing that I had to you know, and we've had so many episodes

where we've talked about money mindset and where those things

come from and all of that. But the big takeaway is that whether

it's money, whether it's time, whether it's fear, sales

objections are absolutely going to happen at some point. So as

business owners in the animal, equine, or pet based industry,

we have to get comfortable with the idea and then not only get

comfortable with it, but we have to Okay, okay, so where do they

come from? And that way when they happen as salespeople as

people trained to make a living from our business, we can be

prepared when they happen. And than it's not a huge setback to

us and instead hopefully we pivot and can grow from it and

hopefully fingers crossed make the sale anyway.

Absolutely. And I think the first thing I want to

start off saying before we jump into that money objection and

get to talking about it, because I know that's the hot topic on

everybody's mind is that when it comes to objections, I am going

to encourage you to shift your mindset around objections when

they come up in your business. The first thing I want you to do

is to stop thinking it's about you. So when a customer objects,

it's not you, you're not the problem, it's something in their

world, that is the problem. And there is a good chance that

they're not even aware that it's the problem. And so

understanding where customers have pushed back and where they

have objections overall, will help you guide to the

conversations so that they, at the very least, if they don't

walk away with your product or service, they walk away with a

better awareness about themselves and context to

whatever it is that you're selling. So let's dive into

money. Are you ready to talk some dollars and cents?

Do it!

Do it!

I'm ready.

So as Cara mentioned, there is the money

objection where it belongs to you. So when we look at money,

objections, they fall into one of two categories, or they fall

into two typical categories, your money objections or their

money objections. So we're going to tackle your money objections

first. If you look at it, when you are selling, and the

objections come up, because you aren't confident in what you're

charging for what you're selling. In other words, you

have questions in your mind or questions in your heart that to

say this isn't worth it, or you're looking at the person in

front of you going, you shouldn't be spending your money

on this, or, you know, I think this is expensive. Is it

something inside of you that is bringing up that objection? I

mean, okay, so you know, there's this adage, we're all animal

people about how animals can smell fear on people, you know,

somehow secretly, that we're afraid of something or have an

issue around it. So consumers can sense when you are having

money issues. And when you're having money issues around being

able to charge what you've said, you're going to charge or

charging the entire fee, they're going to have issues in paying

you. So you got to look at that money issue first and say, Is it

mine? Or is it theirs. And if it's really yours, you need to

own it. A very wise woman whose name is Melisa Pearce, one time

told me to stay out of her wallet. And I wholeheartedly

believe her. It was when I was quoting a project. And she knew

that I had discounted at way too much. And when she asked me why

we had a discussion around it, and that was her advice to me

was to stay out of her wallet. And if you want to go back and

listen to more of Melisa's wisdom around money, we've had

her on the show twice. And she always offers such amazing

advice that changes people's lives. So that was a big moment

for me when it really hit me that my money issues in my

business, my issues and charging people my issues and invoicing

my issues and getting people to pay the amount that I really

needed to sustain my business didn't have anything to do with

them, it had to do with me, they were perfectly happy with it.

But when we got to the close, and we got to the financial

amount, I would wafer and they could sense that with me, even

if I said it outright. So the work for you here, dear

listener, if this resonates with you is that you have to get your

head straight around the value of what you're selling. At this

point in my life and my career, I am confident that what I have

to offer brings people success, it makes an impact. And it is

worth far more than what I am charging for it, even though I

do charge a lot because I can see the success and I can see

the results that it brings to people. And if you struggle with

this, you need to take some time and really sit down and figure

out how your product or service benefits people, and what is the

real payoff for them. And if you have money issues in your heart

or in your mind, get with somebody who can help you and I

will highly recommend myself or other gestaltest who can really

help you clear those barriers quickly and be able to get your

mind straight around the money.

I would add to that a third piece which is

remind yourself what happens when you don't respect this one.

When you don't make the money that you need to make when you

don't stick with your pricing. When you offer a discount before

you need to offer a discount or because you were feeling guilty

about something or you were in your own way and you were in

their pocket instead of where you should have been because

what happens when for me when I do that is that I get resentful.

I get frustrated, I want to change my business or I want to

do something totally different. Because I took a moment and

disrespected all of the work that I had done to understand

that my cost of doing business to understand how much I need to

make to live to understand the value for myself. I went against

all of that. And now I'm in this position where I've under sold a

product, I could be not making the money I needed to make I

could be losing money on a job. I'm just saying, like, take that

third step too. And remind yourself, you know what happens

when you don't respect the money?

Absolutely. I wholeheartedly agree with that.

And it is so true when you sit and ask yourself that question.

And if you've come from a world that gets paid hourly, and you

know, you've had a overview, incorporation, that takes care

of a lot of the other parts of the business financially, and

then you get your salary for it moving into being an

entrepreneur is a true challenge. And this little

objection piece here can come up, and it'll then show up in

your customers because they'll not feel you're congruent with

what you're saying you're charging and what is in your

heart or in your mind. So just get it fixed. That's the bottom

line to it, whatever you need to do to adjusted and if you don't

know what to do find someone that can help you explore that

until you do know it. The next step of this is if the objection

comes from your consumer, and this happens, I mean, it happens

a lot. Right, Cara? I mean, I have had more than once a

consumer told me, it's just too much for me.

Yeah. And it doesn't matter what your price

point is,

no it does not. Changing your price point won't

fix it.

No, it won't it like I said, it doesn't

matter if you run a business that has maybe a price point

that's on the lower end. Or if you run a business where you

have really high end products, it doesn't matter which way you

are where you are, there will always be people who are going

to object to the price and want something cheaper not see the

value in it one of those things, there will always be someone

there. So just know that it doesn't matter where your price

point is, or how much you lower it or how much you raise it you

will come up against sales objections.

Absolutely you will come up with objections

around money. And you'll start to see the clues when consumers

are having a conversation with you. And you reveal something

about the price. And they say things like wow, that's

expensive, or I don't know if I can afford that, then what you

need to do at this point is to be really concrete in

establishing the value for what it is that you're selling. So

you need to help the customer see the benefit of the solution

that you're providing them not necessarily product sales points

or service sales points. But what is the true benefit that is

going to change that consumers life, those changes may be in a

super small way, or they can be in a super big way. But I can

guarantee you whatever it is that you're selling offers a

benefit. And the solution that it's solving that problem in in

that solution. That's where the value is to the consumer if it

relieves a pain point, and that consumer doesn't have to

experience that pain or pinch point that is worth a lot. So

you know, you've got to help them see that you can offer

analytics to them, you can show them where the success has

happened for other people. You can use that testimonials and

social proof as well as analytics and numbers. And then

you can also use statistical proof as well. So there's a lot

of ways for you to really make apparent what the benefit is of

your particular solution that that customer or consumer is

paying for.

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In addition to that, get curious with them about where the money

objection is really coming from. So you know, you can say things

like I understand money can be an obstacle tell me if there's

anything I could do to bring more value to you and get

whatever benefit it is that they've stated or whatever

solution it is that they're looking for. Again, it's not

really about the price of what it is that you're selling. It's

about where they are right now. And they'll say things like

that's expensive, you respond with this, and they say

something along the lines, you know, I get that and it sounds

wonderful, but my son just had surgery and you know, we're a

little financially strapped. Now you understand that it's not

your product or anything, it doesn't have any correlation

even to the solution to this situation. It just simply is

money and at that point, then you can turn around and ask you

know is there you could offer a payment plan or you can give

them maybe a discounted lesser choice that is not the same but

maybe carries them to a certain point in the resolution of

whatever it is they're experiencing. But in asking

those questions, what you do is you can get to know your

consumers better, and you can understand exactly where that

consumer is coming from. And then at that point, you can try

to establish a way that you can help them get what they need by

either bringing more value to it, or by giving them some type

of an arrangement that will work for them.

Absolutely. I think in terms of money in any

product that has a higher ticket item, you know, just a reminder,

and I know we've talked about this in other episodes, but you

should be building value all along as well. So not just in

this conversation, it should be something that people are seeing

across every contact that they have with you, whether that be

your social media, your blog posts, your website, you know,

your phone conversations with them, that's something that you

should be building up to all along. And I would just add, you

know, Kim mentioned, you know, you Okay, so you've established

that it really is an issue with money, they've had an emergency

with their animal, and, you know, maybe they had originally

thought they were going to be able to make a payment on

something, and then they can't, that's understandable. And we're

all human. And we can relate to that, I would just caution that

you have to be super careful about when you start to mark

things down, when you start to offer discounts or payment plans

that you want to make sure you're comfortable with that.

And it's something that you at the end of the day that that

works for you. And that potentially is something that's

gonna set a precedent because I guarantee the time that I offer

a client a discount on something, it'll be when they

tell their friend at scheduled to work with me next week that I

gave them a discount, you know, so I like to just caution

people, like you want to make sure that you're super

comfortable with all of that, and that you really understand

what that's going to do to you and your business in this

particular case.

Absolutely. And sometimes you said that about

not discounting, sometimes bringing just a little bit of

extra value is all that it takes to get somebody to say yes, like

I had people approached me about working with me on one of my

monthly contracts. And there was a really small deal breaker,

like they wanted a 45 minute appointment instead of a 30

minute one. And I'm like, You know what, that extra 15 minutes

if I have you, if you commit to a year with me, yes, it adds up

over time. But it's 15 minutes here and there, it's not a big

deal. So it's just a point of figuring out where are you at an

impasse when it comes to money and value and figuring out if

you can bridge that gap between the two things and get the

person into what it is that you're selling it as you know,

Cara I sold CSI saddle pads, which are an incredible product,

but they're also an expensive product. And having to establish

the value for something that on the surface, you could buy an

equivalent product for well, less than $100. And then saying,

you know, it's $350, $400. And I think she's even raised the

price. Again, that was a while ago, you've got to be on the

ball in helping people understand that and understand

how the product or service if what they offer, or what you

offer is really actually more valuable than what it is that

you're charging them when it comes to the change that it

makes in their life. So moving on to away from money, which is

always the big topic into time. So time is another one of these

factors that people will have objections around. And usually

this again falls into two different categories. This time

it's timing as in is this the right moment for the consumer or

the time that they need to put into attaining whatever solution

it is that they want. So if you're a business consultant, a

lot of times you get hit up by number two, because changing a

business or doing, you know, business coaching or anything

like that there's some time put into that process on the clients

end. And if they're having the objection, as in, I just don't

have the time for this, then there's a issue there that you

have to solve. And then timing, of course, is this the right

moment for things. So if the timing is the objection, what I

recommend you do is you work on figuring out a compromise that

will make it work. So for example, if your consumer is

only available on service calls on Saturdays, and you don't work

on Saturdays, then you're at impasse until something else

occurs. So maybe the consumer has a vacation day coming up or

the like or maybe you're willing to open one Saturday a month if

they commit to a year long service call situation or

something or for an additional fee, you'll come on that

particular day. So when you reach the objection, this

objection, the best thing to do is try to map out a plan with

the consumer working with them as their partner to eliminate

whatever the issue is and get to where you can move forward. In

general. I think timing is a relatively easy objection to

overcome because it's something that is intrinsically Most of

the time solvable, what do you think Cara?

Well, I think time is one of those things that

if it's important, if it's a priority, if it's something you

really care about, we will oftentimes bend over backwards

to make the time for things that are really important to us or

that we've invested in or that we really seek and bring magic

to a situation or that can solve our problem. So I think being

flexible is huge. And at the same time, defending your time

and defending your boundaries should be a consideration. So

absolutely. I mean, I come up against this all the time as a

photographer, and I've had to be really clear on this as when I

can shoot this is when I'm available. I'm so sorry that you

waited until November to get your Christmas pictures done.

I've been booked for months like that kind of thing. Like you

really have to defend it. And recognize that, sure, it's a

legitimate thing. But it is probably the easier of the three

that we have here for sure to work around. And if it's

important to people, they figure it out a lot of times.

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My thing with you as a salesperson is that if this

is a customer you really want and there are occasions when

customers bring this particular objection and you're like, Okay,

I see that...bye, because you're like, I'm not really sure I want

to work with this person who is maybe not flexible in some ways.

And that's just depends on you and your brand and what you're

willing to do with the situation. But uh, yeah, as Cara

said, it's one of the easier ones that you can overcome, as

long as you're willing to get in there and partner with them and

really get down to the heart of it to see where you can

eliminate that issue, the one where it's, it's the time the

consumer needs to put into something to reach their goal.

That is the aspect of timing that is a little bit trickier to

overcome, it's usually because the person has some type of a

block there. And that was I'll tell you, this is the biggest

reason not the that the objection, but but part of it.

One of the bigger reasons, I guess I should say that I got

the certification in the Gestalt program that I went through, is

because I am able I have this now two years of training where

I can really in the sales conversation, see where people

have the block, and I have much better intuition about where

this particular block comes from. And if it's something that

maybe they need to continue to gain awareness around until

they're really ready to work on it, or whether the block and the

timing issue is really something that they're really ready to

overcome. But it feels it's actually flowing into number

three, which is it's just a little bit on the scary side.

And that Gestalt training has given me the ability to kind of

reach in there and talk to people about that, especially

when it comes to my own business where people have to make a

pretty big commitment to reach their business goals and to make

the changes at the level of their business and the level of

their person that sometimes are asked for in in that achievement

of whatever the solution is that they're looking for. So in this

one, I feel like I have a little advantage. If you however, don't

have that advantage, all you can do is go back to establishing

the benefits of the solution. Again, not necessarily product

selling points, but the things it's going to bring to the

consumers life that are going to change them. And honestly, when

you run into this particular objection, especially if you

have a higher ticket item, this is the time that you need to

lean back on your CRM software, which is your customer

relationship management software to develop nurture sequences and

just maintaining the contact with them until they're really

over that block or barrier. And they're really ready to make a

commitment and there's a lot of great wisdom out there and sales

books about the moment that that particular thing happens,

especially in like what I do where people are in their

business, they're considering hiring a consultant, they look

at the amount of time that it's going to take to maybe make the

changes that they want to make. And then they're like, I just

don't have time for that, I can't see it, but then they go

back to their business. And situations just get continually

worse, until the pain really trumps the amount of time it's

going to take, and they get to the point, they're like, Yep, I

see, I really need to devote the time to this. And now I'm ready

to really do that, as a business owner, it's my job to stay in

contact with them, until that moment really happens for them.

And now they're ready to work with me, if that moment happens,

and I have not maintained my contact with them, they're gonna

hire the next business coach or business consultant that crosses

their path. And it's gonna be on the back of a lot of my hard

work. So I don't, I don't like that. And CRMs allow me to

really stay in contact with people. So in the overcoming

this objection, I feel like the long game is the really

important piece here. And that you really need to mindfully set

your business up for success for achieving that. And to say that

that only works for things like consulting or services that are

a higher ticket, I will tell you, this also worked for the

saddle pad sales. So over time, the seeds that I planted in that

sales conversations with people around CSI pads, and the

benefits they offered, especially to people who rode

multiple horses, or who had high end performance horses who deal

with a lot of impact in their back, they over time, they

noticed the things that we talked about in our sales

conversation keep coming up. And then when the pain point became

super obvious, they were back at the booth with money in hand,

and not a lot of complaints about turning loose of it and

willing to put in the work to learn how to saddle fit their

horse and get the benefit out of things.

That's such an important piece of the puzzle

there. Because I think when it comes to time, a lot of times as

business owners, we can say, well, that side of things, it's

really out of our hands, like either they're ready to do it or

they're not or they understand it, or they don't, and we just

need to wait for them to be ready. And that is what you're

saying. However, you're saying you have to use your CRM, you

have to use those tools that you have in order to be in the

forefront for when they're ready. And that's the missing

piece I think a lot of us just forget about or we give up on

them, or we write them off, as opposed to always just being

there. Because at some point, most likely, if they needed it

at one point, they will understand the value it will

come around, I mean, a great example, I have a client that

reached out to me in 2018, for a photoshoot with her horse, and I

mean, I have our correspondence from 2018 that I could pull up

and you know, I've continued to be out there and in the

forefront will she contacts me in 2021 to photograph that same

horse under completely different circumstances. But it took all

that time for her to get to a place where it made sense or

that she was ready. And she could have used any

photographer, you know, that was there in the area and was

available, but because that relationship had continued

throughout when her time came, even though it was years later,

you know, we were there. I was there Fast Horse was there. So

such an interesting point, because I think a lot of us

would write that side of the time issue off and just say,

well, when they're ready, they'll be ready, you know, or

they're not ready right now, I can't control that. But the

truth is, is you can you do have some control over your presence

there.

Yeah, and staying present with them and allowing

them the grace to have the process to be able to complete

what they need to complete to come to your product or service

with their whole heart versus feeling like they were dragged

into it, I think is another piece. So you know, for so many

of us, I guess we expect sales success to be so immediate. In

other words, if it doesn't happen right then in there, it

doesn't happen. And that's not the reality of sales, sales, I

don't care what kind of business you're in, it's a long game.

It's something that you are going to be doing often and

frequently and forever. And all of the work that you do when a

person walks away from your sales conversation without a

purchase. Never, ever consider that a failure, you're sending

that person away with one of two things, you're sending them away

with the knowledge that your business is not for them. And

that eliminates a huge weight for you and to them because if

they purchased it and it wasn't right for them, then it wouldn't

be a good relationship and it's a benefit that they're walking

away or you've sent them away with some awarenesses around

what it is that you have to offer. And now it's just got to

cook for a little while and it just has to roll around in their

mindset and they need to think about it and go back into

whatever it is that drew them into you to begin with. and

really consider the things that you've said in your sales

conversation with them. And over time, that will play huge

factors in their decision to come back and purchase from you.

And during that time during that process, it is your job to just

simply be there waiting with the open door and gentle nudges and

draws back into your business. And that's where your social

media, that's where your CRM, that's where all of those

support tools that you all that hard work you put into that,

that's where then it pays off is that that conversation comes

back around to you. So I never consider sales conversations

that don't end in a sale as being a bad thing. I actually

think that regardless of which of those two things happen, it's

it's a good thing for your business. And you learn a lot

along the way as well. Anything else you want to add about time

before we move on to fear?

Nope, let's move on to fear.

Fear is another objection that like money can

really be divided into yours and theirs. And I've already given

the example of you know, the that people can sense that it is

very real and palpable, if you have fear of selling whatever it

is that you're offering. And a lot of times that does have to

do with our perceptions and values around money. But it can

be a lot of other things. When you're a brand new business, you

may be a little concerned, you can't deliver what you've just

said, you maybe don't have the greatest confidence in what it

is that you're selling, that's on you to work on fixing that.

And sometimes it's just practice and experience is all that's

gonna do to fix it, the remedy is really for you to do your

emotional and mental work. And again, to really establish for

yourself the value of what it is that you are selling, if you

don't believe in it, and you don't believe in it

wholeheartedly. Your customers are going to know that. And if

the fear is with your customer, just like with timing and money,

it this is an opportunity for you to double down on showing

them the value in the benefits and then also double down on

staying in contact with them and making sure that as they go

through their process to resolve that fear that your solution is

in front of them waiting there for them to pick it up and reap

the rewards from it.

Absolutely. I think the education piece is

huge here as well. Are there other ways that you can educate

and build confidence in your client, you know, what are the

tools that you've put into place to help instill confidence, you

know, is that something like a money back guarantee, or a great

return policy or customer support along the way, I mean,

these are all things that you can do to help ease the fear

factor. But also, that education piece is huge. A great example

that I have of this is I have been working with a client now

we've worked together a couple times. So the confidence in our

relationship is there. And the value that I provide is there.

However, they had a unique space in their home that they needed

to fill with artwork. And I had an idea for a particular type of

artwork that I thought we could hang there that would hold value

over time and be a longer lasting product for them. The

space was a pretty sunny, well lit area. And I was really

worried that some of my usual products wouldn't stand the test

of time, like I was hoping this piece would for them. So I

decided to try a new product with them that I have wanted to

try for a long time. And they had some fear around that, well,

you know, when we were in your studio, I didn't get a chance to

touch that product to fill that product to, you know, really

know what it was gonna look like on the wall. So I was able to

educate them with some tools that the vendor provided, which

was awesome. And then I included with that something that I felt

very comfortable with, which is if we get this on your wall, and

it doesn't look exactly like you want it to look, then I will

order the other product for you and save this one as a sample

for my office. And I felt really comfortable doing that because

it wasn't a new product. And I knew this client in terms of the

fear factor, you know, we had an established relationship. So

there are times when you can educate, and then use those

other tools that you have, you know, around you to help with

the fear piece of it. I just wanted to give that as an

example of how you know, I was able to be flexible in that

situation. And I'm excited, you know, to have the new product

and part of the line. But anyway, that was just a great

example I think I had about dealing with the fear and how I

dealt with it in that situation.

Yeah, that is a great example. Another thing

that I was just thinking about, as you were saying that that

helps really assuage fear in clients is social proof. So this

is a place where if you notice a consumer is feeling a little bit

hesitant, this is the place to have a really solid set of

testimonials and customer case studies that you can share with

them. Even if it's case studies where you're reporting it back

to them. It's not necessarily even in the customers voice or

words, where you tell them I, you know, I had a customer who

was in a similar experience. And you know, Cara could use this,

if she runs into this, again, she could use the story for that

she just told you about this client, she could bring that

story to the person who has the same fear and talk to them about

the result, which turned out really positive. But social

proof is a place here where it does bolster confidence in your

client, it does bolster confidence in consumers that

haven't worked with you. And it really does do a lot to

alleviate that fear point for them. Again, when I mentioned

this, at the top of my very open to this episode, I said, you

need to be prepared for these things in advance, because you

are going to run into these three objections, they're going

to happen in your sales conversations. And I said, you

need to be prepared. So that really looks like doing your own

work for each and every one of these and understanding how each

one of them impacts your clients. And then also

understanding what tools and resources can you put at your

disposal when you're in the heat of the moment for a sale to be

able to help move that sale through these objections? And I

think that's probably the most critical piece. And then what if

you can't get a good close at that moment, then what do you

have already put in place that you can just use as a gentle

guidance tool to help that consumer find their way back to

you if they are drawn to you as their solution for whatever

they're experiencing?

Absolutely. And I would just encourage folks

that are listening, if you want to hear more about this, this

isn't the first time that Kim and I have talked about sales

conversations. Look back to episode number 19, where we talk

about how to get comfortable with sales conversations. It's a

really great episode that gives a lot of examples of the types

of conversations and objections that people might have and what

they mean. And I would definitely suggest hopping into

that episode digging in a little bit deeper in terms of sales

conversations. And then of course, as Kim has mentioned,

she's got her Are you calling it a book or booklet or are you

calling it Kim?

I'm calling it a little book. It's a little book,

a little book? Yeah, it's twenty typed pages. By the time it gets

in the book format, it'll probably be closer to 50 or 55.

But it's readable within a couple of hours at most. And I

don't spend a lot of time just rambling we get to the point and

I really happen to like these small books where if you want me

to ramble, come read some of my fiction or my poetry, but this

is to help you get to sales and sales is about getting to the

point.

Absolutely. And I would say I got to read

the book already. So go ahead and look for her pre order

option. It comes highly recommended. As you know, I've

like I said I've got to preview it already. And it's it's really

good. I think you guys would enjoy it. Is that it for us

today Kim?

That's it for us today. We've overcome all the

objections.

Excellent. So you guys, thank you so much for

you know hanging out with us again today. We really

appreciate it and we'd love hearing from you. So if you've

enjoyed this episode on how to overcome sales objections,

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