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Your Secret Weapon: Crafting Value That Eliminates Objections
Manage episode 517464999 series 3585590
We break down why objections like “I need to think about it” persist and show how to dissolve them by making value specific, measurable and owned by the buyer. We map the before-after-bridge model, craft impact questions and use proof so clients often lead the close.
• separating price qualification from value clarity
• diagnosing pain and the cost of inaction
• framing before and after states with metrics
• translating features into payoffs buyers feel and count
• using social proof, pilots and ROI to de-risk
• agreeing success criteria and measurement
• avoiding red lights and focus on the client’s story
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Graham Elliott
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Chapters
1. Your Secret Weapon: Crafting Value That Eliminates Objections (00:00:00)
2. Welcome And Value Focus (00:00:13)
3. Why Objections Appear (00:00:46)
4. Price Checks Versus Value (00:01:55)
5. Value Lives In The Client’s Mind (00:03:12)
6. Red Lights: Talking About Yourself (00:04:24)
7. From Pain To Transformation (00:05:26)
8. Weight Loss As A Value Example (00:06:51)
9. Building Pain With Impact Questions (00:09:15)
10. Before And After, Bridge And Metrics (00:11:24)
11. Tangible Outcomes And Proof (00:13:26)
12. Social Proof And Motivation (00:15:25)
13. Key Takeaways And Closing (00:17:15)
58 episodes
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