The Sales Objections Pocket Guide with Billy Williams, Episode #299

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Dr. Billy Williams, President of Inspire a Nation Business Mentoring, and Author of the Sales Objection Pocket Guide. Dr. Billy Williams discusses his latest game-changer book, the “Sales Objections Pocket Guide”, the art of navigating sales objections across various industries, and his unique 5543 formula – a strategic approach to handling objections and rejections.

Episode Highlights:

• Dr. Billy Williams mentions that he wrote the book “The Sales Objection Pocket Guide”  to provide guidance and scripts for individuals, including his team, who lacked the skills to effectively respond to objections and add value in sales conversations. (6:23)
• Dr. Billy Williams explains that personalization and attention to detail are crucial in engaging and converting potential customers and following a formula of features, benefits, consequences, and price is essential in establishing value. (14:56)
• Dr. Billy Williams shares that by using the CPA formula (common prospect action), salespeople can effectively show their value and create an elevator pitch that grabs attention and leads to further conversation. (27:21)
• Dr. Billy Williams mentions that the main problem in prospecting is not knowing what to say, which is why the sales objection Pocket Guide was created to provide practical examples for salespeople to add value to their conversations. (37:44)
• Dr. Billy Williams emphasizes the importance of salespeople focusing on selling rather than admin tasks. (48:00)
• Dr. Billy Williams discusses the importance of having a systematic approach and following a structured system to effectively handle objections and succeed in various situations. (57:17)

Tweetable Quotes:

• “The nice thing about this pocket guide is that it has spanned industries, you know, we sold 6000 copies the first week, and I probably say maybe 1000 of those was insurance.” – Dr. Billy Williams
• “Everything I do is a system from the way I play golf, to the way I cook food to the way I exercise, everything for me has to be about a system.” – Dr. Billy Williams
• “When we do prospect, we don’t know what to say, right? We don’t have a clue how to actually add value to our conversations when we’re prospecting. So that’s why I wrote the sales objection Pocket Guide.” – Dr. Billy Williams

Resources Mentioned:

• Dr. Billy Williams LinkedIn
• Inspire a Nation Business Mentoring
• Book: The Sales Objection Pocket Guide
• David Carothers
• Kyle Houck
• Florida Risk Partners
• The Extra 2 Minutes