Your program doesn't matter. It never did. Your customer doesn't need to hear about the tireless hours and blood, sweat, and tears you put into creating it. They have their own fires to put out, their own struggles.
During your initial contact with a customer your entire focus should be on them. You want to go on an investigative mission. You want to learn all you can about where they are RIGHT NOW and the obstacles they are facing. You are seeking information. The right information. The vital information. Not surface level shit like everyone else tends to seek out. What you do and what you say minute to minute during this process is key to discovering everything you need to know to ensure you position yourself as the solution to your customers needs and provide the help they need to overcome their unique obstacles.
THAT SAME INFO WILL GIVE YOU THE POWER YOU NEED TO OVERCOME ANY AND ALL OBJECTIONS AT THE SAME TIME! (its true)
You have to remember, you're dealing with a human being. A human being with individual issues, individual needs. This is what makes them unique and you need to address them as such, because the minute you begin to address them in the same way as everyone else, and you start sounding like everyone else that they have already tried talking to, then you become no different than them. You just lost your chance to differentiate yourself.
With all of that said, objections only exist if you don't do your due diligence during discovery.
You want to do these things to set yourself up for success:
1. Find The Facts - ask probing questions that compound upon each other. In other words, they help you get deeper into the reasons behind why they are int he current state they presently reside in.
2. Find The Problems - Once you have gathered your facts, then their problems begin to come to the surface. This oftentimes can lead you to show your customer problems they didn't even realize they had to begin with! Look at you go!
3. Find The Impact - Now its time to understand how these facts and problems are not only impacting your customer but to what DEGREE they are doing so. This could also illustrate how this impact may compound over time and completely derail them from the goal or vision they have.
4. Identify the Cause - Your customers problem didn't just happen out of thin air. This is where we get our customers to truly evaluate why these things are happening to them by asking provoking questions that get them to face the issue at hand. This creates a visual depiction of the gap between their current state and their desired future state.
By implementing these simple tools you can greatly increase how you overcome any and all objections because you will have all of the ammo you require given to you directly by your customer from the very beginning of your conversation!
And I mean honestly, how can they object to themselves?