Although there are objections that are road blocks, most are caused by YOU! Yup, you. Anyone is sellable. If you are encountering too much of one or another objection, that's how you can spot your achilles heel. Then work relentlessly on it to make it strong, then find the another weakness in your sales presentation to strengthen up. Do this over and over again till you master the many different scenarios, personalities, and so forth. The more hours in the battlefield, the more experienced you will become. The data you gather will teach you which weapon out to the arsenal to use. Once you get home for the day, it's your job to become a master at overcoming it! The key is being able to read different people, learn techniques of psychology on working out a problem with someone you hardly know. Problem solve it for them. Once trust is there, connect and empathize with your new friend/customer in order for them to accept your solution.

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Just like Muhammad Ali said: "Float like a butterfly, sting like a bee". Be smooth with it. It has to be second nature and a quick reflex. That only comes with intentional practice like counter punches. It happens so fast that if you're not "with it", you will get the full blow right in your face (edgy comment). You need to read the movement/situation, make your move, and counter. There's a recipe that works most of the time, and is by far the most efficient way of overcoming any objection, it's called the Triple A (AAA).

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AAA Recipe:
AGREE > ANECDOTE  > ANNIHILATE

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AGREE: When you disagree with a customer, you start building a wall, resistance if you will. It's me vs you. That's the exact opposite of what you want. You want it to feel like team work, that you are together in this. When you agree, instead of two bulls locking horns, it will be more of two bulls strolling together into the sunset lol. Ha! Gaaaaaaay. When you agree, that wall comes down just enough for you to proceed, sometimes completely down. When the customer feels listened to, they will be more eager and open to listen to you.

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ANECDOTE: That word might be something you've never heard before, and even if you have, it's one of those that the definition isn't 100% clear, so here it is:

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1. a short amusing or interesting story about a real incident or person.

2. the depiction of a minor narrative incident in a painting.

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The take away, it has to transfer positive energy to the customer, it's short, powerful, and it paints a picture in their head. Essentially, rewires their belief system. Oxymoron at best. First you agree, then you disagree with a short amusing story haha. 

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It's a tactful disagreement. It's helping the customer realize his thinking is potentially flawed, and truth speaks volumes when it's delivered with power/confidence. The key is to listen, identify what they are truly objecting to (might not be what they are saying believe it or not), simplify with a story of what to believe about that subject, then annihilate.

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ANNIHILATE: End it. Transition. Your job afterwards is to tactfully untangle the wires, and install your software throughout the presentation. You do that by transitioning as in assuming it's solved (which you know it's not fully solved yet), but as you go on, earn more trust, build your case, it gives them enough time to digest and release the "crap". 

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Example:

Customer: I don't want to be in a long term commitment, 25 years is a long time. (Objection).

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AAA: Yes, I feel you man. I've been doing this for a long time and know people don't like commitment. It's ok. From my end, I'm bias obviously, the thing people are realizing is that they will need power regardless where they get it from and everything points to solar, which is the future of how we will be buying power. Let's say you're buying a vehicle, usually you will sign a 60-72 months agreement and the car is yours, a house 30 years, etc. but you'd never sign the paper if it was an indefinite amount of time.That's the current agreement you have now. What we're doing is giving you power on what is charged per month, ownership of your power so when you retire you're not dealing with the utility rate and you know your payment per month, also one less bill once it's paid off. That's it. You will be in the future on your terms vs someone else's term. That's what my customers love about solar, check out this text from...

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You agreed, made it no big deal, "normal". Addressed a potential "something" that would devalue your input; however, by you addressing your bias, it makes your input very valuable now and builds momentum to deliver the blow. Now it's the time to tell them what to believe, which is covered by facts, trends, parallel example that relates to the objection, short story (this one had less flavor), threw "retirement" to give them something positive that can be when they aren't generating as much income, invoking a little emotion. Then making them feel in control of the decision and how it's positive, not negative to have an agreement, then transitioned to something more light that allows you to have more conversations. Then you can beef up the points that are valuable to them that they liked and run with it.

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Door Approach 'Selling Clues' (Objections):

Door approach objections are selling clues. Although we can say objection, most of them are smokescreens. Therefore not a solid objection, rather them finding a quick excuse to get rid of you. So don't take them too seriously or personal, it goes with the The Pitch example of the caveman/Neanderthal. They are acting out of fight or flight instinct. So a lot of them won't have the AAA type because most will be direct, second nature responses.
 

1. I'm not interested
   Classic. The response on this one is very dependent where and when in the sale it comes up. Regardless, it's usually out of not understanding, being disengaged, or simply not interested.
   
   On the doors, more often than not it's "not fully understanding", or bitting the bait (engaged). The way only way to identify it, is by watching the customers body language, questions, smokescreens, etc. It's a tricky one like all others, but this one is perhaps one of the most deceiving. Why? Because if you don't have any experience, track record/consistency, it's hard to self teach unless someone is able to break it down (Preferably a top performer), for you to start seeing the holes in your game. Anyway, here are a couple of rebuttals:
   
   Beginning of Pitch: It's all good, it's normal, most people here think we're going around selling these things till they realize we're here about that notice you've received in last months' bill. Did you have a chance to read it and go on the website to see what we're doing? Something about virtual grid or self generation phase 1? 
   
   Middle of Pitch: Ok, fair enough. When it comes down to you not being interested, for my own improvement, was it something that wasn't clear, or you've looked into it before and was not into it? (You're buying another 5 seconds to find your in, and ask for direction from the customer - If you notice the reply is going sideways, you need to sort of "cut them off" and take control. Remember, this is now or never. It's ok if they gave you a no, but you upped your odds by taking control and being a little impolite, which the customer won't mind that much. Assuming you know the limits to push). *Response going side ways cut example: And I get it man, I actually have talked to a lot of your neighbors and they thought I was doing the same thing like this guy you're talking about, giving ppl a bad deal and making it harder for me. What I do is completely opposite because we're not asking you to buy; rather, to change how you buy your power, that's why the John, the dentist guy with the Raptor sat down with us. Have you heard of a PPA? (Transition/Annihilate)
   
   End of Pitch (95% Lost): (Picture Bruce Buffer, UFC guy, saying it's time. It's time to punch. You've made it to the end, you're getting beat up, you're going for that chin baby). I will tell you what, you beat me, I ran out of ammo. In a perfect world, what would this l look like for you to get solar? And also, assuming there's a spark of chance, if I gave you a price right here, right now, and it beat what you actually pay by 30%, I'm not asking you to say yes, but I'd ask you to give me 30 min to sit down and break it down how I saved you that 30%. That's all I ask, you can still say no, which I'm confident in what I offer so I have hope. When can I swing by in the most convenient time for you guys. Like I said I won't be long, I can even come today. What time is best for you? (Hail Mary)
   
   
    

2. I'm busy/leaving
   Most likely a smokescreen. Although you can tell by how they are acting, you need to at least give one push to test it, and then decide if it's real or not. Regardless, the replies below should address how to gauge it well.
   
   Beginning of Pitch: Hey no biggie, this is the follow up on the virtual grid notice you got in your last electrical bill, you will see me here all week, if you have 3 minutes I can do yours real quick, or swing by as I do my rounds in the area, what's best for you? (This causes massive intrigue and gives you high status with them - now it's your job to make it effective and make yourself relevant).
   
   Middle of Pitch: (If this came up in the middle, you might have missed a cue they gave you starting the pitch, or simply they faked listening and tried to smokescreen you out). No worries, it's normal to catch people off guard showing up at random, this is that 3 minute follow up on the virtual grid you got on your last electrical bill. What I can do is leave you with the link, and when you're back I can explain that to you, it's on the utility website, have you seen it yet? (You're creating more intrigue/interest, and giving them an out, or so they think.Then changing subjections to try engaging them again.)
   
   End of Pitch (95% Lost): (Remember, it's time to punch, you've most likely lost it). Sorry for taking all this time and doing such a horrible job puking all this info on your doorstep. I know this is foreign to a lot of people and I noticed my game was off explanation this to you. You will see me in the neighborhood for the next few weeks and I will do a good job. Once you see some of my work, before I leave I will swing by to say hi. In the meantime feel free to ask anything that came up or talk to the neighbors I've worked with. Have a good one. (Hail Mary prospecting. It works too. Especially when you had a killer performance in their area. Builds more trust and interest.)
   
   
    

3. I've heard bad things...
   
   Yes, you're right. That was very common for older accounts till the state got involved. Do you recall getting a CPUC letter with your bill, it was a little odd looking? Anyway, since there's a goal to have a good chunk of the state solar, they are now protecting customers against bad deals. So if you have a friend, send it my way and I can help them. That being said, those people have nothing to do with what I'm doing, they are in the scam business, I'm doing the virtual grid that started April 15th. You probably didn't see that slip either, but do you remember hearing about time of use, new constructions having to get solar and what not? (Agreed, elaborated and told them what to think about the situation, they saw a solution of it getting solved, then you intrigue them with a change in an exact date. Lastly transition like a boss and continue on).
   
   
    

4. I'm moving... (usually they don't know when, if they do, then it might be a wash. For sure a harder close.
   
   Right on, that's cool. Usually when I get that, people aren't 100% sure, but regardless, if you know if it's soon, probably not worth the extra stress you know? When are you guys moving? (Played on their side, agreed and gave them an out. Then proceeded to gauge it and ask the same question, but now you can be more direct since they have the out and go down the right path in overcoming it).No worries man, a lot people don't quite know. To be frank, I've done a few transfer myself. Since what you'd be doing with me is a PPA, and what you currently have a PPA with PGE, nothing much would change, except the fact that you'd be in the same rate schedule as the new construction comes. Do you know anyone or have seen what the PGE bill looks like to them vs yours?(Intrigue, transitioning out of the objection, minimizing what they thought was a bigger problem. Now as you go along, carry that angle through. Your goal here is to find a within 24 hours appointment, if not same day. These are more sensitive customers. The time you will spend building rapport and some interest will quickly dissipate if you don't move fast and continue that momentum).
   
   
    

5. This is more than how much I've seen it before.
   
   (This is one of those that needs questions to be able to point out what the issue/objection really is. Was it the same system size? Was it what they truly needed? Do you have an email by chance? What year was it? Dealer fees, interest is now higher than when they got a quote? PPA? Loan? Cash? What panel? What inverter? What warranties? You get the point. Once you identify what it is, now you can overcome it like a boss.) Yeah, I don't doubt it, I've had this come up before. After I've ran some scenarios when they didn't have the actual quote to show me, they realized it wasn't the same thing, since in solar a lot of items come into play when it comes to the price. Do you happen to have the email with the proposal or remember how many panels they told you they'd install? (Double questions is a way to simplify this "funnel or weeding out" process. That also gives you a clue and potential answer. If they don't have an email: It wasn't recent. They might not have gotten some in writing, hence invalidating some bullcrap they heard that wasn't true. Gives you clues of what the market was if they tell you when they got the quote and even by who sometimes) Ok, no worries you don't have the email. What I can tell you this, most of the time they might have shown you the price of a cash deal, less panels, or whatever it was. That being said, I want you to feel that you have a good deal. Putting price aside for now, in your solar project what would you say are the two crucial items that you must have in your system? (Now you're breaking down the objection by simplifying the issue that was brought up. It's a technique to allow the customer to speak and see if they are progressing with the idea you're implementing - not apples to apples - and gauging their trust in what you said. Once they guide you to the next step, which you now made it two items, you can build value in what matters to them and up your odds in advancing the sale.) Love those two, because that's what most people actually care about. When it comes to company logevity, the one I can use for you guys has been in business for 30+ years. When it comes to equipment, we're in Cali where it's ultra competitive, 80% of companies are using the best of the best. Our competitive edge is that we have been in business two decades or more longer than most. Anyway, I know this is a great deal and included everything that is actually needed, not cutting corners. You will be very happy with this deal and be a referral machine. Also you have me on your corner if you need anything. Here is a couple texts between me and my customers to show you a couple of scenarios. From here on out it's going to be simple. I will be watching and managing your project and send you...  (Assurance is a power hour for these type of situations. When they hear they are getting a great deal with all they need, that's basically what they want. The question/objection comes in a different form, and you can use your experience/gut to decipher what they are really wanting. After doing that and giving them the difference along with reassurance, you assume it's done and transition to closing the deal.)
   
   
    

6. I appreciate all the info, but I don't want to stuck in an agreement.
   
   (Keep in mind, at this point you are most likely pretty far into it. Some battles have won, some battles have been lost. Don't lose the opportunity to find where you lacked to present value, and present differences that the customer would value. That being said, here's a great rebuttal for you to use and work on getting the customer back on board.) So and so, you are currently not in agreement with current utility company right? So if they tripled the bill tomorrow, you would have to pay for that right? That's something a lot of people don't put much thought on, the same way they didn't think much about when gas jumped from a dollar to six dollars. Now that it's six dollars, if there would have been an agreement in place where you could have paid a dollar a gallon, would you have signed it so it wouldn't go to six? Obviously right?  Yes, because it's something you will always need. People like to be in control of their money, and this gives you control. In other words, agreements are good as long as they play in your favor, and this does. (Gaaaawdamn, heavy bombs. I've gotten this rebuttal from Andy Elliott, and modified a little bit.)
   
    

7. I apprecia