How To Pre-Handle Objections
Objections, the big dirty word in sales.
It’s the one thing you dread.
I think this one element has prematurely ended thousands, if not millions of sales careers.
The obvious solution seems like objection handling training, only, it’s not as effective as you’d hope.
Objection handling training is the bullet proof vest that sometimes works.
The shot has already been fired. You’re just trying to minimise the damage.
I’m not saying it never works, it’s just much easier to avoid it all together.
Pre-handling objections is simply finding out ahead of time what the prospect can and can’t do.
All you’re trying to do is find the truth when there’s no pressure of the close.
Let’s map out the big 3.
For an example, I’ll address #2.
Let’s say that your program takes 2 hours a week for 8 weeks.
If they can’t commit to that, it just won’t work.
By this point of the call, you’ve covered your usual structure.
Goal, problem, impact, so you know you can help them if they do come on board.
Then you ask about time. It's that easy.
“Just so we’re on the same page, if we did decide to work together, the typical time commitment would be roughly 2 hours a week. Is that something you’d be able to commit to? / Is there any reason you wouldn’t be able to commit to that?”
That’s it. It’s so simple.
I have 10-15 different ways to ask this question, but the goal is always the same.
Find out early if they can move forward if they want to.
The best part, if you go through this early in the call, they can’t pull this rabbit out of the hat in the last minute.
Same with spouse and money.
Just for contrast, I’ll share a couple of different schools of thought on pre-handling.
NLP is where you subconsciously label them as someone who makes time for progress, whilst simultaneously positioning time as the most important thing.
“Successful people understand that time is the most valuable resource”.
“I’m glad I’m talking to you, because you’d be surprised how many people just don’t make time for what’s truly important”.
Sandler in my opinion is one of the best ways to do it. (And a big part of how I sell.)
You take the prospect through all the reasons they won’t be able to work with you right from the start.
It’s brutal honesty with exceptional results.
This is a very abridged version just for the example.
“There are a few reasons that we couldn’t work together, even if we wanted to. (Insert first objection here) Can you see that getting in the way, if we did decide if it was a good idea to work together?”
The last two examples are very simple versions, and I may do another newsletter on each of them if the demand is there.
Map out the top 3 objections you get on your calls.
Pick 1-2 ways you could ask the prospect about them. They must sound conversational and non accusatory.
Add them to your script and practice.