Pre-Handle objections by addressing the elephant at the front of the room. Save yourself time and stress by being up front with whatever the biggest objections are.
What does Pre-Handle objections mean?
I’ll use a great example I heard at an Advanced Product Training with Legalshield this past weekend. Melissa Wilder was in town to address the Ontario market. As part of the agenda, the guest speaker usually delivers a business briefing. That’s a presentation of both the product and the opportunity. She noted that it’s common that the price is what is sitting at the front of a guest’s mind and causes distraction from the message. She actually said something similar very early in the presentation and briefly mentioned the price of the Canadian membership, clearing the air and allowing people to focus on the presentation.
Let’s imagine that you have someone convinced to come to see your service or business opportunity. You told them the meeting would be a little over an hour and that the group likes to go out for some camaraderie afterward. You agreed that you would pick them up and drive. Now, you are about to leave and bring them to the meeting. Because they are a half hour away, you call to confirm. The conversation could go one of two ways.
Hi, this is John Doe. We spoke earlier this week about you coming to a business briefing. (Because, of course, you were up front about that and they already saw something about the service so there are no surprises!) Are you still able to come? Stop right there! You just gave them an out. It doesn’t really matter what the story is, they can make up just about anything.
“I’m sorry I can’t come tonight. Something has come up. Maybe next time?”
You can believe there is no next time. There is no sense of urgency. You didn’t say anything to indicate otherwise and the urgency is all yours, not theirs.
Hi, this is Jane Doe. We spoke earlier this week about the video I sent previously and you indicated that there were a couple of things that you might be able to use our membership for. I explained that you could learn more and have questions answered at our business briefing. The briefing takes about 45 minutes and after that you would be able to decide if you saw value in staying for further discussion and clarification. After the meeting we typically go for some fellowship and you would be welcome to join us or I would take you home.
Thanks for agreeing to come tonight. When we spoke last, we agreed that after the business briefing, it will be your decision on next steps. Does that sound about right? (As long as you have been up front and your statement is accurate, the answer can only be yes.) It’s kind of hard to say no when you use their own words.
“That’s great! I should be there in about 25 minutes.” And, don’t be late.
Be Honest and Up Front
Honesty and integrity is key in any business. I need to know what you are asking me for and what it’s going to cost me. Keep in mind that my time is worth more than my money. I don’t know about you but the only thing I hate more than a thief is a liar. So, don’t steal my time and don’t lie to me!
Use the Up Front Contract every time. Make it a habit to start every conversation by stating the up front contract that brought you to this point in time and be sure to end every conversation with your next up front contract, whether that is the next meeting, or agreement to part friends. The other thing is to be sure to listen and use language that everyone understands.
Will you always get people to agree to the next up front contract? Nope. But, that means you have both just saved a lot of time and energy, parted friends and can get on about your business.
People like to deal with people they know, like and trust. You will build more lasting relationships being honest and up front and the business you win sticks. Who knows, maybe no means not right now. Because you built a lasting relationship, you will get the future business and/or referrals.
Make it a great day!
P.S. What am I thankful for today? I’m thankful for great teachers. I’m thankful for integrity. I’m thankful for growth opportunities.
What are you thankful for today?