Pre-Handle Objections. Be Up Front.

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.

Pre-Handle Objections

Image representing Canadian justice.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.

Option 1

Man giving thumbs down.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.

Option 2

photo agreeingHi, 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!

Barry

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?

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Up Front Contracts Are Crucial To Integrity In Business

Up Front Contracts are crucial to people believing in your honesty and integrity in business today. You need to be up front about your intentions.

Up Front Contract

What is an “Up Front Contract”? This is where you state your intentions and expectations before any meeting so that both parties can agree to invest the time and respect each other’s needs.

Every meeting should have an Up Front Contract or UFC.

Example:

“Hi Jane/John, I’m calling because I specialize in working with people like you to streamline business processes and I believe I can help you save your company a lot of time and money. I would like to take 15 minutes of your time and at the end of that 15 minutes, you will decide if you are interested in learning more. If at any time you want to end the conversation, that’s up to you. When is the best time to meet?”

This helps me understand why I should invest the time, what we will talk about and what expectations you have. You also gave me control, as scary as that is. By giving me control, I’m far more likely to give you the 15 minutes you asked for.

Honesty and Integrity

ScalesI know you believe your product is unique. Your prospects can find a product or service similar to yours just about anywhere. YOU are unique. That’s what your value proposition is.

Take some time to develop a relationship with your prospect without spilling your candy in the lobby. Don’t be in such a rush to tell them everything you think you know. They have heard it all before. Let them get to know you and believe that you will tell them the truth when they ask. Instead of selling to them, help them buy.

I really need you to be honest with me. I only deal with people I know, like and trust. When you establish your Up Front Contract, you need to keep your end of the deal. Don’t say 15 minutes if you intend to go 30 without specific permission. When you hit the 15 minutes, it’s time to either stop or establish a new UFC. Breaking the contract will destroy your integrity and I believe there are no second chances. Do what you say.

Make good up front contracts and live up to them. It’s crucial to the integrity of your business.

Make it a great day,

Barry

P.S. What am I thankful for today? I’m thankful for Tim Rooney who taught me about Up Front Contracts. I’m thankful for my time at Investors Group leading me to Tim Rooney. I’m thankful for all the opportunities God has given me.

What are you thankful for today?
Store anything in the cloud.