Sep/090
Avoiding Objections
A funny thing happens when you make an offer to a prospective client; the whole dynamic of the conversation changes. Before the offer, you are just having a conversation. After the offer, it is time to close, and to overcome objections and attempts at negotiation. Things CAN get a bit more intense…. or not!
What you do in the pre-offer conversation can have a lot to do with how successful you are after the offer is presented. What should you do before presenting your offer? Answer the objections now, before they are objections!
In the pre-offer dynamic, you client may have some questions. Especially if you direct the conversation to flesh out all of the potential needs, concerns, costs, etc. All of the stuff you are supposed to be doing in needs analysis. If you do, then by the time you present the offer, you’ve answered all of the questions, and there are very few left that can morph into objections.
In other words, you can avoid objections by addressing them before they become objections, before the offer is presented. Be thorough, and ask the tough questions early, and save yourself from being on the other side of those tough questions later!
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