2d • General discussion
Objection Prevention
One of the biggest mistakes I see newer sales reps make is waiting until the end of the call for objections to come up.
By then, you're trying to overcome something you've had zero context around.
Instead, prevent them.
Don't be afraid to bring up the common objections throughout the conversation. You aren't putting ideas into someone's head. If it's a real concern, it's already there. You're simply bringing it into the light so you can understand it.
Listen closely to what your prospect is naturally telling you.
If they mention they're incredibly busy, don't just move on.
Get curious.
"What does your schedule look like right now?"
"Is that something you're hoping to get support with?"
If they mention a spouse, don't wait until the end to hear, "I need to talk to my husband."
Ask questions while you're still in discovery.
"Does your spouse know you're on this call today?"
"Are they supportive of you looking into something like this?"
The more clarity you have before you present your offer, the fewer surprises you'll have at the end of the call.
Remember, your job isn't to avoid objections.
ObjectioYour job is to uncover them early, understand what's actually underneath them, and coach your prospect through them with curiosity.
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Objection Prevention
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