This post is a response to a question that came in from Elaine in Canton, OH, after listening to the telephone seminar, “Becoming Wealthy During Turbulent Economic Times”.
On Tuesday November 25th, 621 small business owners, sales professionals and entrepreneurs tuned in to an 84 minute, information packed, no B.S. telephone seminar on both how to think AND behave in order to maximize their ability to thrive in any economy.
QUESTION: How can I make sure we are pre-framing the right objections?
“Jon, our region has always prided ourselves on how well we “pre-frame objections” in our presentations, yet after the call, I began realizing that we can be more calculated with our preparation going into our presentations. My question is this: do you have any advice on how to make sure we are eliminating the right objections, the ones that will matter to the customer, being that every customer is different?”
Elaine, State Farm Insurance, Canton, OH
ANSWER: Jon Berghoff
Elaine, great question. While every customer is different, you still will find that their objections will almost always fit into 3-5 basic categories. You know what those are in your business. Your question is about how to know which of the 3-5 categories will be the one that your next prospect is going to bring up.
First of all, do as much homework as possible before any and every presentation. By making sure you enter their world first, both in your mind, and in your presentation (as discussed during the teleseminar) you are already ahead of the majority of your competition.
To take it to the next level, be prepared with some powerful questions to extract, on your own terms and timing, the information that will tell you what their potential objections will be. Ask your prospects at the beginning of the presentation; how important is price, who is involved in the decision making, what do they like and dislike about their current provider, what is on their mind (concerns, fears, insecurities, confusion, etc.) that they want to get off their chest before beginning?
These may not be the specific questions, but you get the idea. Put some thought into how you can extract what is going on inside the prospects head, and you’ll be way ahead of the curve.
Jon Berghoff
Jon Berghoff is the founder of Global Empowerment Connection. GEC has a history of creating sales, leadership, and entrepreneurial success through ‘harmonic influence’ over ourselves, others and the world. Subscribe to Insights on Influence, our free e-zine at www.geconnection.com.
