Objection Prevention

How do you build credibility & disqualify simultaneously early on in sales conversations?

By bringing up possible objections with your prospects.

I used to think handling them towards the closing stages of a deal was the way forward.

It's what many sales leaders teach.

But this is more akin to firefighting.

Bringing up reasons someone may not want to move ahead can save everyone time early on.

It gets things out in the open, addressing any possible elephants in the room.

It serves to create an open environment of trust, honesty and transparency.

Demonstrating you're not afraid of possible objections - but on the contrary happy to embrace them - is powerful.

Of course, you won't be able to predict them all...but why not bring up any obvious ones and meet them head on?

It will have the effect of disqualifying those prospects filling up a rusty pipeline of 'hope'.

And it will free up your time to concentrate on those clients much more likely to do business.

Aside from that, it also feels good & communicates you're a professional not in the habit of wasting your prospect's time, if you feel it's not a strong fit.

Give it a go.