Late Unforeseen Objections Are Preventable (+ A Terrible Strategy!)
Why Playing Offense Always Trumps "Hoping" And Playing Defense!
Anytime someone shows me a scenario where they had a late unforeseen objection come up it's the same thing.
Said scenario is an outcome and was preventable.
It's an outcome from missing something earlier.
An outcome from failing to play offense.
Often from "hoping" something wouldn't come up later on.
"Hope" is always the worst strategy on a sales call!
And it's preventable as when you ask the right and needed questions - early and on your terms - these issues don't come up late and on their terms.
Early and on your terms (playing offense) always > late and on their terms (where you must now play defense)
If we're going to have an objection handling session I'll take it every day of the week at minute 5 (initiated by me) over minute 45 (post trying to close them) initiated by them.
I have control and can shape the situation when it's early and on my terms.
I have leverage, time and energy when it's early and on my terms.
And I like these things on my sales calls (control, ability to shape the situation, leverage, time and energy!).
I've done both ways.
There is no comparison.
Early and on your terms (playing offense) always > late and on their terms (where you must now play defense) every day of the week!
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