"You've Caught the NET!"

Cold, cold, cold in Chicago today!  Thirteen degrees!   Warmer where you are?  Hope so!

Writing here to anyone in the sales profession - which, if you really think about it, touches just a about everyone.  Doctors, who have to explain the benefits of their patient having a frightening procedure.  Lawyers, directing a specific course of action in a custody case.  Accountants, hoping to keep you legal, and the IRS off your back.

If you sell, you know all about OBJECTIONS.  Our Mentor noted Real Estate Trainer Floyd Wickman has developed a whole list of OHT's - Objection Handling Techniques - for when you get one from a client or prospective client.

You in Real Estate have a mental list of the usual ones - "Your fee (never call it COMMISSION!) is too high!"  Or, "Your contract term is too long!"  Or, "We would like to select an agent who hales from our particular neighborhood . . . street . . . side of the street, etc - and you live and work over two blocks away!"

The list goes on.  And, with selling experience, you begin to master a dialogue to handle virtually ANY objection from a client or prospective client.  In fact, it is the most successful sales consultant that can handle and objection with poise and polish, without making the client feel like he's being fed an OHT.

But the hardest objections to deal with?  Easy -

THE ONES THEY DON'T TELL YOU ABOUT - THE "HIDDEN OBJECTIONS."

Usually, the client tells you your whole proposal is OK, and they are ready to roll with you, so let's talk in the morning to discuss specifics, and schedule our next meeting to get the job, or, in RE Practitioners' cases, the listing, rolling.

And, of course, your call the next morning goes unanswered.  And your call the following morning.  And the afternoon after that.

No listing, no business.  Why?

Well, they DID have an objection.  BUT THEY DIDN'T TELL YOU ABOUT IT!

We're not talking about WHY most prospects fail to tell you their objections right away.  They're likely afraid to, and figure you'll just dry up and go away after you leave.  In some cases - you wouldn't want their business anyway - best to move on!

The real question - how do you get any hidden objections uncovered at your initial meeting, so at least you have a FIGHTING CHANCE of defending yourself? 

Here are a Five Tips to draw out the "Hidden Objection."  Try these, and you might just get that piece of business you too easily wrote off.

1.  In a meeting, when a client says that they are impressed with you, your service, or your product, but are stalling on their commitment, respond -

"OK, OK, I understand your desire to think things over.  No problem!  I'll take off and check in with you tomorrow.

"But, before I go - please let's pretend for just a minute.  It's tomorrow morning, and you've had a chance to think of a reason you're not moving ahead now.  What do you suppose that reason might be?"

You would be surprised how many then give you a straight answer using this technique!

2.  For a peer or associate at work, hesitant to schedule a meeting with you to discuss your new idea -

"This one idea I have could bring us a lot of success, and make us (and the company) a lot of money.  I've got things down pretty cold, and am ready to discuss them with (higher up, competitive peer, etc.).  But I really need your valued advice and critical input before I do.  Tomorrow morning, first thing OK, or around lunch better."

3.  Before the meeting, when you have an idea of what their biggest objections might be (of course, thoroughly vetting a prospective client before the meeting is critical in all selling situations  - yes?)

"Before we begin, I'd like to take out my Blank Yellow Legal Pad.  Can you please give me the THREE BIGGEST QUESTIONS FOR ME, or THREE BIGGEST THINGS YOU WANT from our prospective business relationship?" 

Write them down, visibly, on the pad.  If one or more won't work for the way you do business - for example, if one of their things is "We want a bargain basement fee" or "We want you to promote our business with hundreds of dollars of awareness advertising - at your expense," or something similar, say -

"OK, no problem, I've got your concerns.  But leave me ask you a question before we proceed much further.  If everything else about our relationship is ABSOLUTELY PERFECT for you - the marketing strategy, the price structure, the timing . . . " would you NOT work with me if I couldn't (fill in the blank)?"

If they say "No way!" - get out of there, quickly, but politely.

But, most often, they say there is no deal killer - if you're not sure they really mean it, respond, "No, anything can be worked out, if you present the right PACKAGE to us" remind that to them before you give up and leave - sometimes, you will get agreement using this technique alone!

4.  If your client doesn't want to make a decision, but you think they are leaning that way, ask -

"Would you proceed at ANY price?"

If they say, "Well, yes, if we can get it far cheaper!" - you've uncovered the hidden objection!

5.  If a prospective client is not answering or returning your phone calls, time after time -

Use "Impact Communication" to reach them!  Call them early in the morning, before the secretary is likely in, and when THEY most likely will pick up their own calls. 

Or,  just pay them a visit (works real well in real estate) when they are likely to be around without screeners.  If you have their home number - call them on Sunday night after dinner - apologizing for the intrusion, but saying you've been feverishly trying to get ahold of them with a new benefit - but there must have been "trouble with the phone lines.'

Or, introduce yourself as their spouse's lawyer (just kidding on this one - wanted to see if you're still reading!)

They'll then answer you - so at least you know!

I've gotta be missing some of these here - please share and let me know!

Enjoy the rest of your day!

DEAN & DEAN'S TEAM CHICAGO