Sales Training - Pre-empting Objections
Pre-empting an objection means that you bring an objection that you expect to hear early in the sales call and then deal with the objection so it cannot be brought up again. Make sure to answer any common questions and concerns before the client can ask. By pre-empting objections before the client can raise them, you decrease resistance.
For example: Want to think about it, you might say:
“I had one client who wanted to think about it and when he was taking his time to think the opportunity had gone you wouldn’t want that to happen, would you? ”