Episode 60 - Presolving Objections

Did you know that money can buy happiness?  A recent study published in "Psychology Today" shows just that.  Kurt and Steve discuss the ins and outs of this study and how money certainly can buy happiness...up to a point.  Continuing off of recent episodes, Kurt and Steve cover how we can overcome objections before they ever occur in the first place.  This concept is called "inoculation."  The term comes from the medical field, where patients are given a weak form of a virus so that their body can develop an immunity to it.  This same concept happens on the pscyhological level.  If we can introduce a weak form of the objection to our prospects, they will be better prepared for when the real one comes along at a later date. For example, do most of your prospects end up looking for more bids from competitors?  Or do they end up getting serious resistance from friends and family?  Letting them know very subtly that this will happen beforehand helps them avoid the shock and disappointment that will later surface.  They'll think "hey, you know what?  He told me that the competitors would say this, or that my family would think that."  This even applies when raising children.  Unfortunatley we know that at some point kids will be exposed to and given the opportunity to take drugs.  Pretending this won't happen just increases the chances that they will be influenced by a drug dealer and not by you as a parent.  Letting them know in advance "hey Jr, at some point somebody is going to offer you drugs.  If you say know they'll call you chiocken, they'll make fun of you, etc.  But just say no no matter what and come talk to me about it.  It's okay." You can't, nor should you, inoculate against everything.  Just pick the two or three most common objections your prospects have and presolve them with stories, examples, statistics, and testimonials!