More often than not, the prospect intent on delaying (covered last time) has a hidden objection that we never hear about….

Real objections are often not raised because there are usually 2 of them – the real one and the one that sounds good.

The real one is calculated quickly through shortcuts, emotions and the sub-conscious and is often illogical.

Of course, prospects like all people continue to justify and defend our intuitive decision that we have already made.

Why risk having your thinking challenged when it is so much easier and sounds better to simply delay things? Of course if you make the mistake of fixing the objection then the poor prospect will only have to think of another one because he doesn’t want to do it.

“Let me think about it” – we have already gone wrong.

The art of the pre-emptive rebuttal of course, is to deal with the un-raised objection before the delay or the objection is made conscious.

Here is an interesting demonstration of our quick and slow mental decision making processes.

https://www.youtube.com/watch?v=JiTz2i4VHFw

Turns out fee earners are responsible for removing the objections early before the sub-conscious mind becomes set on a course.
If we remove all the potential negatives (logical or not) then their intuitive decision is free to swing the way it should.

Where are the delays repeated in your client conveyor belt? Which objections do you hear regularly?

How can you cover these objections earlier in the process, before they are verbalised?

“Consciousness is the state that induces action, though it does not inspire it”
– A Course in Miracles