Control the First 30 Seconds
Most reps put a lot of effort into learning their initial approach, then they stop improving it.
They memorize it, repeat it, and never make adjustments based on what they’re hearing in the field.
That’s a mistake.
Your approach should evolve as you learn more about the area you’re knocking.
Listen for Patterns
One of the fastest ways to improve your results is to identify common concerns and get in front of them.
Every neighborhood, every city, and every market has them.
The key is paying attention.
If 3 out of 5 prospects are bringing up the same concern, I start adjusting my approach.
If the objection is predictable, it shouldn’t be an objection anymore.
Bring It Up First
Let’s say more than half the homeowners are saying:
“We already had somebody knocking about this.”
Instead of waiting for them to say it, I might open with:
“…I’m sure you’ve already had somebody knocking on your door about the same thing recently…”
Now I’ve taken away the surprise, I’ve acknowledged the elephant in the room, and I’ve stayed in control of the conversation.
Remember, staying in control is not the same thing as being controlling.
The goal isn’t to dominate the prospect, it’s to lead the conversation.
What If They Don’t Have That Concern?
That’s fine, in fact, it can still work in your favor.
Let’s say you say:
“I’m sure this is a service you already have set up.”
If they don’t have the service, they may start wondering why they don’t.
Sometimes addressing a common concern creates curiosity when the concern doesn’t even exist.
The Takeaway
Most reps focus on what they’re going to say, but top reps focus on what prospects are likely to say.
Listen for patterns and adjust your approach.
Address concerns before they’re raised.
The rep who controls the first 30 seconds usually controls the rest of the sale.
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