Overcoming the "Have You Worked in This Area Before?" Objection
When a prospect asks if you’ve worked in a specific area, like a particular part of London, it's important to dig deeper to understand what they truly mean. Here’s how you can navigate this situation:
Scenario:
Prospect: "Have you worked in this part of London before?"
You: "What do you mean by that?"
This question encourages the prospect to clarify their concern, often leading them to reveal the underlying issue.
Prospect: "I mean, do you have experience in this area?"
You: "So, are you saying that if I don’t have experience in this part of London, you wouldn’t consider working with me?"
By framing the question this way, you challenge their assumption without being confrontational.
Prospect: "No, that’s not what I’m saying."
You: "Great, so even if I haven’t worked in this part of London before, you’re still open to the idea of us collaborating?"
Prospect: "Yes, I’m open to it. I just want to know if you have an office close by."
You: "I understand. In that case, no, I don’t have an office in London, but…"
By asking for clarification, you uncover the real concern—whether it’s about proximity, local experience, or something else—without being confrontational. This approach allows you to address their actual needs and continue the conversation constructively.
The key takeaway is that by probing for more information and clarifying their concerns, you can often dispel objections that might initially seem like deal-breakers. It’s about understanding what they truly need and responding in a way that reassures them while keeping the conversation positive and open.