"Call me after the holidays.."

Can someone expand on this?

[quote=Gary Boye]RM has to insert herself into that spending pattern by using an offer that alters the spending favorably in the mind of the prospect.

Imagine that you've decided to buy one of those fancy new plasma televisions and you've given yourself a budget of up to $3k.

In this scenario the decision to "buy" has already been made along with how much money you can spend towards this purpose.

Now the decision is "which" television will you be "spending" your money on [versus the decision to buy or not]. If RainMaker was selling fancy new plasma televisions here task would be to position her product in your mind as the best choice.

Does that help?

Yes, that part makes sense. What would let on that this related to that though?

I think what you're asking is, "How can one tell that the prospect's objection relates to the issue Gary brought up?" Is that correct?

If that is your question then my response would be, "Without more information I couldn't tell." In all fairness, I don't believe Gary was divining that relation either but instead pointing out to RainMaker an avenue of approach.

Yes. I thought I was missing something obvious. Thank you for the clarification.

No problem.

RainMaker, do the objections come prior to the presentation?

Liberty...love your avatar.

Yes. When calling for the appointment.

I wasn't there but that sounds like REJECTION. When this happens to me I figure it means that either they weren't paying attention or my offer didn't hit a hot button.

Yes. Correct on both counts. However, I have been setting appointments for AFTER the holidays, so it's not completely off the mark, but it's not hitting any "hot" buttons.