Prehandling

What it does

Every objection at the close started as a leak earlier in the call. The rep just didn't see it at the time.

This skill takes the 5 objections you hear most often, traces each one back to the discovery phase where it was created, and gives you the prehandling question to ask BEFORE the objection has a chance to form. Money objections get prehandled in alignment. Time objections get prehandled in stakes. Partner objections get prehandled in vision.

The job isn't to be better at handling objections. It's to stop creating them.

What's inside

• The objection-to-phase map — Every common objection traced to its source leak in the 8-phase Reframe Method structure
• Pre-handling questions by source phase — Exact questions for the Opening, Prehandling, and Alignment phases that surface objections while they're still solvable
• The 4-box reframe — Money / time / partner / fear — Andrew's most-used redirect for "I need to think about it"
• The chess rehearsal — Walk through your next call with the new pre-handling questions integrated, before you ever run it for real
• The Gregory Villar chess analogy — Win by closing off the exits, not by attacking the king
• The Anthony Sgro pattern — How "I need to think about it" on 4 out of 5 calls traced back to the Opening Phase, not the close

Files