Objections - Should be in a Courtroom

Wednesday, September 5, 2018


Maybe it’s just me but don’t you think that calling a genuine, heartfelt question from a candidate (who’s considering changing their life to invest in a franchise)  an “objection” a bit of a stretch?

An objection is a legal protest in a courtroom.  Is that really the purpose of a candidate's question? Or is it maybe just a request for more information and clarification?

Questions Serve Many Purposes

Questions from your candidates can be telling you signs of how they feel and think. Those questions tell you about what they value and how they make decisions. All of which is incredibly helpful to you. In a sense, they are sending you a clear signal of how they process information. Perhaps how they make decisions.  And most of all: how they feel.

Acknowledging their question for what it really is (the need for more information) puts you in line as a friend. NOT a courtroom game player. Giving your candidate space to ask questions makes the tone of your discussions more conversational.

Not only do questions unveil people’s thinking process, they allow you to springboard the conversation into many different but highly relevant directions.

Think of it this way:  real conversations with someone allow you to better manage preventable issues that would otherwise show up in downstream discussions.  Understanding your candidate's priorities means you can prepare for issues. Think of those “sales objections” as the candidate handing you a preview on a test. You know exactly what to study for because you know the questions that will be on the test.

To learn more about how to use Powerful Questions, download here.