Hidden concerns are the concerns, questions, assumptions, fears, and expectations a homeowner carries into the appointment but has not said out loud yet — previous experiences, things they have heard, things another company told them..
The definition
Hidden concerns are the concerns, questions, assumptions, fears, and expectations a homeowner carries into the appointment but has not said out loud yet — previous experiences, things they have heard, things another company told them.
Some of the best objection handling happens before the objection ever reaches the close — because the concern was discovered during Probing & Layering. A hidden concern found at the table is information. The same concern found at midnight is a cancellation.
Where it lives: Probing & Layering; the Objection Academy
Knowing what hidden concerns means is step one. Running it live, at a kitchen table, against a homeowner who pushes back — that's the training. Spar grades you on the system in every round — $29/month. Spar before you knock.