THH Playbook

Objection: Travel Distance

The Challenge

The client is weighing convenience against quality. They're thinking about the logistics of distance rather than the value of the care they'll receive. This objection reveals they're looking for reasons to avoid the discomfort of change.

The Script

"Let me ask you this, if you had another disease that wasn't addiction but was also life threatening, would you be looking for the most convenient treatment? Or the very best treatment to give you the best chance to save your life?"

(Pause. Let them answer.)

"Of course, you would choose the best treatment, but you need to realize the disease of addiction can take your life just like cancer and you need to treat it the same way."
Scenario: Client says facility is too far away

Why This Works

1. The Comparison Reframe

By comparing addiction to another life-threatening disease (cancer), you elevate the stakes. Most people wouldn't choose "convenient" cancer treatment over the best cancer treatment.

2. The Pause

After asking the question, you pause. This forces them to answer honestly, and most will admit they'd choose quality over convenience. Their own answer becomes your leverage.

3. The Reality Check

The final line removes the abstract distance from "addiction as disease" and makes it visceral: "This can take your life." It's not about travel. It's about survival.

Follow-Up Moves

Tie-Down Question

"If we handled transportation, would you be ready to come in today?"

Reinforce the Scorecard

"You told me you've been using for [X years], and you've tried to quit [Y times]. This isn't going to get better on its own. The question isn't whether the facility is far — it's whether you're ready to do what it takes to save your life."

What NOT to Do

  • Don't minimize the concern: "It's not that far" — dismissive and unhelpful
  • Don't offer false promises: "We'll fly you first class" — if that's not true
  • Don't argue logistics: "It's only a 4-hour drive" — misses the emotional objection
  • Don't let them off the hook: Distance is rarely the real issue

Real-World Application

This objection often masks deeper fears: fear of commitment, fear of change, fear of being away from home. By addressing it as a quality vs. convenience issue, you:

  1. Force them to confront what they're actually prioritizing
  2. Remove the legitimacy of "too far" as a reason to avoid treatment
  3. Position Tulip Hill as the premier choice worth traveling for

After delivering this script, most clients either commit or reveal the real objection. Either way, you've moved the conversation forward.

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