From the course: Overcome Any Sales Objection Using Reframing
Join today to access over 25,300 courses taught by industry experts.
Echoing their needs
From the course: Overcome Any Sales Objection Using Reframing
Echoing their needs
- Next is another technique I first heard about from my favorite sales trainer out there, Brian Tracy. And this is to echo their own needs back to them in order to shine a light on the fact that their anchor has been dropped in the wrong place. This works best in situations where you're looking at a multitude of products like cars or houses. Here's an example story for you. A friend of mine was recently fortunate enough to purchase a new electric car. And in this process of doing so, the salesman he engaged with moved him away from the model he thought he wanted and towards one that was actually cheaper and a better fit for him. He was on the market for the performance model of this car because he wanted something fast. Of course, he cared about cost, how it looked, how comfortable it was, and so on, but he wanted to go fast more than anything. He'd done all the Googling, watched all the YouTube reviews, and saw the…
Download courses and learn on the go
Watch courses on your mobile device without an internet connection. Download courses using your iOS or Android LinkedIn Learning app.