From the course: Overcome Any Sales Objection Using Reframing
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Re-education
From the course: Overcome Any Sales Objection Using Reframing
Re-education
- We start with the most effective but also the hardest to do. And this is to reeducate your prospect into why they're wrong with their anchoring bias, whatever it may be. If it's around cost, then we teach them why some products cost this much and your product costs that much. If it's around effort required for implementation, we teach them why that much effort is required and how it will result in a better outcome. But whatever the objection, for this technique you need to be an expert in your field. You don't need to be a NASA rocket scientist if you're selling toy rockets but you need to know more than the person stood in front of you. Just like the chiropractor in the story I told you earlier when I injured my ankle, I thought I knew everything I needed to know because I Googled it. But I didn't and he made that clear because he knew so much more than me. He gave me a lecture on how injuries happen, what happened for…
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