From the course: The Persuasion Code, Part 3: The Neuroscience of Closing Sales
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Delivering your reframe to a sales objection
From the course: The Persuasion Code, Part 3: The Neuroscience of Closing Sales
Delivering your reframe to a sales objection
- Now that we have established that objections are a manifestation of a fear, a highly emotional reaction, let's look at a four step process to reframe them. Here's the process. First, you should state your own opinion. Second, you should step into the objection. Third, you should look for a positive side of the objection. And fourth, you should deliver your reframe in a story, analogy, or metaphor. Okay, so why state your own opinion? Because our objection is an opinion, not a fact. And to demonstrate that your opinion is as valid as theirs, it is natural to state your own thought. Do you feel your solution is too expensive? No? Then say so. Of course this expression of your own opinion should be done politely and charismatically. But doing so shows your fearlessness and lessens their apprehension. Why should you step into the objection? When I deliver live workshops, I always ask students to practice dealing with…
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