| Objections come up in nearly every sales | | | | diverting your prospects energy from one aspect |
| presentation. The question is why. Many sales | | | | to another aspect of the proposed sale. Adjusting |
| training programs will tell you that objections are | | | | how or what your prospect is perceiving is an |
| merely requests for more information. While this | | | | NLP sales technique that is extremely useful. Just |
| is true, an objection is actually raised because you | | | | like using photo-shop to crop a photograph, a |
| have not built enough value. Meaning the prospect | | | | re-frame changes the perspective or the view of |
| does not yet consider the price or hassle of your | | | | your prospect is holding. |
| product worth the proposed solution. | | | | The best advice I can give you in this short article |
| Without an amount of value bit into your | | | | is to take all of the major objections you normally |
| presentation your prospect is not going to buy. | | | | receive, and come up with re-frames for them. |
| Different prospects will require different amounts | | | | By doing this you allow for greater confidence and |
| or levels of value. If you are receiving objections | | | | flexibility on your part. If you often get an |
| on a regular basis, the simple fact is you have not | | | | objection on price, now you will know exactly |
| convinced the prospect that your product or | | | | what to tell the prospect to change his or her |
| service can truly solve the problem they are | | | | objection into a positive. |
| meeting with. Or in some cases you have not | | | | The simplest way to work a re-frame to an |
| proved that whatever you are selling will solve | | | | objection is to ask yourself, how can I make this |
| enough problems. It all depends on the prospect. | | | | into a positive? For instance if a prospect is |
| Of course there are two choices you can make | | | | objecting to the time constraint, tell them that's |
| with an objection. When using a consultative selling | | | | why he or she needs you product or service. |
| model you have to decide which is your better | | | | Because your product or service is going to save |
| option. You can base that decision on the | | | | him or her time. Another example: If the prospect |
| prospect and/or the situation. The decision to | | | | does not believe the product or service is going |
| make is you can ignore the objection and go back | | | | to work for him or her, show him or her |
| to building value or you can answer the objection. | | | | testimonials from people who believed it would |
| Objections typically come in one of 4 types. | | | | not work for them. For the more advanced re |
| - I don't have enough time. | | | | framing techniques spelled out in detail you want |
| - I don't have enough money. | | | | to learn more about the NLP sales techniques. |
| - It won't work for me (it may work for others). | | | | I highly recommend learning an advanced re |
| - It won't work for me (it works for no one). | | | | framing NLP Sales Technique called sleight of |
| There are specific NLP sales techniques to answer | | | | mouth created by Robert Dilts. Sleight of Mouth |
| each of the above objections. The basis of | | | | gives you a series of 16 re-frame structures you |
| answering an objection is you need to use a | | | | can use for any objection. These re-frames work |
| technique called re framing. Re-framing is taking an | | | | tremendously well in any sales or persuasion |
| objection and redirecting your prospects attention | | | | situation. They are, in fact, used by politicians and |
| to something they had not yet considered. This is | | | | debaters constantly. To improve your sales I |
| a form of verbal Aikido. The process involves | | | | highly recommend learning sleight of mouth. |