There is an objection to almost every sale presentation. The question is why. Many sales training programs will tell you that the objection is simply asking for more information. Although this is a fact, it actually raises an objection because you have not built enough value. This means that potential customers have not considered the price or trouble of your product worthy of a solution.
There is no value to enter your presentation and your potential customers won't buy it. Different prospects will require different levels or value levels. If you receive objections on a regular basis, the simple fact is that you are not sure that your product or service can really solve the problem they are experiencing. Or in some cases, you have not proven that anything you sell can solve enough problems. It all depends on the prospects.
Of course, you can make two choices through objections. When using the consulting sales model, you must decide which is the better choice. You can make decisions based on potential customers and/or circumstances. The decision is made that you can ignore the objection and return to building value, or you can answer the objection.
Objections usually have one of four types.
- I don't have enough time.
- I do not have enough money.
- It doesn't work for me [it might work for others].
- It doesn't work for me [it doesn't work for anyone].
There are specific NLP sales techniques that can answer the above objections. The basis for answering an objection is that you need to use a technique called refactoring. Rebuilding is an objection and shifting the attention of your potential customers to things they haven't considered yet. This is a form of oral aikido. The process involves moving your potential customer energy from one aspect to another aspect of the proposed sale. Adjusting the way your content is perceived by your potential customers or content is a very useful NLP sales technology. Just like using a photo studio to crop a photo, re-frameping changes the perspective or potential customer's point of view.
In this short article, the best advice I can give you is to accept all the major objections you usually receive and propose a re-framework for them. By doing this, you gain greater confidence and flexibility. If you frequently dispute the price, you will now know exactly what to tell potential customers to change their objections to positive content.
The easiest way to make a re-framework for repeating is to ask yourself, how can I make this positive? For example, if a potential customer objects to a time limit, tell them that this is why he or she needs your product or service. Because your product or service will save his or her time. Another example: If a potential customer does not believe that the product or service is useful to him or her, please show his or her recommendations to those who do not think they are suitable for them. For more advanced recomposing techniques with detailed instructions, you'll want to learn more about NLP sales techniques.
I highly recommend learning an advanced redesigned NLP sales technology created by Robert Diltz. Sleight of Mouth gives you a series of 16 reframe structures that you can use to resolve any objections. These re-frames work well in any sales or persuasion situation. In fact, they are often used by politicians and debaters. In order to increase your sales, I strongly recommend that you learn word of mouth.
Orignal From: NLP Sales Training Tips - Reconstruction Opposition
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