NLP Sales Training Tip: Reframing Objections
Posted On April 1, 2021
Objections come up in almost every sales presentation. The question is why. Many sales training programs will tell you that objections are simply requests for more information. While this is true, an objection is actually raised because it has not created enough value. Which means that the potential customer does not yet consider the price or hassle of your product worth the proposed solution.
Without an amount of value in your presentation, your prospect will not buy. Different perspectives will require different amounts or levels of value. If you receive objections regularly, the simple fact is that you have not convinced the potential customer that your product or service can really solve the problem they are dealing with. Or, in some cases, you haven’t shown that what you’re selling will solve enough problems. It all depends on the perspective.
Of course, there are two options you can take with an objection. When using an advisory selling model, you must decide what is your best option. You can base that decision on the prospect and / or the situation. The decision you must make is that you can ignore the objection and re-create value or you can respond to the objection.
Objections are usually of 4 types.
– I do not have enough time.
– I do not have enough money.
– It won’t work for me (it may work for others).
– It won’t work for me (it won’t work for anyone).
There are specific NLP sales techniques to answer each of the above objections. The basis for answering an objection is that you need to use a technique called reframing. Reframing is accepting an objection and redirecting your prospects’ attention to something they haven’t considered yet. This is a form of verbal Aikido. The process involves diverting the energy of your prospects from one aspect of the proposed sale to another. Adjusting how or what your prospect is perceiving is an NLP sales technique that is extremely helpful. Much like using the photo store to crop a photo, a new frame changes the perspective or view your potential customer has.
The best advice I can give you in this short article is to accept all the major objections you normally get and propose modifications to the frames. By doing this, it allows for more confidence and flexibility on your part. If you often get a price objection, you now know exactly what to say to the potential customer to turn their objection positive.
The simplest way to modify the frame of an objection is to ask yourself, how can I turn this into something positive? For example, if a potential customer objects to the time limitation, tell them that is why they need your product or service. Because your product or service will save you time. Another example: If the potential customer doesn’t think the product or service is going to work for him, show him the testimonials of people who thought it wouldn’t work for him. To learn more advanced reframing techniques detailed in detail, you want to learn more about NLP selling techniques.
I highly recommend learning an advanced reframing NLP sales technique called sleight of hand created by Robert Dilts. Sleight of Mouth offers you a series of 16 reframing structures that you can use for any objection. These reframes work tremendously well in any sales or persuasion situation. In fact, politicians and debaters use them constantly. To improve your sales, I recommend that you learn the mouth game.