Sep 27 in 🗣️ Open discussion
Objection Handling Framework
1. Validate
- Purpose: Keep yourself aligned with the prospect without agreeing with the objection.
- How: Acknowledge their concern to show understanding, but avoid direct agreement. Example: If the prospect says, "I need to talk to my wife," you respond, "Yes, it's important to be on the same page with someone close to you, and having their support will help you move forward." (Acknowledge but don't agree).
2. Isolate (Tie Down)
- Purpose: Ensure this is the only objection before addressing it.
- How: Ask questions to uncover if there are any other concerns. Example: "Besides needing to speak with your wife, is there anything else holding you back from moving forward?"
3. Reframe
- Purpose: Turn the negative into a positive, often using information uncovered during discovery.
- How: Reframe their objection by focusing on their goals or challenges, turning their fear or doubt into an opportunity for growth. Example: "It seems like you've been afraid of investing in yourself in the past, but today we're working on building a new version of you, one who’s ready to take control and make confident decisions."
4. Minimize
- Purpose: Make their objection seem small in comparison to their overall goals.
- How: Bring their goal back into focus and contrast it with the objection. Example: "How does this fear compare to the ongoing pain of not solving this problem for the next three years?"
5. Loop Back
- Purpose: If all else fails, go back into discovery to uncover deeper pain points or motivations.
- How: Revisit areas you may have missed, ask deeper questions, and gather more information to break down remaining barriers. Example: "If you're still hesitant, let's revisit some of the reasons you got on this call. What was it that initially made you want to explore this change?"
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Objection Handling Framework
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