Technique 1: Let the client evaluate the proposal from a different angle

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Most people live by stereotypes that are hard to overcome. Try playing a psychological game: ask a person to answer questions in one word as quickly as possible. The questions are: a famous poet, a fruit, a part of the face. Interestingly, 8 out of 10 people answer like this: Pushkin, an apple, a nose. Try answering yourself as an experiment. The results show that most people's thinking is stereotypical.

5 Sales Reframing Techniques That Will Win The Buyer Over To Your Side

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There are also many stereotypes in business. Consequently, the objections we usually encounter are stereotypical. These are “it’s expensive,” “they offer better there,” etc. Reframing is designed to destroy stereotypes.

An objection is a substantive canada email list disagreement between the buyer and the seller.

A false objection is an objection made by a buyer to disguise the true reasons why he does not want to contact the seller.

You can anticipate the answers to these objections in advance and prepare something that you can demonstrate to the buyer to counter his point of view, thereby winning him over to your side. In other words, your task is to help the client see your offer from other, more advantageous sides.

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Let's give an example:

— The product is very expensive.

- This is just the first impression. In fact, the price is justified, because for it you get... (and then list the benefits).

Try practicing reframing with this technique on your own with objections such as:

There are no discounts.

There is a deferred payment, but the goods are not issued for sale.

The product is very expensive, almost no one in the region buys it.

The product is cheap and not prestigious.

The products have a short shelf life.

More expensive than products from other manufacturers (but the service life is longer).

More expensive than competitors' products, but by using it you can save on others.

There are no recommendations from Russian buyers (complex equipment, pharmaceuticals).