Sales technique: Reframe the importance of the objection

Sales technique: Reframe the importance of the objection

Prospect: “The taxes are too high on that house.”
Sales Pro: “Yes, the taxes are a higher than the surrounding neighborhoods, which is probably why the public schools are so much better. Which is of greater concern to you, the taxes or the quality of education your children will receive?”


Prospect: “That computer is $1,000 more than I want to pay.”

Sales Pro: “I can appreciate that. You know, $1,000 comes down to about $.25 a day for the length of time that you’ll have the computer. Is the extra horsepower worth an extra $.25 a day to you?


Prospect: “I heard this is not a good area for property appreciation.”
Sales Pro: “We can check the appreciation rates when we get back to my office. Would that be critical to your decision about making a purchase in this area?”


Confirm That the Objection is No Longer Important



Prospect: “We don’t have the money in this year’s budget.”
Sales Pro: “That’s O.K. We can finance the investment so part of it falls into next year’s budget. Does that work for you?
Prospect: “I guess so.”
Sales Pro: “So that settles that, doesn’t it?”
Prospect: “Right.”

//After you’ve answered an objection, you MUST get the customer to agree that you’ve answered it. This prevents the objection from resurfacing later. The reason this is important is simple.