From the course: Cold Calling: Overcoming Sales Objections
Join today to access over 22,600 courses taught by industry experts or purchase this course individually.
Reframe
- So, reframing is once again the obvious answer for this objection. They've decided that they don't want it or need it whether that's right or wrong. So, it's for you to help them decide that maybe they actually do need it. Was it a misunderstanding? Is it something very solvable that costs little time? Like we discussed in the previous section, you must uncover what the real objection is, and then sell against that. Maybe look at the four objection types we discussed the whole way through. If it's money, then you just find a cheaper alternative, you structure the pricing, or you show value. If it's time or it's effort, then you just say, "How can we make it easier? Or maybe make it faster?" Or maybe you say, "Okay, when would be better "for us to speak?" And if it's authority, then you just find out who's in charge, and then you make sure you speak to them instead. So, you find out the real issue and then you…
Download courses and learn on the go
Watch courses on your mobile device without an internet connection. Download courses using your iOS or Android LinkedIn Learning app.