From the course: Overcome Any Sales Objection Using Reframing
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The solution objection
From the course: Overcome Any Sales Objection Using Reframing
The solution objection
- Next is the solution objection. This is when the customer believes the product or solution put forward isn't the right solution, but you know it is. It sounds ridiculous, but it happens. Particularly if you're an expert selling a complex solution, like legal services, accountancy services, high-end consultancy, technology or software, or anything that your prospect might not be an expert in. My friend buying an electric car in the previous section is a great example to show your product doesn't have to be that complicated, just beyond the prospect's basic knowledge. He thought he needed the performance model purely based on speed. But then later he learned that there was more to it than just that. He came to the sales person anchored to the wrong solution. And the way the salesman unanchored the prospect's mental bias was by using the echo their needs technique. He took time to understand the buyer's needs and wants,…
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