Reframe a problem as a solution

When faced with objections one way salespeople could handle them is by asking themselves the following questions:

Is the objection:

• a problem that can be re-framed as an opportunity?

• a weakness that can be re-framed as a strength?

If timing is an issue could this be re-framed as the most perfect timing?

If the cost is deemed too expensive could this be repositioned as amazing value for money based on what they have told you about their challenge?

Reframing is such a key skill in objection handling but it has to be delivered in the right way.

If handled in a defensive manner all this will do is put your prospect's barriers up.

If communicated constructively, through the process of rapport building and active listening, you have every opportunity of shifting your client's perspective.

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