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Objection Chunking

 

Disciplines > Sales >  Objection-handling > Objection Chunking

Technique | How it works | See also

 

Technique

You can take more higher, more general viewpoint or a more detailed focus.

Chunking up (also called Helicoptering) lets you see more and understand the big picture. When you chunk up, specific issues seem small and insignificant. My worries about a scratch on a car is nothing in comparison with world peace.

You can expand the pie, showing them how they are getting not only the basic product, but other things as well. You can add widgets and warranties. You can add emotions like the added peace of mind they will have from your product.

Chunking down drills into the detail, highlighting and addressing significant concerns. It also distracts attention away from more difficult concerns in other areas.

You can reduce the apparent size of the objection, for example by changing a dislike of town into a dislike of a neighborhood or just a street. 

Examples

Let's look at the big picture. What do you really want achieve by using this?

That's interesting. Tell me more about that...

How does your CEO think about this?

Tell you what. Let's get one of your engineers to consider the situation.

How it works

Taking a different perspective has a dual effect, first of reframing to create a different attention and a new understanding, and secondly of distracting from what might be a difficult issue to resolve.

See also

Distraction principle, Framing principle, Attention principle, Objection Reframing

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Site Menu

| Home | Top | Quick Links | Settings |

Main sections: | Disciplines | Techniques | Principles | Explanations | Theories |

Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help |

More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes |

Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate |

 

 

Please help and share:

 

Quick links

Disciplines

* Argument
* Brand management
* Change Management
* Coaching
* Communication
* Counseling
* Game Design
* Human Resources
* Job-finding
* Leadership
* Marketing
* Politics
* Propaganda
* Rhetoric
* Negotiation
* Psychoanalysis
* Sales
* Sociology
* Storytelling
* Teaching
* Warfare
* Workplace design

Techniques

* Assertiveness
* Body language
* Change techniques
* Closing techniques
* Conversation
* Confidence tricks
* Conversion
* Creative techniques
* General techniques
* Happiness
* Hypnotism
* Interrogation
* Language
* Listening
* Negotiation tactics
* Objection handling
* Propaganda
* Problem-solving
* Public speaking
* Questioning
* Using repetition
* Resisting persuasion
* Self-development
* Sequential requests
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

+ Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

About
Guest Articles
Blog!
Books
Changes
Contact
Guestbook
Quotes
Students
Webmasters

 

| Home | Top | Menu | Quick Links |

© Changing Works 2002-
Massive Content — Maximum Speed