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How we change what others think, feel, believe and do
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How we change what others think, feel, believe and do |
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Objection Chunking
Disciplines > Sales > Objection-handling > Objection Chunking Technique | How it works | See also
TechniqueYou 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. ExamplesLet'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 worksTaking 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 alsoDistraction principle, Framing principle, Attention principle, Objection Reframing |
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