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Pushback

 

Disciplines > Sales >  Objection-handling > Pushback

Technique | How it works | See also

 

Technique

Do not accept the objection. Push back assertively (not aggressively). Object to their objection.

If they are wrong, tell them.

If you think they are not being truthful, show that you know this.

You can push back either directly, by telling them they are wrong, or indirectly, by showing them that they are mistaken. Indirect pushback is usually likely to reduce further objections, unless you have concluded that a 'short, sharp shock' is likely to be more effective.

Examples

That's not right. This product is the cheapest on the market.

I can see that you might think that. But the latest survey has shown that we are the lowest cost supplier.

Would you like to check those figures again. I think you'll find they are not accurate.

Good try. But I can see that you can afford more than that.

How it works

A direct response to an objection can be a shock that the other person will accept.

Exposure of a trick puts the other person on the defensive and may well make them want to compensate you for their deception.

See also

Confusion principle, Contrast principle

Sales Books

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