Objection Reframe

Disciplines > Sales > Objection-handling > Objection Reframe

Technique | How it works | See also

Technique

When they object, reframe their objection as something other than a 'no' so you can continue with your selling.

Reframing the objection as a misunderstanding (and take the blame for this yourself).

Reframing the objection by taking the subject and turning it around.

Reframe a small difference as being the critical difference.

Reframe 'required specific experience' to 'relevant experience'.

Examples

I can see that this is not making sense. Sorry - let me put it another way.

The cost may be high, but the cost of inaction may be higher.

Yes, blue is an unusual color. It will make you look really original.

How it works

Reframing uses what the other person has given you, which makes it more difficult for them to deny it.