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Objection Renaming

 

Disciplines > Sales >  Objection-handling > Objection Renaming

Technique | How it works | See also

 

Technique

A simple approach to handling objections is to change something in what you are presenting. Some examples are given below, but you can think of more, of course.

Objections have names. It may be price, worry or something even more specific. Turn price into cost of ownership. Turn worry into reasonable concern.

Words have very individual meaning, which means that changing 'heavy' into 'weighty' or 'strong' into 'powerful' can change the meaning of a whole sentence.

Renaming the objection changes it. Or should I say 'putting the problem into new words creates a whole new world.'   

Examples

You say you are worried and I can see you are concerned and that tells me you are interested in good quality products.

When you consider about how long it takes, you may also think about the free time it will give you.

You said you would talk to your partners. Could you think instead of discussing it with him?

How it works

Words are 'little packets of meaning' and can have complex schema associated with them, as the deeper aspects of linguistics show. Changing just a word changes the meaning of what is being discussed, looking at it in a different light.

See also

Objection Reframing, Framing principle

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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 |

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