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 Tip the bucket

 

Disciplines > Sales >  Objection-handling > Tip the bucket

Technique | How it works | See also

 

Technique

'Tipping the bucket' is a simple, but perhaps counter-intuitive thing to do when the other person objects.

What you do is to ask for more objections. In fact you ask for all the objections you can get, thus 'tipping the bucket' of objections that they have been thinking about.

The advantage of this is that you now know all the reasons they have for not buying and can decide what to do about them.

Examples

Are there any other reasons why you are not yet ready?

What else is stopping you from buying today?

It sounds like you have several problems here. What else is on your mind?

How it works

Tipping the bucket not only gives you the advantage of knowing their reasons not to buy, it also shows that you are interested in them personally and want to solve the problems that they have.

This builds trust and may enable you to reframe the situation as joint-problem-solving rather than you trying to sell and them fending you off with objections.

See also

Trust principle, Exchange principle

Sales Books

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