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