How we change what others think, feel, believe and do

Objection Writing

Disciplines > Sales > Objection-handling > Objection Writing

Technique

When they object, tip the bucket to get all remaining objections, writing these down as you go on a clean page of paper.

Then show it to the other person and verify that if you address these, then there are no reasons for them not to buy.

Then, as you handle each one, cross it out. You can ask the person before this ('So, we have addressed this. Can I cross this out now?'

A variant of this is to summarize the objections into one word or a short phrase. Thus you write down 'price', 'size' and so on. This allows you to reframe slightly what they are saying.

How it works

Writing things down is useful for a visual thinker. It also moved the problem onto the external, objective sheet of paper (from their subjective thinking). And then it allows you to cross it out. The act of crossing it out causes closure, on eliminating the objection.

Objection Writing

Technique

How it works

See also