How to handle the “I don’t do X” objection
It’s quite simple, you can either agree and amplify or use the “will you” rebuttal
Example:
Prospect: We don’t buy after the first demo
Chad A: I understand, but we don’t follow up after giving a presentation. So what should we do?
It’s quite simple, you can either agree and amplify or use the “will you” rebuttal
Example:
Prospect: We don’t buy after the first demo
Chad A: I understand, but we don’t follow up after giving a presentation. So what should we do?
Chad B: Really? How come?
Prospect: It’s a rule we’ve had for 10 years
Chad B: I see. So you don’t buy after the first demo, but will you in order to get access to our platform?
Prospect: It’s a rule we’ve had for 10 years
Chad B: I see. So you don’t buy after the first demo, but will you in order to get access to our platform?
The magic behind why they work
Chad A uses more direct Frame control by leveling the playing field and matching the prospect. “Oh you don’t buy after first demo? well i don’t follow after first. We’re at a standstill now. Your move clown.”
Chad A uses more direct Frame control by leveling the playing field and matching the prospect. “Oh you don’t buy after first demo? well i don’t follow after first. We’re at a standstill now. Your move clown.”
Chad B commoditizes the objection by basically saying “ok you DONT do this but WOULD you?” meaning would the prospect make an exception? it’s a more gentle approach and can be followed up with questions to get to the root of the concern.
• • •
Missing some Tweet in this thread? You can try to
force a refresh
