🚨 The CPR Framework for Slaughtering Objections 🚨
This is straight from my Chad Salesman course (coming soon)
Here it is + a thread explaining it more in detail:
This is straight from my Chad Salesman course (coming soon)
Here it is + a thread explaining it more in detail:
C-larify
Most people never say what they mean the first time.
Read that again ^
So you start off by playing dumb and getting clarification on what they mean
You may have to Clarify a couple times before getting the real objection.
Then you can move on to the next stage 👇🏼
Most people never say what they mean the first time.
Read that again ^
So you start off by playing dumb and getting clarification on what they mean
You may have to Clarify a couple times before getting the real objection.
Then you can move on to the next stage 👇🏼
P-ullback
Go for the No & inspire them to chase
You’re aiming for either:
1) They soften up their position and are primed for a Reframe
Bonus: They clarify the objection even further
or
2) They agree & you don’t waste anymore time with a prospect who won’t close.
Win Win.
Go for the No & inspire them to chase
You’re aiming for either:
1) They soften up their position and are primed for a Reframe
Bonus: They clarify the objection even further
or
2) They agree & you don’t waste anymore time with a prospect who won’t close.
Win Win.
Another example of a Pullback:
“I’m getting mixed signals here John. You said you wanted to fix the [problem] that’s costing you guys $25k/mo but now it looks like you’re not interested at all. What happened?”
“I’m getting mixed signals here John. You said you wanted to fix the [problem] that’s costing you guys $25k/mo but now it looks like you’re not interested at all. What happened?”
R-eframe
Frames are perspectives.
Reframe = Change the perspective
Just a few options:
Frame 1: Your price is too high for them
Frame 2: They can’t afford NOT to work with us
Frame 3: He knows he needs us but just needs a discount to appease his ego & senior leadership
Frames are perspectives.
Reframe = Change the perspective
Just a few options:
Frame 1: Your price is too high for them
Frame 2: They can’t afford NOT to work with us
Frame 3: He knows he needs us but just needs a discount to appease his ego & senior leadership
Choose whatever Reframe you want and plow forward.
You can also combine Frames:
“John I don’t think you can afford NOT to do this. Our cost is $10k your problem is $25k. It’s a no brainer, unless someone is pushing you to get a discount”
He has two options:
You can also combine Frames:
“John I don’t think you can afford NOT to do this. Our cost is $10k your problem is $25k. It’s a no brainer, unless someone is pushing you to get a discount”
He has two options:
1) Admit someone is pushing him which makes him look weak (and you can toss him a bone to close)
2) Say “nobody is” and make him feel cheap/slightly embarassed for asking. Not all prospects feel shame, many do.
Then lock it in:
2) Say “nobody is” and make him feel cheap/slightly embarassed for asking. Not all prospects feel shame, many do.
Then lock it in:
“John if I go to bat for you and get you 10% off, you promise to get me a signed agreement by EOW?”
If he says anything other than “Yes”, repeat the CPR framework
If he says anything other than “Yes”, repeat the CPR framework
You can essentially repeat this process over and over again until you work through the objection with them and they close
OR
until you get a solid No
Pro tip: You can repeat mainly the C and R portions, you don’t want to Pullback too much
OR
until you get a solid No
Pro tip: You can repeat mainly the C and R portions, you don’t want to Pullback too much
• • •
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