#reframe tool

New Post has been published on http://salestechniquestraining.com/reframe-tool-handle-objections-sales/

Reframe Tool To Handle Objections In Sales

A reframe is a linguistic tool that shifts your prospects perception from a liability or a problem to an opportunity. Anything can be delivered as a problem or as an opportunity.

  If your prospect has an experience which they don’t like, it’s not the experience but the response to it that they don’t like. The response itself is not based on what is going on in the experience – it is based on the meaning that the person applies to the experience. If you change what an experience means to a person you’ll change their response to it.

  Just as we can change our response to a work of art by placing it in a different frame, we can change our response to an experience by placing that experience in a different frame – effectively reframing that experience.

  As you reframe you will shift their experience from a problem to an opportunity so they go from an energetic stop to being inspired.

  Object handling through re-frame

Reframe: A linguistic technique that causes your prospect to consider a different perspective then what they have. When they consider a different perspective, their experience of that topic will change. The person changes their perspective or reframes their view on something.

  Example:  Prospect – “Thanks we already have a someone who provides that service, we don’t need any more people.”

  Objection: They have no need.

  Possible Reframe:  Salesperson – “Ok, that’s great that you already have a solution. Many times I am asked to be a backup solution to their current existing one, to help when their current solution becomes overwhelming. Often I find out that I far exceed their current solution. So I can already be another great resource for you.”

  Possible Reframe:  Salesperson – “Yes that’s great. It’s times like this when most of my clients choose to have a short meeting with me. It’s much easier for you to find a resource that can add your existing solution now, then when you are in drastic need for on, wouldn’t it?”