From the course: The Persuasion Code, Part 3: The Neuroscience of Closing Sales
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Exploring sample objections and effective reframes
From the course: The Persuasion Code, Part 3: The Neuroscience of Closing Sales
Exploring sample objections and effective reframes
- Let's imagine I am trying to sell a new type of lithium batteries to Jay, a pilot. These batteries are much lighter than the current ones he's using. They provide a stronger starting current and they allow for more sophisticated ways of managing the electrical systems. However, these batteries are significantly more expensive than lead acid batteries. So let's see how I would try to close Jay and answer his objection. So Jay, today we discussed how our batteries can help you start lighter, start faster, and start smarter. And that's the repetition of my claims. So Jay, today, what do you think? - I understand the benefits but this is more money than I want to spend. - And that is the objection. Indeed, our prices are higher than other technologies. But Jay, can I share a story with you? A few months ago, I had to buy a new car and I didn't know much about electric cars but I was curious about the benefits of…
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