Nick Fisher argues weak sales reps answer every objection, keeping prospects in control. Good ones get agreement on a high-level concept first, then reframe objections as questions of certainty using prepared responses to shift power back to the salesperson.
10 reframes
The biggest thing that I always think about, and I realize this very early on, good salespeople, or even like mid salespeople, the mistake that they make is they try and handle every single objection that's being thrown at them. And the issue with that is the prospect is going to know the objections. They're going to give you better than you know. So now you're always chasing like you're in their world. And so they can do whatever they want, they can manipulate it, they can change however they want. But if you get them to agree to a concept and put them into your world now, you're in control. So, for example, like, people always see the one where it's like, that makes sense, because what you're seeking is like certainty, right? Like, you actually get the result. You'll do this, you'll do that. Now, it does not matter what objection they gave me, if I say that now, the objection is now a lack of certainty. So I just converted it, and Now I have 10 reframes lined up for certainty. So now they're in my world, they have fucking zero. So I'm going to win every single time.
