Lecture Notes: Objection Prevention in Sales

Introduction

• Topic: Preventing common objections in sales, specifically the "I need to talk with my spouse" objection.
• Objective: Learn techniques to reduce the frequency of this objection and increase sales.
• Method: Objection prevention rather than handling objections.

Objection Prevention

• Focus: Top 1% salespeople focus on preventing objections rather than constantly having rebuttals.
• Goal: Reduce the spouse objection by 50 to 70% to increase sales.

Pre-Framing Technique

• NEQ Pre-Framing: Ask key questions early in the sales conversation (25-50% in) to pre-frame the conversation.
• Example Questions:
  • "How does your spouse feel about [desired end result]?"
  • Connect the question to the prospect’s emotional reasons for buying.
• Importance of Emotion: Use words like "feel" instead of "think" to keep prospects in the emotional decision-making mode.
• Behavioral Science: Buying decisions are driven by emotions rather than logic.

Industry-Specific Examples

• Fitness & Weight Loss:
  • Understand specific goals (e.g., lose 105 pounds).
  • Ask how the spouse feels about achieving this goal for an important life event (e.g., walking a daughter down the aisle).
• Life Insurance:
  • Coverage to prevent spouse from financial hardship.
  • Use emotional framing for buying life insurance.
• Home Improvement:
  • Examples like modernizing cabinets for social comfort.
  • Pre-frame the prospect’s spouse as supportive of home updates.
• Dental Implants:
  • Address issues like pain or confidence.
  • Frame questions about how a spouse would feel about resolving these issues.

Handling Objections

• If prospect expresses uncertainty about spouse’s opinion:
  • Ask: "Does she want you to [avoid negative consequence]?"
  • Aim to confirm the spouse’s support implicitly.

NPQ Identity Frame

• Encourage prospects to reflect on the importance of solving their problems now.
• Use conversational tone and concern to highlight urgency and potential regret if action is not taken.
• Include the spouse in discussions of future outcomes.

Conclusion

• Outcome: Pre-framing helps prevent objections, leading to smoother sales processes.
• Call to Action: For advanced training, text "NEPQ" to 602-962-4271 for more information on neuro emotional persuasion questions.

Tips for Salespeople

• Tonality: Learn advanced tonality for better delivery and understanding in conversations.
• Sharing Knowledge: Caution against sharing these techniques with competitors.

Final Thoughts

• Pre-framing and objection prevention are powerful tools to increase closing ratios.
• Continuous learning and training are essential for mastering these skills.