Overcoming Objections: How to Use Their Energy Against Them
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I see so many fundamentals of martial arts parallel the persuasion and influence arts. One of the basic fundamentals of aikido is using the opponent’s momentum and energy against them to throw them.
It is a violent metaphor; but hopefully you do not read this and start throwing your clients around. But one of the keys of persuasion is to be able to use the words, actions, and energy that your client gives you as a tool to persuade them.
One way to use your clients energy against them is to always be affirming their resistance.
One thing I see poor salespeople do all the time, is that they can tell when a prospect is resisting their message, they just continue with that message in hopes that their message will overcome the client or customers objection.
This strategy is as practical as giving your car a new paint job every time it gets dirty instead of getting a car wash.
The covert persuasion strategy is instead of ignoring the objection, affirm their resistance. In NLP this is called pacing. Before you overcome the objection you can say things like “that is a valid concern,” “I used to feel the same way, but because of-,” or “that is a really good question, lets address that-“
When you show that you understand them which gains rapport and you look like a professional. When you ignore the objection it looks like you are hiding something
Bonus tip: If you have an objection that you hear all the time, this is something you want to address early on in the presentation. A lot of my customer ask me if this car gets poor gas mileage because of it’s size, and that’s a valid concern in today’s economy, but because of XYZ feature that is a concern that you can let go of”
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