From the course: Overcome Any Sales Objection Using Reframing
Join today to access over 24,900 courses taught by industry experts.
The trust objection
From the course: Overcome Any Sales Objection Using Reframing
The trust objection
- The final objection worth noting when looking at reframing is the trust objection. I don't discuss this one often because it's a rare objection, but it does come up from time to time. This is far more common with new business clients who've never dealt with you before. They haven't engaged with you or bought anything from you, so how do they know that they can trust you? How do they know that you'll do a good job? How do they know that you'll do the job at all? If you charge upfront payments, how do they know that you won't just disappear with their money? Are you as credible as you say that you are? These are all concerns new buyers have. Especially if you sell something with a big price tag or something tangible like consultancy or design. So how can we handle that? How can we move a mental anchor with the bias on not trusting you? Well, we can use a few of the techniques mentioned in the last chapter, but not all…
Download courses and learn on the go
Watch courses on your mobile device without an internet connection. Download courses using your iOS or Android LinkedIn Learning app.