Obj Handling Framework: Step By Step Breakdown How I Overcome Any Objection

Question 1

This framework can be used for any objection a HO can bring up.

-Insurance
-Selling home
-Afraid of change
-I’m too old
-Wants to do research first
-Reviews
-Solar is a scam
-Holes in roof
-Doesn’t work for me
-No ROI
-Already sat down
-It costs too much
-How do you get paid?!
-Already seen info. Doesn’t work for me.
-I know everything about Solar.
-Technology isn’t there yet.
-Why don’t all my neighbors have it then?
-I’m military.

Answer 1

STEP BY STEP FRAMEWORK

1. How do you mean by (list their objection) …. just so that I can better understand?
2. Pick one of these three as your frame up for that particular door.
   Okay, so what I’m hearing is..
   Sounds to me like..
   I’m sensing that.. (repeat back what they just said)
3. Just so you’re aware (explain what’s changed about their objection)
4. Deflect to savings report.
5. Anyways, I’m getting ahead of myself … not sure you’re even eligible to see this info yet; where we we can answers those questions for you. First, I need to find out if we can even help you.
6. Funnel back into pitch and direct them where YOU want them to go next. You should have successfully overcame their objection at this point or calmed them down for the moment that we will answer their questions tomorrow.