8 Steps to Dissolve Objections!
Everyone asks what to say to this or that objection... that's where Reframing comes in. And when done right, it turns objections into closed deals without feeling like you're pushing at all. Your prospects will literally talk themselves into buying, using their own words and their own logic, while you just guide the conversation. They'll walk away feeling like they made the smartest decision of their life, not like they got sold. This is how you close more deals while building genuine trust instead of burning it. It works by using THEIR words, logic, and identity to help them make the decision... ...rather than disagreeing with them. Here's the eight-step framework: Step 1: Introduce a parallel scenario. Ask about a relatable situation that mirrors the emotional structure of their current decision, but feels safer to discuss. "Have you ever hired a bad mechanic and had to find a new one?" Step 2: Ask what they did in that situation. Let them surface their own decision-making wisdom. Step 3: Ask how it turned out. They connect wise action with positive outcomes in their own words. Step 4: Challenge the other option. "Why didn't you just give up after that?" They reaffirm their pattern of strength. Step 5: Label the identity. "So you're someone who doesn't let one bad experience stop you. Fair to say?" They almost always say yes. Step 6: Draw the parallel. "This is the same kind of situation. You already have this in you." Step 7: Offer the two identities. "Are you the kind of person who avoids hard decisions to stay comfortable, or makes them even when uncomfortable?" Step 8: Ask what that version would do. "If that version of you were making this decision right now, what would they do?" You're not selling a product or handling objections. You're reminding them who they already are and showing them how that identity plays out here. When they say yes, it's because they see clearly, not because you pressured them.