“How To Reframe Your Client’s Objections"

5 AM Pacific Time
September 25th, 2006
Cardiff By The Sea, California
70 Degrees

To: By Referral Only Members
From: Joe Stumpf
Regards: Tele-Class “The Art of Asking"
Subject: “How To Reframe Your Client’s Objections"
When: Wednesday September 27th
Time: 10:30 AM Pacific Time

Good Morning,

I am really excited about presenting my newest material on ‘Reframing Your Client Objections’.

Please find time to join me on Wednesday morning at 10:30 for a 45-minute training. I will give you 10 new dialogues to deal with the two biggest objections you are now hearing, "Will you cut your fee's?” and “I will wait until the market improves before I buy or sell."

The new dialogues are based on the ‘My Magic Words’ technology. So, if you’re a By Referral Only member, you know what phone number to call at exactly 10:30am. During the call, I will tell you exactly where to get a copy of all my new scripts.

Here is an example of a reframing script:

“This is not the right time to buy a home or sell a home.”

Reframing Script:

“Well Mr. and Mrs. Prospect, in a way, it’s more accurate to say that only the people who are clearly focused on what they want to do next should be selling or buying a home in today’s market?”

“What specifically did you want to get accomplished by selling or buying right now?”

*******

What a great reframing question does is dissolves the client objection, much like the wicked witch of the east dissolved when Dorothy threw water on her.

As a skilled consultant and negotiator, sooner or later you want to learn how to dissolve client objections and this upcoming teleclass can be the beginning of a new way of communication in today’s much more sophisticated market place.

So make plans to be there.

Comments

[Marc]

GREAT CALL! With the changing market it is useful to be reminded how to handle the objections we heard 10 year age. Well said, good stuff I'm glad we took advantage of the call.....Marc & Terri
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