Newt Gingrich's Persuasive Technique for Handling Objections
Newt Gingrich has an act for taking objections and flipping them into winners. Just this week he displayed his persuasive ability to take challenges designed to drop him in his tracks & articulate his response in a manner that "turned the tables" and propelled him forward with increased momentum.
Newt has been successful in
"reframing" questions in such a way that he is able to position the challenger, the "elite media", as the issue. While this technique has served Newt well, there is a
better method for sales people.
You see, Newt's technique persuades the audience at the expense of the one making the challenge or objection. However,
salespeople have a tougher job. We have to
handle objections without offending the one delivering the objection.
The key for salespeople is to "
confess your weakness" before anyone has the chance. Primary objections are easy to anticipate - and as such, should be addressed by you before the prospect catches you "with your hand in the cookie jar".
When someone, unsolicited, confesses a weakness, we tend to think of that person as having a high level of integrity. When we are the one that tables the weakness, we are better positioned to recast it as potential strength.
Read the
3 Pillars of Persuasionto learn more about creating trust.
