Every industry · PDF

The Objection Reversal Method™

The Complete Training

You don't overcome an objection. You reverse it.

Five moves, three laws, eight traps, and the twenty lessons - with all two hundred questions - in one step-by-step training.

How the training is built

• Part One · The Foundation

  What an objection actually is, and the Three Laws that govern every exchange: the Pattern Law, the Rapport Law, and the Tone Law. Nothing else in the book works without them, which is why they come first.

• Part Two · The Five Moves

  Disarm, Clarify, Expose, Reframe, Advance - one chapter per move, with the words to use, the mistakes that break each move, and a drill to make it automatic.

• Part Three · The Eight Traps

  The eight ways good salespeople lose winnable conversations. You will recognize yourself in at least three of them. Everyone does.

• Part Four · The Working Library

  Twenty objection lessons. Each one gives you what the objection sounds like, what is actually underneath it, the ten questions that reverse it, the trap specific to it, and a drill. Two hundred questions in all.

• Part Five · Putting It to Work

  Two full example conversations played move by move, a thirty-day training plan that takes you through the book step by step, and the checklists you use before, during, and after real calls.

What you get

• 74 pages, built as a training manual, not a book to skim
• The complete Five Moves, Three Laws, and Eight Traps
• Twenty lessons · two hundred reversal questions
• A thirty-day plan that tells you what to work on each day
• Before-call, during-call, and after-call checklists
• Yours to print for yourself or your team