Think of the last time you bought something, where you had to kind of go back and forth, in your own mind, before you decided to make a purchase.
What you were doing was wrestling with your own objections.
Rarely do we see something, and decide with 100% congruence that we want it. Even when standing in line at a fast food place, even if a large percentage of “us” wants that burger, there’s still part of us thinking:
“Hmm…maybe I oughta get that pastrami sandwich instead…”
The bigger the decision, the more we’ve got to “think about it.”
This is one of the main reasons that advertisers know that they need to get their ad in front of people a bunch of times before people feel comfortable buying whatever product they’re selling.
But once you overcome your own internal resistance, and you accept your decision, it usually feels pretty good.
When you’re biting into that delicious burger, all thoughts of that pastrami sandwich are long gone.
This always used to amaze me back when I sold cars. People would put up MASSIVE resistance for HOURS, haggling over every single cent involved with every single feature.
To say this was confrontational would be a understatement.
But once they made a decision? It was like some magical light switch went off in their heads.
Once they decided to buy the car, for their own reasons, all their objections vanished, and all that were left were the benefits they were suddenly expecting.
And these were some of the happiest people I’d ever seen. They’d gone from angry adults acting as if I was trying to pick pocket them to happy kids that suddenly and unexpectedly got the best X-mas present ever.
This is what happens when we overcome our objections. No matter what you’re trying to achieve, or help your friends, customers, family, whoever, achieve, there’s gonna be objections.
But once these objections are gone, the transformation is amazing.
All the negatives have been taken care of, and all that’s left are the positives.
Luckily, there’s a set of language patterns that can help you overcome objections in yourself, and in others.
They are designed to be used covertly and respectfully, so when they do finally overcome their objections, it will be for their on reasons, not yours.
Even if you’re never planning on selling anything, these are wonderful as just understanding their structure will give you a much, much richer interpretation of “reality” that is going on “out there.”
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