Everybody’s got ’em, no matter if you’re trying to get your wife of fifty years to try out a new restaurant or trying to sell somebody you just met a fifty thousand dollar car.
On top of that, nobody likes to be told what to do. So when they voice their objection, and you try to tell them why it’s not valid, or why they shouldn’t have it, or why your idea is better than theirs, you may be in trouble.
A good way around that is put your “reframe,” in the mouth of somebody else.
Works like this.
You say, “Let’s do X.”
They say, “But what about Y?”
You come back with, “Yes, but Z!”
Basically you’ve told them that their “Y” is not important, and your “Z” is better.
A better way would be to acknowledge (or even agree with) their “Y” and show how somebody else (not you) found that “Z” was actually better.
You: You should buy this car.
They: Yea, but it’s too expensive.
You: You know, I thought the same thing. But Mr. and Mrs. Smith found that after a year, it’s a lot cheaper than the competition.
You: You should buy my product.
They: But I already have one like it.
You: I know, it seems silly to own two things that do the same thing. The funny thing is that many of my customers already own the same one you do, as well as many others, and have found that my products is a perfect addition.