Sep
25
How to Use Sleight of Mouth To “Ninja Kill” a Price Objection
Filed Under Copywriting Secrets, Sleight Of Mouth | Leave a Comment
Let’s get things straight:
If you present well, and demonstrate such a high value then price should not come. But sometimes…people get to the end and they say, I just think it’s too expensive.
So, we’ll go back to our handy friend Sleight of Mouth and silently kill the objection.
Here’s how.
You’re customer says “The house is too expensive”
You pace (never tell people they are wrong, you’ll snap rapport and lose the power of influence).
“You’re right, this house has a lot of value”. – This is a simple redefine of expensive means high value.
“The additional monthly cost to your mortgage is $127. Which is almost the price of a Starbucks coffee each day” – this is a change of frame size where they can see the costs each day are less.
“What’s more important to you, saving the price of a Starbucks latte each day or having a home with the backyard overlooking the ocean and mountains like you’ve always wanted” – this is a hierarchy of criteria and I assume ocean and mountains is an important criteria.
When you use Sleight of Mouth it can take 1 pattern or 3, never usually more than 4. The more you stack the more the objection disappears.
It works like magic and will lubricate social friction for the rest of your life. If you’d like to get good at it, real fast then you should read about my Sleight of Mouth course here.
