Now let's review what we covered in this series, you learn seven techniques, I'm going to review them right now with you. The first one in order to shift again, a customer off a certain track to get them on a different mental track is to use the phrase, the issue isn't a x, it's this y. The issue is in costs, the issue is return on investment. So again, shifting them. Then we also talked about by asking a question, at the end of the this issue is an X, it's weather Why? And then you ask a question to push him further down that track again, what you want to do is to really get the customer down that mental track and away from their original track.

Next, lean into the objection. Yes, lean into the objection, I agree with whatever resistance you just got, and I would add and then you shift, see how that works. Also, remember, you can combine these you can play with these scripts combined. I agree and the issue Isn't I agree that the cost of training is expensive. That said, the issue isn't the cost. It's really about how many deals are you losing every month, see the shift, combine them.

And by the way, right now, if you're hearing this for the first time, these scripts put together these knees way, this way, it may sound difficult to implement. But after a while, when you start saying it, it really becomes very easy to use. And don't be surprised how naturally comes out of your mouth after a while. So all it takes is a little bit of practice. Also, I almost agree, remember, I almost agree with x, whatever the resistance is. Now the almost agree remember creates drama creates curiosity, like what don't you all agree with?

Well, what don't you agree with? Right? The customer is now it's almost like a pattern interrupt. The customer is going to listen more intently to what you agree with and more specifically, what you don't agree with. And also remember, sometimes there's not one objection, there's multiple objections. So Again, you could use this strategy, agree with a couple of objections, right?

I agree. Without objection, I agree with that objection. And then the issue is it and then again, you shift them over to the one you disagree on. Last but not least, watch your butts. Again, if you use it the wrong way, it'll create resistance. But if you use it to act as a delete button, to get rid of what came before, or more importantly, to deliver bad news, this can be an effective way to communicate with your salespeople or your customers.

And that is it. You've made it through the course. This is Victor Antonio, always reminding you selling ain't hard, when you know how to talk when you know how to shift a customer and when you understand the buying mindset, and then you can nudge them in that direction. Thank you. Take care.