Now, let's continue with the last video. Now I want to do is what I want to do is not only switch him off the track, I want to push him further down that mental track. So you can switch somebody off to another track, in other words, another thought track. But by pushing them further down that thought track, they forget the original track. Let me show you what I mean. You're going to use the same formula, the issue isn't but this time, what you're going to do is you're going to ask a question in the direction that you want to take them in.

Let me say that again. Originally, we said let's just shift them right. The issue isn't price. It's really return on investment. Now what we want to do is ask the question further push them down that track. Let's go through some examples.

Again, objections is cost of training. The issue isn't the cost of training. It's how much is poor performance costing you? How many deals are you losing per salesperson per month, that you should have won now analyze that statement quick, quickly. The issue isn't cost of training on this track. It's more about the cost of poor performance.

Now I want to push them further down that track by asking them a question. See, now they're no longer thinking about the cost of training. They're trying to figure out how to answer my question. How many deals are you losing, per salesperson per month that you should have won? Okay, how many deals are you losing? Get the idea of pushing them down the track further.

Let's do another example. I want to make sure you got this. Again, back to the objection, happy with my current supplier or vendor. Again, the issue isn't how happy you are with your current vendor. It's whether or not you're getting the best product or price rather as service. Now, then you say something like this.

When was the last time you compared price with another vendor? Again, I'm getting up to think about pricing with another vendor, am I getting the value I deserve? One more example. Now how about this one Again, too much effort to change. Let's go through it. The issue isn't that we're going to push them down the track with a question here it is the issue isn't the effort required to change?

It's what will happen if you don't? How many customers? Or how much business? do you estimate you've lost because you didn't offer this particular option. Now, again, I haven't focused on how much business they've lost, because they didn't have a specific option, because they refuse to change. You see what's happening.

It's a gentle nudge. So get them off one track, push them onto another one, and then just push them further down that track that mental track with a simple question. Guess what, it's your turn again. Now, here's the formula. Again, the issue isn't state the objection. You can use the statement from the last video if you went through the exercise.

And again, what question would you ask? That's in the same direction that you're shifting them in? What question would you ask to push them farther down that Mental track. do that before you go to the next video.