Objections.pdf

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George Hutton
Objection Destruction
mindpersuasion.com
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Table of Contents
Introduction
Who Am I?
Get Motivated
Human Thought
Linguistic Structure of Objections
Dismantling Objections
Using Elegance
Delivery Methods
Preframing
Setting Up Comebacks
Putting It All Together
Conclusion
Appendix
Contact Info
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George Hutton
Objection Destruction
mindpersuasion.com
3
Introduction
First of all, I'd like to thank and congratulate you for buying this course.
You are about to learn some of the most powerful language patterns ever
created to help overcome objections and help customers, acquaintances and
family members get over internal difficulties that are keeping them from
taking action.
Where do they come from?
These patterns were originally designed for use in therapy.
How do they work?
A client would come in, for example, and say they would like to quit
smoking. The therapist would then use these patterns to examine all of the
"reasons" why they "can't" quit smoking.
One by one, the skilled therapist would carefully dismantle each reason why
the client thinks they need to smoke, as well as the reasons why they think
they can't quit. By the end of the session, the client is left with no reasons to
smoke, and no reasons not to quit.
They offer a unique way of looking at a certain objection from a variety of
different angles, until it finally collapses, never to be seen again.
As you can probably imagine, these can be used very powerfully in a sales
situation. Many salespeople struggle with coming up with answers to certain
objections.
But when you learn to overcome those objections with these patterns, your
customers will have every reason to buy your products, and no reasons not
to.
George Hutton
Objection Destruction
mindpersuasion.com
4
But how about in a sales page or emails? How do you even know which
objections your customers are thinking about? Where and how should you
put these patterns in your sales page for maximum results?
The good news is that there are plenty of ways to do just that. Once you get
the hang of it, you'll write sales pages and emails that will flow like water
right down a gentle slope, ending naturally with your buy button.
George Hutton
Objection Destruction
mindpersuasion.com
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Chapter One
Who Am I?
Before we get started, a little bit about me.
I'd been in sales a long time before I discovered hypnosis and NLP. Once I
started studying, I was fascinated. And when I started using some of the
patterns and techniques, and saw how they easily allowed me to close client
after client with very little effort, I was hooked.
I'll never forget the very first time I tried some of these patterns. I was selling
cars for Tustin Chevrolet, in California.
Now, buying cars is tough. Selling cars it tough. The industry average is about
a ten percent closing rate for cold customers walking onto the lot, and about
a fifty percent closing rate for customers who come back to the lot a second
time.
A lady came in looking for a used car. She seemed timid and nervous. I
figured right away she was going to be the kind of customer who needs to
"think about it." I figured I'd try some of these patterns out, as I had just
returned from a two week intensive seminar in NLP and hypnosis.
I showed her a car I thought she'd like. I ran some of these patterns. She
looked at me, and said, "OK, that sounds like a good idea. Let's go take care
of the paperwork," like she was deciding to buy a ten dollar shirt at Walmart.
I further solidified my belief in these patterns when I used some of them
covertly on my girlfriend. To say she responded favorably would be an
understatement. I won't go into details.
George Hutton
Objection Destruction
mindpersuasion.com

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