Looping Objections
Reframing To Gain Trust and Addressing the Core Issue(s)
Whenever you are dealing with an individual, whether it's Sales or even dating, you will be confronted with surface-level issues, but these are usually a smokescreen for understanding the core contention.
So what happens is tricky. Either you appreciate the response at face value, which is the wrong thing to do, or what you are going to do is called “Looping”. This is your way of challenging the objection without making the person go into a defensive mode, to gain extra information, or push towards closing if there is actual alignment.
The latter involves first acknowledging the objection, then isolating it, and finally looping back to the Three Tens: certainty in the product, you, and the company.
In Dating, that would:
Certainty in the experience with you => “Am I enjoying myself with him?”
Certainty in Your Character & Stability => “Is he real?”
Certainty in Your World & Structure => “Has he got his shit together?”
Holding everything else equal, she looks for something serious, and she is not there just for fun.
Guys will either:
Focus on chemistry (product) but ignore character and stability (You) or structural life positioning (company).
Or
