Wow lot’s of responses to yesterday’s “Training is too expensive” – mostly wanting to know where I was coming from, why must there always be a comparison when an adjective is used, etc etc. I’ll let the english teachers of the world speak from a grammar perspective, I’ll share the communication tool perspective. 25 years ago I learned this from Tony Robbins and it has helped me ever since; it’s called the “precision model” and this part applies directly to your business and you might also find it useful in other areas of your life. There are 5 parts to this, here’s the first 1.
When a person uses phrase like; “too much”, too many, too expensive” the correct response is always “compared to what”
So a prospect might say “the ___ too expensive” and you ask “compared to what”?
Now you don’t go here unless you’re doing so with a loving tone and you’re educating the person;
Are they comparing your product or service to ther similar products or services? OR are they comparing it to doing nothing?
Example: Are they comparing your skin cream to botox? to cosmetic surgery? OR to doing nothing, looking older than their peers and getting “downsized” earlier in favor of a younger model?
In order for you to properly address their concern you MUST first determine what they’re using as a comparison and when doing so, you and I must operate from a loving space, with a loving tone and because you sincerely care about the person enough to bust through their fluffy language and fear.
Bottomline; Anytime someone uses the phrases; too many, too much, too expensive you want to discover what they’re comparing it to in order for you to have a meaningful communication.
Live With Intention,
Dr Bill