The Answers to Your Top 6 “Handling Sales Objections by Customers with NLP” Questions

by Lou

“You know what an objection really is? It is your client begging you to tell you more.” ~ Tom Hopkins

Many times my inbox gets flooded–especially after I send out a newsletter–with questions about why my subscribers’ websites or print ads aren’t selling. They often ask me to take a look.

People want to know why they aren’t making sales despite all the traffic they are getting.. They want to know what techniques and NLP language patterns to use. And they’re trying to figure out how to make more money without spending more money.

Chances are, you probably have these same types of questions. And you’ve probably even spent some time reading books, searching for relevant blogs, watching videos, and lurking on forums and around the internet, trying to get some answers and ideas that will work.

But the problem is, you keep getting conflicting answers, old answers, or just no answers, right?

For example, just pop onto any NLP or marketing forum and ask this question: How can I make more sales using NLP?


I guarantee that you’ll get conflicting advice.

Some people will tell you to just add presuppositions. Another group will advocate that you use embedded commands. And just to make it extra confusing, you might even get a few people telling you to that NLP doesn’t affect sales at all (obviously they’re wrong of course; using psychological motivators or triggers like NLP definitely increase sales).

So you’re left to sort through the wheat and the chaff.

If you’re new to using NLP in sales and advertising, it’s even more difficult because you don’t know who to trust. Because the truth is, there are plenty of know-it-alls who want you to think they know what they’re talking about – but they’re just as clueless as everyone else. And in some cases, these types of people are offering useless and sometimes downright dangerous advice.

That’s why I compiled this list of frequently asked questions. Think of it as an objections checklist.

I wanted to make sure you got the right advice from someone who’s successfully navigated the world of handling prospects’ objections for sales and anxieties about buying from you. Read on…

Q. What is the best way to get prospective customers to stop and read or listen to my sales copy?
A. One of the first things you need to do is make sure your copy is legible. This is where modeling in NLP comes in. Copy the style of successful ads and websites. Make sure your copy is legible, no light gray on a white background, no fancy difficult-to-read fonts. Use a black font that is easily readable on screen (like Verdana or Georgia) on a white or beige background. Don’t let your website designer tell you otherwise. For headlines and subheads you can pretty much use any font you like and any color, just make sure they are easy to read.

Q. Why won’t people buy from me?
A. There are plenty of reasons why someone who wants to buy from you…but won’t. Lack of money, lack of credibility, more perceived value on their money than the value you are offering, lack of proof, no recognized differences between your product and your cheaper competitors, and many more. Your job is to take objections you’ve had in the past, and come up with answers and methods to handle them.

Listen, there are two parts to a person wanting what you’re offering: one of the parts wants all the benefits your product offers. The other part is the self-defense mechanism. This is the one that is protecting the buyer from making a foolish mistake and getting ripped off.

So, you need to step into the Other Perceptual Position (i.e., walk in their shoes). When creating your ad, ask yourself, “What would stop someone from buying my product or service?” Brainstorm. Respond. Become a mind reader. This is what top copywriters do. They figure out (or are told) the objections and then THEY PUT THEM INTO THE COPY. No hiding anything.

Q. What’s the fastest way to get people to believe me when I say my product or service can help them reach their goals?
A. In a word: Proof. You need to prove your case. Use everything in your arsenal. Things like testimonials, before-after-photos, selling stories, video demonstrations and so many more. One common objection, especially with how-to information or self-help is that the prospect thinks, “Oh, sure, that will work for the other guy, but it won’t work for me.” So you need to show the prospective customers how they can accomplish their goals.

Another technique to unearth possible objections is to have an imaginary dialogue with your prospective customer. He or she is sitting across the table with you, they’re showing an interest in what you have to offer. Come up with the questions and objections they would have and get them down on paper.

Q. I’ve been trying to put NLP language patterns in my advertising, but I’m not seeing good results. What am I doing wrong?
A. The main problem I see when marketers do that is they are using too many language patterns at once. It throws the whole sales message off. This is especially prevalent in advertising and websites where the marketer isn’t a native speaker of English. Stacking NLP language patterns is fine, but you need to know the nuances of the English language so everything ties together and makes sense. Put the basics of your sales message in first, then add the NLP language patterns where they make sense.

Q. How can I intensify my sales message to motivate more prospects?

A: Show how their situation will get worse if they don’t buy what you’re offering. State the consequences of not acting now. Why is NOT buying this product a BAD idea? Use a ‘PAIN BENEFIT’: “Without my (product or service), my prospect doesn’t have/get…can’t…”Also can include the consequences of doing it WRONG, going to a COMPETITOR, or going it ALONE.

Q. Any recommendations and resources for using NLP and other psychological triggers to increase my sales?

A: Oh, I’m glad you asked. There are plenty of ways and means to help you increase your sales. Just on this website we have NLP Digital Products that allow you to use language patterns to motivate others. We also have “Special Reports” that focus on more specific needs (such as restaurant menus, app descriptions, creating sponsored content and plenty more).

The good news is once you overcome prospective customers’ objections, they “own” your product or service. Your next step is to ask for the sale, and make it easy for them to buy.

To wrap this post up…

At last, you finally know the TRUTH about objections, NLP and persuasive language. And that means that you can now create ads, videos, and presentations more confidently, because you’re armed with the knowledge you need to succeed.

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