Do you use rebuttals to change minds?

Wonderboy

If so, how do you avoid conflict with the idea of consumer choice?

Houston

If the consumer is working from innacurate information I would rebutt that information and I don't think that would conflict with the idea of consumer choice. Would you?

Thomas

Why would it be a conflict?

Wonderboy

Thomas,

When you're trying to change someone's mind with a rebuttal(s), you're in effect arguing with that person and as the saying goes, when you argue with a prospect, you lose.

A far better strategy is to build the sales concept into your presentation and use it before the customer gets to a decision, otherwise you're hanging yourself out on a limb (one of the big reasons for a return with products that carry a moneyback guarantee).

AZBroker

IMO, this is the proper way to deal with common questions and concerns.

If the prospect has taken a stand on an issue you'll want to be very selective in your rebuttal. You don't want to get into an argument or spitting contest.

job ready strategist

Great Friday to all,

Language is so powerful that it could move mountains (metaphorically speaking).
As sales(persons) we must be mindful of the non-verbal and verbal language we think or speak. For instance, in this Q&A alone, I saw the words, rebuttal, argument, spitting contest, lose and conflict, all negative connotations. As (sales)persons, we must make a mental and physical effort to use positive words/expressions such as; let’s agree to disagree, I can appreciate your way of thinking, may I recommend/suggest. What are some other words/phrases you can share between salesperson and customer that are positive and leaves the door open to conclude in a sale if not today than tomorrow? It’s all about mental choice.

toolguy_35

define rebuttal for me please, because I guess my opinion of what a rebuttal is, is different than what everyone else thinks.

Pat

Wonderboy

This comes from the online dictionary:

"to contradict or oppose by formal legal argument, plea, or countervailing proof"

The main idea in rebutting is to change someone's mind. But you're disrespecting consumer choice when you're doing that. And besides, whatever your intention, you're often regarded as looking out for your own benefit rather than the prospect's when you're in that situation which is why I've made my suggestion earlier.

Calvin

When do you believe a rebuttal is not disrespecting consumer choice and when do you believe a rebuttal is the right thing to do?

Wonderboy

When you give all the relevant information in your presentation to the prospect, there's nothing more. This is the essence of the consumer always being right.