NLP Tip - Eliminate Objections Before They Arise - Part Two publication date: Sep 29, 2007

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In Part One of this article you learned that people will dissociate themselves from any objection you state in a whiny
voice, because no-one wants to think of themselves as that whiny-voiced objector. Now we’ll move on to hiding your
whiny-voice inoculations against objections in a larger context.
When people come on my training courses, I recommend that they practice new techniques and approaches on a daily
basis, because practice is the foundation of a high level of skill. First, though, I say “When I tell people I want them to
practice, some of them say ‘Oh no, practicing is hard!’, but I know that all of you will recognise the benefit in building an
exquisite level of skill.”
1) Put the objection in the middle of a longer sentence, only whining on the ‘objectionable’ bit.

Some people say “It’s too expensive” , but I know you can appreciate what a valuable investment in your future this is.
More timid people say “I haven’t done that before”, but I know you have a passion for adventure. Some people
say “It’s not a good time right now” , but I know you can see just how important it is to get this done promptly.
Disorganised people often say “I’m too busy”, but I know you recognise the value of taking time for the important things.
There’s always someone who says “It’s too risky” , but I know you recognise you have to speculate to accumulate.

2) Brainstorm a list of the objections you get most frequently, then practice using whiny-voiced inoculation to eliminate
them.
Experience shows that you can actually be quite outrageous with this stuff, so find a friend to practice with until it
becomes natural for you. Then try it out in some bona fide influence situations. I use this technique most frequently in
business contexts. Some people say to me “I can’t believe you use this with business people”, but you’ll be stunned at
what you can do when you’re congruent.
NLP Tip – Summary

Whiny-voice inoculation is a great way to eliminate objections before the person even states them.

1) Put the objection in the middle of a longer sentence, only whining on the ‘objectionable’ bit.
2) Brainstorm a list of the objections you get most frequently, then practice using whiny-voiced inoculation to eliminate
them.

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