Like all closing techniques all you are trying to do is help the customer clarify their thinking and make a yes/ no decision to get them off the fence.
So the false objection is throwing in a false negative every now and then to probe. So you may ask two open ended questions then throw in a false negative.
As example
‘Why are you looking at cars?’
‘What’s important to you in a car?’
Try this
After listening we may have a sense that they are just browsing. Then try
‘But you’re not looking to buy a car today?’
You might very quickly qualify the person is a tire kicker and be better spending your time elsewhere.
‘you probably don’t want a red jumper right’?
Fear of loss, hope of gain
All people have two great motivators. Fear of loss and hope of gain. You can sell on the perceived benefit of your product, or you can sell off the perceived fear of not having your product. As an example, when selling a cardiovascular stress test, or a heart check-up:
If you try to sell on the benefits, you’ll paint yourself into a corner. There’s really only the assurance knowing you are healthy or not.
If you sell the same heart test on fear of loss
Now you have an arsenal
‘You could die’
‘Do you have insurance’
‘What will happen to your kids’
If you don’t put in the retaining wall it could collapse and take weeks to dig out
