Scarcity in handling objections

By Tibor Shanto
There are certain primal triggers that are almost universal in the western world.  Salespeople all know the old saying “people buy on emotion, and then rationalize it.”  True, and there are a number of other reactions humans have that are at a primal level.  When triggered, rather than fight it, again, they rationalize it as they act on it.  Scarcity is one powerful trigger, just think toilet paper and March 2020.  Scarcity in handling objections can be a powerful way to reframe and overcome. 
One such trigger is scarcity, people want things, but the fear of missing out is as powerful as greed.  If you can highlight something they may be missing out on or something that is unattainable to them, and you’ll get a reaction.  This is why “limited” as a concept works in so many ways. 
When someone objects, don’t fall into the trap of responding in a