Episode 1088: Most objections come from this one place
It’s a sad fact that most objections come from one place, your own explanation. Talking through your offering can create doubts that weren’t there before.
Your explanation can be the problem
When you’re explaining your product or service, it’s easy to accidentally introduce complexity and unknowns the buyer didn’t even have before you started talking. You weren’t trying to create doubt, but the way something is explained can do exactly that.
Objections don’t necessarily mean you’re going to lose the deal. It’s a risk, not a guarantee of failure, because an objection is really just a question. It’s more information someone needs before they feel ready to buy from you.
Find where your own words create uncertainty
The same exercise from before applies here too. Use Claude, ChatGPT, or whichever AI tool you prefer, to think through every possible objection someone could have about buying from you. Try to answer each one properly.
Then look specifically at your own explanation of your offering and ask where uncertainty is creeping in. Which parts, if said differently or left out entirely, would remove doubt rather than create it.
Bake objection handling into the message itself
The best sales messages have objection handling built into them naturally. Not as a defensive add-on after someone raises a concern, but as part of how the offer is explained in the first place. That way you’re already answering the right questions and hitting the right notes before anyone has to ask.
Where in your current explanation of your offering do you think you might be creating doubt rather than removing it?
Take Action
Read through your current sales pitch, website copy, or proposal template line by line. For each section, ask whether it removes uncertainty or introduces it. Rewrite any line that raises a question you haven’t already answered elsewhere in the same explanation.
See Also
- 99+ ways to simplify a complex offering
- What To Say To Sell™
- Objection Suggestion
- Objection Connection
- Objection Concession
