🧩 handle objections

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Automate outreach from job ads

Every job ad hides buying intent. The problem? Capturing, enriching, and reaching those leads fast enough.

This workflow template shows you how to:

→ Detect hiring signals automatically

→ Push prospects straight into multichannel outreach

→ Mix Social Warming + LinkedIn + Email + Voice touchpoints without lifting a finger

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Free resource: 100 sales objections

Directly compare back with prospect needs

Rory Sadler breaks down an effective three-step play: praise the competitor, understand decision criteria, and provide customer stories to win 94% of your competitive deals:

Praise your competitors

➔ Start by elevating your competitors.

➔ Reduce tension and build credibility.

✔ Name their respective strengths and differentiators.

✔ Note why prospects choose them. Ask for examples.

✔ Avoid competitor bashing; it makes you look weak.

Extra examples:

➔ If a prospect names HubSpot, praise their strong marketing automation.

➔ If Salesforce comes up, mention ecosystem and enterprise-grade scale.

➔ If Gong is mentioned, highlight AI-driven systems and reporting strength.

Ask for decision criteria

💡 Get the decision criteria before you compare.

💡 Leverage priorities to guide your conversations.

➤ What are your must haves vs nice to haves?

➤ Do you have compliance, technical, or service requirements?

➤ What functionality is a priority for this use case?

💡 If they do not have a decision matrix, build one with them.

💡 Be honest about where you can and cannot meet the list.

Extra examples:

📌 If compliance is critical, ask whether SOC 2, ISO, or GDPR adherence is mandatory.

📌 If technical requirements matter, confirm different equipment integrations needed.

📌 If service matters, ask what level of onboarding or dedicated support they expect.

Bring many customer stories

❖ Bring third-party evidence into your process early.

❖ Shift credibility away from you towards outcomes.

↳ Show customers who switched from that competitor to you.

↳ Show customers who ran similar evaluations and picked you.

↳ Offer proactive customer introductions when appropriate.

Extra examples:

⇒ “Company A switched from Salesforce to us because they needed a faster implementation timeline documentation.”

⇒ “Company B ran a head-to-head trial with HubSpot and chose us because of our reporting flexibility.”

⇒ “Company C initially leaned toward Gong but moved to us after customer references revealed stronger adoption.”

Avoid defensive responses

🎤 Don’t rush into product feature arguments.

🎤 Focus on compatibility, not winning comparisons.

❌ Avoid excessive feature dumping.

❌ Avoid sounding defensive or dismissive.

🎤 Treat competition as evidence of evaluation

✔ Extra examples: Instead of saying, “We do X better than them,” reframe using:

“Based on what you said matters, we’ve seen customers achieve faster results with us.”

✔ If pressed to compare, pivot:

“Can I check first which areas really matter most before diving into the particulars?”

Quick checklist method

Keep this short when a competitor appears.

🔑 Ask for the prospect’s decision criteria first.

🔑 Compare only on the prospect’s priorities.

🔑 State gaps clearly; prospects expect trade-offs.

🔑 Use customer voices to close credibility gaps.

🔑 Flag the absence of any competitors to the buyer.

Extra examples:

💬 If buyers didn’t mention competitors, ask: “Who else are you currently looking at?”

💬 If they name one, ask: “What stood out about them so far?” to uncover priorities.

Destroy objections by changing frameworks

Jeremy Miner teaches how prospects don’t reject you because of logic - they reject you because of perspectives they’re in. Handle customer objections by navigating problems:

Go deeper into the consequences

❖ You don’t stop asking surface-level pain.

❖ You question further to uncover problems:

✅ Prospect: “Without energy, I’ll lose productivity.”

✅ You: “If productivity drops, what happens to your business?”

✅ Prospect: “It might potentially not survive.”

✅ You: “If it fails, what happens to your family?”

❖ Let your prospect see the impact of their decisions.

❖ That’s when urgency changes into strategic action.

The ADBQ consequence question

➤ Use a framing question to interrupt the objection:

"How can I communicate to you that you might be making a mistake without you getting upset with me?"

Why this works:

🎤 Your concerned tone signals you know something they don’t.

🎤 It plants business doubt and uncertainty in their current frame.

🎤 It lowers their guard and opens them to better perspective.

➤ Instead of pushing harder, you gently deframe them.

Following-up with consequences

Prospect: “We liked what you said, but now’s not a good time. We’ll get back to you later.”

You: “I understand. Can I ask you something though? How can I communicate to you that you might be making a mistake without upsetting you?”

✱ You follow-up with consequences:

💬 “What happens if you don’t solve this right now?”

💬 “How long will your boss tolerate missed results?”

💬 “How do people feel about the stress it creates?”

💬 “Why not act now instead of ending up like others?”

✱ Shift buyer frame from delay is safe → delay is dangerous.

Framing customer perspectives

• Consequence frame → What happens if they don’t change

• Spousal frame → Bring in how others close to them feel

• Identity frame → Contrast them using negative examples

⚠️ Pull them out of the “not now” mindset and into the “I need to act” frame.

⚠️ Before calling, identify 5–6 questions you can use when objections hit.

⚠️ Practice layering questions until you uncover the fear behind objections.

⚠️ Use a grounded, concerned tone for planting doubts - not aggression.

⚠️ Focus more on reframing how your potential cutomers are thinking.

Respond to objections before deals vanish

Kevin Dorsey points out how customers rarely mention to you the actual reason they won’t buy. Most sellers only focus on why people should buy, but ignore why they won’t:

The 8 Mile approach

📌 Mention every insult before your opponents could use them.

📌 Disarm objections before they’re even raised by customers.

Instead of: “Our tool improves productivity by 47%.”

Answer with:

↳ “You’re probably thinking, ‘Not another tool to learn.’ That’s fair. Here’s why adoption is easier than most - 90% of users are fully onboarded in under two weeks.”

Instead of: “We have 500 happy customers.”

Answer with:

↳ “You’ve probably been burned by a vendor before. Here’s how we handle support - dedicated success managers, 2-hour SLA, and quarterly reviews.”

Instead of: “Hoping they don’t mention price”

Answer with:

↳ “Yes, we’re more expensive. Companies still choose us because we cut implementation time by 40%, which saves them far more in year one.”

Section your methods

🔑 Identify objections before calling your prospects.

Write down every reason someone might say no.

🔑 Weave these into pitches, outbound, and discovery.

“Most leaders I speak with worry about adoption. How has rollout gone with other equipment you’ve brought in?”

🔑 Utilize your business case study to preempt doubts.

“A client told us they dreaded switching from spreadsheets - now they finish reporting in half the time.”

🔑 Call out the elephant in the room.

“You’re right, this is a big change. That’s why we assign an onboarding specialist who handles everything for you.”

Rewrite internal stories to keep your deals secured instantly.

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