Isolate the Objection
If you're new to coaching or selling, you’ve probably felt the fear of rejection—or that moment of panic when someone pushes back on your offer.
I’ve been there.
When I started selling Cutco knives at 18, I quickly learned: most people don’t say no because of the price—they say no because they’re misunderstood.
So today, I want to teach you one powerful strategy that changed everything for me:
Isolate the Objection.
If you only respond to the surface-level concern, you miss the opportunity to help them see their real fear—and possibly miss serving someone God’s put in your path.
Here’s what I do instead:
Let’s say someone says, “I’m really interested, but it feels like a big investment.”
- Validate: “Totally get it—it is a big investment.”
- Get Curious: “Can you tell me more about what feels big about it?”
- Isolate the Objection: “Just to make sure we’re on the same page… it sounds like if the financial side made sense, this would be the right fit for you. Is that right?”
- Discover the real concern. If they say, “Well, also the timing’s not great,” you now know there’s a deeper hesitation, and you can coach through it.
I actually recorded a full YouTube training breaking this down step-by-step, including real examples of what to say and how to say it.
If you want to see this modeled in a real conversation…
Click here to watch the full breakdown on YouTube
It will give you more confidence in your very next call.
If sales feel uncomfortable right now, that doesn’t mean you’re not called. It just means you’re learning a new skill. And skills can be mastered.
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