Objection handling

YouTube

Overcoming fear in business conversations and selling naturally

Bill Gallagher October 9, 2024

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Objection handling 8

Prospecting & outreach 7

Identity & self-belief 6

• Trying to sound professional disconnects you from customers
• Frontline staff armed with two questions unlock high-margin deals
• Practicing your worst-case scenario removes the fear of it

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Objection handling

YouTube

Using questions to influence, inform, and build rapport

Coaching for Leaders July 22, 2024

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Objection handling 8

Communication 8

B2B sales 5

• Persuasion lands when the other person thinks they changed their own mind.
• Start broad — the most important issue rarely appears in the brief.
• Conclusive questions shift perspective without triggering defensive resistance.

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Closing techniques

YouTube

A step-by-step sales meeting framework for high conversion rates

KeyPersonOfInfluence June 23, 2024

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Closing techniques 9

Objection handling 6

• Sharing expertise before pitching is the step most salespeople skip
• Permission-based discovery removes pressure and builds trust fast
• End every meeting professionally — prioritise relationship over transaction

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Objection handling

YouTube

Negotiation as problem solving, not winning and losing

EO November 27, 2023

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Objection handling 8

Relationships & family 6

• Treating negotiation as win-lose triggers fear and worse outcomes
• A 'no' gives you more useful information than a poorly understood 'yes'
• Sharing more information — not less — is what solves problems faster

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B2B sales

Podcast

How to pitch your product and win deals

Lenny's Podcast Product Career Growth October 22, 2023

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B2B sales 9

Objection handling 7

Conversion rate optimisation 5

• Why 40-60% of B2B deals fail due to indecision, not better competitors
• Setup phase establishes market insight and positions your differentiated value
• Proof and objection handling disarm buyer fears and move deals forward

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Objection handling

YouTube

How to respond when clients edit your copy

Joanna Wiebe October 12, 2023

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Objection handling 9

Copywriting 8

• Clients edit on gut instinct — redirect them to data every time
• Ask why changes are being made before defending your copy
• Your research-backed guess outweighs their gut when no one knows for sure

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Objection handling

YouTube

Building a sales objections wiki to standardise your team's responses

Layla at ProcessDriven September 29, 2023

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Objection handling 9

Processes & SOPs 6

• Undocumented objections handled inconsistently destroy brand trust across teams.
• Categorise objections as root causes or symptoms to decide when to walk away.
• Link CRM data to objections to reveal which ones actually kill deals.

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Objection handling

YouTube

How to handle clients who demand copywriting results guarantees

Joanna Wiebe August 31, 2023

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Objection handling 9

Copywriting 6

• Why promising results exposes you to expectations you can't control
• A conditional rewrite guarantee beats an open-ended promise every time
• Clients pushing hard for guarantees at low cost are a red flag

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Objection handling

YouTube

How to tell existing clients you're raising your rates

Joanna Wiebe August 24, 2023

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Objection handling 7

Pricing strategy 6

• Just tell them directly — clients are already used to rate increases
• Explain why your rates are rising; gratitude sets the right tone
• Some clients will walk; that's expected and fine

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Objection handling

YouTube

Handling the four most common sales objections for course creators

Sunny Lenarduzzi July 25, 2023

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Objection handling 9

Closing techniques 6

• Most objections hide a single root cause: uncertainty about your process.
• Roleplay the partner conversation to reveal whether it's the real objection.
• Ask alignment score before the price — only offer at 9 or 10.

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Objection handling

YouTube

How to handle "it's too expensive" without negotiating on price

Sunny Lenarduzzi May 16, 2023

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Objection handling 10

Pricing psychology 7

• "Too expensive" almost always masks a deeper objection about value or timing.
• Never negotiate price — clients who haggle upfront will break boundaries throughout.
• Anchor prospects in transformation cost, not your fee, to dissolve price resistance.

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B2B sales

Podcast

Founding Sales: a founder's handbook for B2B SaaS selling

Startups For the Rest of Us February 21, 2023

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B2B sales 9

Objection handling 7

Closing techniques 6

• Founders must sell first — you can't hire sales until the motion repeats.
• Losing 75–90% of deals is normal; mindset, not talent, is the fix.
• Objection handling is where the most important sales work happens.

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Objection handling

YouTube

How to get stakeholder buy-in using four practical strategies

Dr. Grace Lee December 3, 2022

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Objection handling 9

Communication 5

• Speak to stakeholders' values, not yours, to unlock trust
• Buy-in is continuous — stakeholders re-decide as projects evolve
• Pre-empt objections with documented risk mitigation plans

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Objection handling

YouTube

How to stand out in job interviews by dropping credentials

Dr. Grace Lee January 12, 2022

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Objection handling 8

Identity & self-belief 7

Prospecting & outreach 5

• Listing credentials makes you indistinguishable from every other candidate.
• Treat every interview as a sales call: sell value aligned to their goals.
• Prepare objection responses, not scripted answers to common questions.

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Prospecting & outreach

YouTube

Building lasting prospect relationships through strategic persistence

Joanna Wiebe April 30, 2020

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Prospecting & outreach 9

Objection handling 6

• Silence after follow-up is normal — keep going until you get a clear no.
• A periodic table of pestering elements must combine in the right ratios.
• Social and phone outperform cold email for building real relationships.

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