Jeremy Miner on Objection Handling Without Pressure

Jeremy Miner makes a point a lot of reps miss: an objection is usually a sign you have not fully understood the person yet. So instead of “overcoming” it with some canned line, get curious and dig. What is actually behind “I need to think about it” or “it is too expensive”? It is rarely what they said first.

Curiosity, Not Combat

When an objection comes up, do not brace for a fight. Get curious. “What would have to be true for this to be a no-brainer for you?” or “what is the main thing holding you back?” More often than not the real objection is hiding behind the first one, and good questions are what pull it into the open.

Line Up, Do Not Push

Once you know the real concern, you can actually address it, or adjust the offer to fit. No pressure, just alignment. That is what consultative selling really is, and it is exactly what we stand for on the show.

For short tips on objections and sales, check out the Office of the Day YouTube channel.