30 Minutes to President's Club | No-Nonsense Sales

The Most Confusing Objection in Sales

Sep 30, 2025
Dive into the ins and outs of one of the sneakiest objections in sales. Learn how a simple misunderstanding can kill your cold call. The Mr. Miyagi three-step framework reveals how to agree, incentivize, and sell the test drive without pushing too hard. Real-world examples illustrate the confusion between different products, demonstrating how to clarify objections. Finally, discover effective strategies to uncover gaps in competitors' solutions and increase your chances of converting prospects into meetings.
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INSIGHT

Confused Objection Is Often Misunderstood

  • When a prospect says they "already have something," they are often confused about what that solution actually does.
  • Agreeing first lowers resistance and reopens the conversation so you can learn the real gap.
ADVICE

Use The Mr. Miyagi Three-Step Framework

  • Follow the three-step Mr. Miyagi method: agree, ask a trap question, then offer a test drive.
  • Use agreement to remove pressure, ask to expose the true situation, and then propose a low-commitment look.
ANECDOTE

Pave Example: Payroll vs Compensation Planning

  • Mark describes selling compensation software at Pave where prospects often conflated payroll platforms with compensation planning.
  • Many prospects assumed payroll tools like Gusto handled compensation planning when they actually used spreadsheets.
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