In this episode of Sales Reinvented, Melissa Madian dives into the psychology behind objections in sales conversations—specifically how most objections aren’t really about the surface-level concerns expressed by buyers. Instead, they stem from a fear of change and disruption to the status quo. Statements like:

“That feels expensive...”
“That seems hard...”
“I don’t have time to do that...”

…aren’t about price, complexity, or time. These objections reflect a deeper emotional resistance. So how can sales professionals address these concerns effectively? Melissa shares actionable strategies to help you navigate these hidden fears with empathy and confidence.

Outline of This Episode

[1:07] The common type of objections salespeople face
[2:30] The biggest mistake salespeople make with objections
[4:50] How Melissa responds to objections
[7:06] The role of empathy in objection handling
[8:50] How to handle objections with confidence
[12:00] Melissa’s top objection-handling dos and don’ts

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The Root Cause of Objections: A Deep Dive with Melissa Madian, Ep #433