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

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.

• [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

• Connect on LinkedIn
• Follow on X

• LinkedIn
• Twitter 

Subscribe to SALES REINVENTED

Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com