The Objection Lab.
The objection isn’t the enemy. It’s the clue. Great objection handling isn’t about memorizing the perfect comeback. Before you answer, understand what’s actually underneath it.
Watch The
Training.
Complete the Day Three training before moving into the objection exercises and your Closing Move. Your video will be added here once it is ready.
Understand
The Resistance.
Your job is not to beat the objection. Your job is to understand what the person is actually uncertain about so the conversation can continue honestly.
Lower Resistance First
Show them you understand the concern without automatically agreeing with the conclusion.
Find The Real Objection
Don’t assume the first objection is the real objection. Ask enough to understand what’s actually stopping the decision.
Earn The Challenge
Once you understand what’s underneath it, decide whether a challenge or reframe will help them examine the belief differently.
Get On Their Side
Validate. Connect. Challenge. Reframe. Stay on the same side of the conversation.
Enter The
Objection Lab.
Work through each case file using VALIDATE → UNCOVER → CHALLENGE / REFRAME. Remember: you don’t automatically earn the challenge. Sometimes the best next move is another question.
“I’ve Tried This Before.”
Understand what happened in their previous experiences before deciding whether a challenge or reframe has been earned.
- Validate without automatically agreeing
- Uncover what actually happened
- Identify what’s underneath the objection
- Decide whether to challenge, reframe or ask another question
“I Can’t Afford It.”
Don’t jump straight to payment options. First uncover what “I can’t afford it” actually means.
- Validate
- Uncover before discussing price
- Separate the surface objection from the real concern
- Decide what you would ask or say next
“I Need To Talk To My Spouse.”
Don’t assume what that means. Determine whether their spouse is genuinely part of the decision or whether something else is creating hesitation.
- Validate
- Uncover what “talk to my spouse” actually means
- Notice when the objection changes
- Ask the question that addresses the real concern
“Maybe Now Isn’t The Right Time.”
The training wheels are off. Decide what you would say, what you would ask, and whether a consequence question has been earned.
- What would you say first?
- What would you ask next?
- Would you use a consequence question?
- What are you trying to help them examine?
The Hard One
“Something is just holding me back.” That’s all you get. Don’t guess the objection. Your job is to uncover it.
- What would you say next?
- What question must you ask before responding?
- Have you earned the right to challenge them?
- Why or why not?
Bandwagon Before You Challenge
Build the complete sequence for someone making their decision from: “I’m probably just not the type of person who can do this.”
- Validate
- Connect
- Challenge
- Reframe
- Identify the identity driving the decision
- Determine what you need to learn before challenging it
Finish The
Objection Lab.
Use your workbook while completing the assignment, submit your answers privately, then take what you learned into the Closing Room.
Day 3 Workbook
Use your Closing Code workbook to work through The Objection Lab and today’s case files.
Open Day 3 WorkbookSubmit Day 3
Finished your Objection Lab? Submit your Day Three answers privately through the Google Form.
Submit Day 3Post Day 3 Complete
Share the objection you found hardest, your first instinct, what you would do differently now, and the question you would ask next.
Enter The Closing RoomSharpen Someone Else
Find one other person’s objection and give them the ONE question you would ask their prospect next. No giant rebuttal. No pitching. One question.
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