Free framework

Objection handling, as a system

Most hesitation is uncertainty wearing a costume. The Objection Handling Framework is the process for finding out which kind, before you try to solve anything.

• The five-step flow. Acknowledge, clarify, isolate, reframe, close. What to do at each step, in order, instead of reaching for a rebuttal.
• The Three Tens. Certainty in you, in the company, in the process. How to tell which one is weak when somebody stalls.
• Looping. Raising certainty by going back to what they already agreed with, instead of arguing your way toward the close.