Nov 15 • Sales Questions 🏷️
My Framework for Dissolving Objections COMPLETELY
Most agency owners think objections mean the prospect doesn’t want your service or the deal's lost.
That’s not true.
Objections just mean the prospect hasn’t fully connected the dots between their identity, the outcome they want, and the decision in front of them.
A good reframe isn’t persuasion.
It's not "handling" the objection.
It's just that... a ~reframing~ of their belief.
It feels like clarity and makes them feel like choosing to buy from you is 100% THEIR choice (plot-twist, it is).
Good reframes help someone see what’s already true, even if it's hidden behind fear, confusion, or past experiences.
My favorite way of doing that is through analogies... analogies that they can relate to, from their own experience, ones where they already made the optimal decision.
Here’s the framework I use to build reframes that actually shift someone:
1. Connect the analogy to their world
Before you drop a scenario, you ask a grounding question:
“Have you ever ______?”
This makes their brain step into the memory.
If they’re not in the story, the analogy won’t land.
Your prospect has to become the main character—not an observer.
2. Walk them through the optimal decision
You don’t tell them what they should’ve done or what the "right" option is.
You ask what they did.
Then follow up with:
“Why?”
This pulls out their logic, values, and identity.
They tie themselves down that they not only understand what's optimal, but actively believe it's optimal.
You want them hearing their own voice affirming what’s true.
3. Let them validate their win
You have them reflect on how that decision paid off.
Not to brag…
but to reinforce that they already know how to make strong, aligned decisions.
You’re collecting proof they can trust themselves.
4. Label the identity
Once they’ve walked the loop, you name it:
“So it sounds like you’re someone who ______.”
You're helping them claim the optimal identity... this is the real leverage point, not logical arguments or emotional manipulation.
5. Draw the line
Now you bridge:
“Is this situation any different?”
If you’ve set it up right, they already know the answer.
Typically, a light bulb goes off for them in this moment, but not because you pressured them…
but because the truth became obvious.
Because people don’t make decisions from information.
They make decisions from how they perceive themselves.
And with a few calibrated questions, you can help them see themselves in a better light...
...thereby making more optimal decisions.
What questions do y'all have? How can you implement this on your calls?
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My Framework for Dissolving Objections COMPLETELY
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