sales_objection_framework

00:00 - Introduction and Overview §

• Alex introduces a simple objection handling framework he calls the Revolver Method.

• Claims he has used this framework to close millions in sales.

• Promises to show a live sales call recording where he closes a $7,000 deal using this exact method.

• Purpose: simplify objection handling which many make overly complicated.

• The framework consists of only 8 questions:

  • 5 asked during discovery (pre-handle questions)

  • 3 asked if objections arise during closing.

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00:01 - The Problem with Current Objection Handling Training §

• Many sales trainings overcomplicate objection handling with:

  • Long question stacks (e.g., 10 questions or more).

  • Stories or parables that confuse the prospect.

• Alex dismisses these as unnecessary.

• Key insight:
  Objection handling is NOT about mind tricks or Jedi minding the prospect.
  Instead, it’s about asking great questions during discovery to build rapport and understanding.

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00:02 - The Revolver Method Concept §

• Named for the idea of loading bullets (answers) during discovery via questions.

• If objections come up later, you fire the bullet (use the answers gathered) to rebut the objection.

• Goal:
  Build such strong rapport and clarity during discovery that objections are minimal or easily countered.

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00:03 - Building Skillset: Focus on Discovery Not Objections §

• Sales skill should focus on mastering discovery and tactical questions.

• When objection arises, salesperson can say:
  “I get it, but you’re wrong, and here’s why…” (based on what was learned in discovery).

• Important to humanize the interaction (show empathy) while maintaining authority.

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00:03 to 00:04 - The Two-Step Process and 8 Questions §

• Step 1: Ask 5 pre-handle questions during discovery (to load bullets).

• Step 2: If objection comes, ask 3 closing questions to address it.

• Only these 8 questions are needed.

• These questions help understand:

  • Where prospect wants to go.

  • What’s stopping them.

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00:04 to 00:05 - The 5 Pre-handle Questions (Asked Every Sales Call) §

1. Timing:
   “How soon are you looking to solve this problem?”

2. Commitment:
   “Is this something you’re ready to commit to?”

3. Solution:
   “If we can help you reach X goal and provide Y solution, would you move forward today?”

4. Partner:
   “Does anyone else need to be involved in the decision (partner, spouse, etc.)?”

5. Time Availability:
   “How much time do you have to dedicate to implementing this solution?”

• These questions help pre-empt common objections like needing to “think about it,” or “talk to spouse.”

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00:05 to 00:09 - Example Roleplay of Pre-handle Questions §

• Alex roleplays a discovery call segment asking these questions.

• Example answers:

  • Prospect wants to solve ASAP.

  • Prospect is 100% committed if solution works.

  • Prospect can make decision alone (no partner needed).

  • Prospect has enough time to dedicate (e.g., 10 hours available, only 2 hours needed).

• These answers “load the bullets” to shoot later if objections arise.

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00:09 to 00:10 - Transition to Pitch and Permission to Proceed §

• After discovery and pre-handles, Alex transitions:
  “We can help you get to your goal and provide the solution. May I share how?”

• Prospect agrees; pitch begins.

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00:10 to 00:11 - The “Yes, No, or Maybe” Frame (Optional Closing Technique) §

• Alex introduces a simple closing frame to avoid indecisive answers.

  • Only accept “Yes” or “No” answers.

  • Avoid “I need to think about it” or vague answers.

• This frame is particularly useful when prospect mindset or fear causes hesitation.

• Alex shows an example of a closer named Nico who uses this to great success.

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00:11 to 00:12 - Why the “Yes, No, or Maybe” Frame Works §

• Objections often sound like “zombies” during the call – loud and obvious.

• This frame forces clarity and cuts through indecision.

• Example phrase:
  “There are really three answers you can give me. I only want to hear yes or no. Is that okay?”

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00:12 to 00:14 - Step 2: Handling Objections With 3 Questions §

• If objections still arise after pitch, use these 3 questions:

  1. Reaffirm the goal:
     “Do you actually feel this could get you to X goal?”

  2. Ask why:
     “Why do you feel that way?” (helps prospect verbalize benefits)

  3. Uncover the real objection:
     “When you say you need to think about it, what’s really coming up?”

• This helps the prospect self-sell and clarifies what’s blocking them.

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00:14 to 00:17 - Example Objection Handling: Price Concern §

• Prospect says: “$7,000 is a lot of money.”

• Alex responds by relabeling the objection:
  “That’s why you’re here — how much longer do you want $7,000 to be a big deal for you?”

• The goal is to shift perspective to investment for growth, not expense.

• Next, Alex asks if a payment plan would help.

• If yes, then he moves to break down a payment plan and close.

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00:17 to 00:19 - Handling Partner Objection Example §

• Prospect says: “I need to talk to my wife.”

• Alex says:
  “Speaking to the wife aside, do you feel this can get you to your goal?”

• After they agree, Alex asks what’s really holding them back.

• Usually reveals underlying fear about money, not the partner.

• Then relabel objection to “It’s a lot of money” and proceed as above.

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00:19 to 00:21 - Payment Plans and Modern Sales Strategy §

• Alex acknowledges traditional sales advice to get full payment upfront.

• But sales has shifted: genuine conversations and flexibility win.

• If payment plans help close, use them rather than risk losing sale.

• Offer multiple payment options and financing if needed.

• Goal: make prospect comfortable and close.

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00:21 to 00:22 - Summary of Revolver Method §

• Step 1: Ask 5 discovery pre-handle questions to prevent objections.

• Step 2: If objections arise, ask 3 closing questions and fire your bullet (use prior info).

• Build strong rapport and authority by asking good questions.

• Objection handling is not complex Jedi mind tricks; it’s genuine conversations.

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00:22 to 00:23 - Final Keys for Effective Sales Conversations §

1. Humanize interaction: show empathy, don’t be robotic or “right” all the time.

2. Sit in silence after firing bullet:

   • After you respond to an objection, pause and listen.

   • Don’t be first to speak; prospect often agrees during silence.

3. Relabel problem and close:

   • Reframe objection (e.g., money concern as digestibility).

   • Ask what payment plan works, then close.

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00:23 to 00:24 - Live Call Breakdown Preview §

• Alex previews a real sales call where a prospect asks about guarantees and results.

• Uses the 3-step objection handling:

  • “Do you feel this will get you to your goal?” (Yes)

  • “Why do you feel that way?” (Prospect explains)

  • “When you say you need to think about it, what’s really coming up?” (Fear of commitment)

• No need to push “why” if prospect already gave detailed answers.

• Relabel and close successfully.

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00:24 - Conclusion §

• The Revolver Method closes deals simply and effectively.

• Avoid complicated frameworks or parables.

• If interested, Alex offers the framework document and invites DMs for coaching.

• Final encouragement: learn to sell well and never starve.

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Summary of Key Framework Elements §

Step	Questions / Actions	Purpose
Discovery (Pre-handle)	1. Timing: How soon to solve problem? 2. Commitment: Ready to commit? 3. Solution: If we help, move forward? 4. Partner: Anyone else involved? 5. Time: How much time to dedicate?	Build rapport and pre-empt objections
Optional Frame Before Pitch	Yes / No / Maybe question: Force clear decision, avoid “think about it”	Clear decision boundary
Objection Handling (if needed)	1. Do you feel this will get you to your goal? 2. Why do you feel that way? 3. When you say “think about it,” what’s really up?	Reaffirm prospect, uncover true objection
Fire Your Bullet	Use prospect’s own words to counter objection with empathy and authority	Shift perspective, build authority
Relabel Objection	Reframe objection (e.g., money concern to “making payment digestible”)	Reduce resistance
Close	Ask what payment plan works or confirm readiness to proceed	Seal the deal
Additional Tips	- Humanize conversation - Sit in silence after rebuttal - Avoid complicated stories or scripts	Build genuine trust

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