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November 1, 2025
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Good morning! In today’s issue, we’ll dig into the all of the latest moves and highlight what they mean for you right now. Along the way, you’ll find insights you can put to work immediately
— Ryan Rincon, Founder at The Wealth Wagon Inc.
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Today’s Post
🧠 Overcoming Objections and Resistance: Turning “No” into “Not Yet”
Let’s be honest — objections can sting. You deliver your best pitch, show real value, and then… “We’re not ready,” “It’s too expensive,” or “Let me talk to my boss.”
Every salesperson faces it. The difference between an average rep and a top closer isn’t who gets fewer objections — it’s who handles them better.
Here’s the truth: objections aren’t rejection. They’re requests for more information, reassurance, or clarity.
Why Objections Happen
Buyers rarely say “no” for the reasons they give. Most objections hide deeper fears or missing understanding.
Here are the four core reasons people resist buying:
Value Uncertainty – They don’t fully understand how your product solves their problem.
Timing Doubt – They think “later” will be better (spoiler: it usually isn’t).
Risk Aversion – They fear change or losing control.
Trust Gap – They don’t yet trust you, your company, or the promise.
Recognizing which type of objection you’re facing helps you tailor your response — not just react emotionally.
The Golden Rule of Handling Objections
👉 Don’t argue. Explore.
Arguing creates resistance; curiosity dissolves it. When someone objects, respond with calm curiosity. Instead of defending your product, aim to understand what’s behind their hesitation.
Try saying things like:
“That’s fair — can you tell me more about what’s giving you pause?”
“I completely get it. A lot of our best customers felt the same way at first.”
“That’s a great question — can I share how others in your position handled that?”
These responses show respect, empathy, and control — the trio of trust.
The 3-Step “L.A.E.” Framework for Objections
A simple but powerful structure to turn tension into traction:
1. Listen
Let the buyer finish. Don’t interrupt. Don’t rush. Half the time, they just need to feel heard.
Example:
Prospect: “Your solution seems pricey compared to what we use.”
You: Pause “I hear you — price is definitely an important factor.”
2. Acknowledge
Validate their concern before trying to fix it.
“You’re right — it’s a real investment, and you should be confident it’ll pay off.”
3. Explore
Ask clarifying questions that lead you to the real issue.
“Can I ask, what are you comparing it to? Or is there a specific ROI target you’re aiming for?”
This step helps you reframe the objection as a collaboration, not a conflict.
Common Objections (and How to Flip Them)
“It’s too expensive.”
Don’t say: “We’re actually cheaper than…”
Do say: “Totally fair — how are you measuring the cost? Most of our clients realized the real expense was in lost time and missed opportunities.”
Key move: Shift focus from price to value and ROI.
“We’re already using another provider.”
Do say: “That’s great — it means you’re already investing in solving this. What do you like best about your current setup, and what do you wish worked better?”
Key move: Create contrast without criticism. Let them sell themselves on your differentiation.
“We need to think about it.”
Do say: “I understand. When you say ‘think about it,’ is there a specific part you’d like to review more — pricing, fit, or results?”
Key move: Pinpoint what they’re thinking about. Delay hides uncertainty — clarity brings closure.
“We don’t have the budget right now.”
Do say: “I hear you — budget cycles can be tricky. When do those typically renew, and how can I help you build the case internally?”
Key move: Turn “no budget” into a future pipeline opportunity.
Advanced Tip: Preempt Objections Before They Happen
Top salespeople don’t wait for objections — they predict them.
In your pitch, subtly address the most common concerns before they surface:
“You might be wondering how this compares on cost…”
“We’ve found implementation is much faster than people expect…”
Doing this builds credibility and reduces resistance before it even begins.
Mindset: The Psychology of Resistance
People hate feeling “sold,” but they love making empowered decisions.
The key is to help them decide — not defend.
Stay calm even when they push back.
Don’t rush the process; tension often signals interest, not rejection.
Remember: objections are often your best signal that the buyer is engaged.
“No” is rarely the end. It’s usually just “not yet.”
Takeaway
When you master objection handling, you don’t just save deals — you build relationships.
By listening deeply, validating honestly, and exploring strategically, you transform pushback into progress. Every “no” brings you one question closer to “yes.”
So next time you hear resistance, don’t tense up — lean in. The conversation’s just getting started.
That’s All For Today
I hope you enjoyed today’s issue of The Wealth Wagon. If you have any questions regarding today’s issue or future issues feel free to reply to this email and we will get back to you as soon as possible. Come back tomorrow for another great post. I hope to see you. 🤙
— Ryan Rincon, CEO and Founder at The Wealth Wagon Inc.
Disclaimer: This newsletter is for informational and educational purposes only and reflects the opinions of its editors and contributors. The content provided, including but not limited to real estate tips, stock market insights, business marketing strategies, and startup advice, is shared for general guidance and does not constitute financial, investment, real estate, legal, or business advice. We do not guarantee the accuracy, completeness, or reliability of any information provided. Past performance is not indicative of future results. All investment, real estate, and business decisions involve inherent risks, and readers are encouraged to perform their own due diligence and consult with qualified professionals before taking any action. This newsletter does not establish a fiduciary, advisory, or professional relationship between the publishers and readers.