Are These 5 Objections Killing Your Deals? | The Real Reason Buyers Say No скачать в хорошем качестве

Are These 5 Objections Killing Your Deals? | The Real Reason Buyers Say No

Michelle Terpstra dives into one of the most frustrating and misunderstood parts of B2B selling—objections. Instead of pushing back with scripts, pressure tactics, or the tired psychology tricks, Michelle flips the traditional objection-handling playbook and walks through the real reasons behind the five biggest objections (price, time, trust, authority, and ROI) and shows why objections aren’t signs of rejection… they’re signs of interest. Michelle also breaks down her signature method, A-V-P (Acknowledge, Validate, Peel), and reveals how the right mindset turns objections into deeper conversations, cleaner closes, and deals that don’t fall apart later. Packed with real client stories, behavioral psychology, and the kind of straight talk that makes Revenue Rascals what it is, this episode is your new go-to masterclass for selling with confidence and integrity—without ever sounding pushy or salesy. Chapters [Start] Why Buyers Push Back: Michelle uncovers why objections happen in the first place—and why they’re actually a sign your buyer is still in the game. 04:16 The A-V-P Framework: Acknowledge, Validate, Peel: Michelle’s modern objection-handling approach that builds trust instead of breaking it. 12:44 Price, Time & Trust: Michelle goes deep on the psychology behind objections and how to respond without steamrolling. 33:19 Authority & ROI — The Deal Makers: A breakdown of the decision processes, buying committees, and how to co-create ROI that buyers believe in. 55:32 Rascal Wrap-Up: Michelle recaps the masterclass and shares how listeners can submit real objections for live coaching on future episodes. Links & Resources Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays. Submit a Question to Michelle: https://docs.google.com/forms/d/e/1FA... Want my eyes on your revenue strategy? Grab a call with Michelle. Revenue Rascals Discovery Call with Michelle Terpstra: https://book.revenuerascals.com/michelle Check out three ways Michelle and her team can support your path to predictable growth. https://michelleterpstra.com/workwithus/ Get unfiltered insights on sales, revenue growth, & high performance the Rascal way: Join the Revenue Rascals Substack https://revenuerascals.substack.com/?... Connect with Michelle: MichelleTerpstra.com LinkedIn:   / michellecuocoterpstra   Instagram: https://www.instagram.com/themichelle... Today’s Sponsor: Jason Markk: https://jasonmarkk.com/?srsltid=AfmBO... Get 25% off with promo code: REVENUERASCALS