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We explore how to handle objections with confidence by borrowing from improv: embrace uncertainty, listen deeply, and reframe concerns into opportunities. Practical scripts show how to pivot price, timing, scepticism, past failures, and missing features toward value and proof.

• embracing uncertainty rather than steering to safety
• using curiosity and active listening to diagnose hidden concerns
• validating emotion to reduce resistance and build trust
• reframing price to ROI and doubt to evidence
• turning bad timing into prioritisation and momentum
• converting past negative experiences into safeguards and process
• positioning missing features as intentional design or customisation
• practising a repeatable pattern: empathy, validation, pivot, proof
• focusing on outcomes, case studies and next steps
• building a personal objection playbook

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And you can download the 5 Objection Reframes here.

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Graham Elliott

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