OBJECTIONS

“It’s too expensive”

Fear of loss / Fear of making bad decision

“I hear you May I ask, is it actually the investment itself, or is there some uncertainty around whether it’ll work for you?”

“I need to think about it”

Fear of commitment

“Totally fair. What specifically do you feel you need more clarity on before making a decision?”

“I need to save first”

Fear of risk

“sounds like there’s a desire for certainty before moving forward. Would that be fair?”

“Now isn’t the right time”

Fear of change

“Help me understand, what would need to happen for the timing to be right?”

“I’ll come back to you”

Fear of making the wrong decision

“Mhmmmm. May I ask what you’d need to see or know before feeling confident moving forward?”

“I need to speak to my partner”

Fear of standing in their own authority

“Mhm. I hear you. Out of curiosity, do you feel clear on what YOU want first?”

“I’ve been burned before”

Fear of being hurt again

“That makes complete sense. It sounds like trust may be the bigger concern here?”

“I’ve tried everything”

Learned helplessness

“It sounds exhausting. Are you worried this could become another disappointment?”

“I don’t think it’ll work for me”

Fear of failure

“May I share a perspective? It sounds like you’re protecting yourself from being lost down.”

“I’m not ready”

Fear of expansion

“What would being ready actually look like for you?”

“I need more information”

Fear disguised as logic

“Happy to answer anything now. What question feels most important for you right now?”

“Can I have a few days?”

Fear of deciding

“Mhmm I hear you what you’re saying. What feels unresolved at the moment?”

“I need to do more research”

Fear of uncertainty

What specifically are you hoping the research will tell you?

“I want to wait until next year”

Fear of immediate action

“What do you imagine will be different then?”