How to Handle Sales Objections with Confidence
Some weeks remind you that no matter how long you’ve been in business… or been alive for that matter… you’re still learning how to handle the hard stuff.
This fortnight’s been full of moments like that.
From a coaching session where I helped a team of insurance advisors face the parts of sales they usually avoid…
To my own 1am moment of desperation with a toddler who’d decided sleep was optional.
To conversations with business owners trying to stop losing sales the moment objections pop up.
This week’s content is hopefully practical..
And it’s born from a few recent reminders that success – in business and in life – doesn’t come from avoiding discomfort.
It comes from learning how to sit in it, respond with calm, and move forward anyway.
Below:
- A real-world sales talk I gave at NZIQS about handling objections with confidence – not pressure
- A behind-the-scenes look at how I helped the Coversure team use simple frameworks (thanks Bill James) to ask for referrals and get past awkward “no’s”
- And a raw story about how ChatGPT helped me at 1am when the parenting books had nothing left to offer 😅
Plus, if any part of you feels like you’ve become the bottleneck in your business (even if no one else sees it), I’ve built a simple tool to help.
The Bottleneck Scorecard is a quick quiz to help you get clear on where things are stuck – and what to do next.
Because if you’re going to keep showing up for everyone else… You need to know where you need support too.Take care. Keep moving. And as always, let me know what lands.
Cheers,
Jon
Want To Try The Bottleneck Scorecard? Click here
Most business owners don’t realise they’ve become the bottleneck… until they’re overwhelmed, disconnected from their team, and quietly resenting the business they built.
How to Handle Sales Objections with Confidence
Let’s face it — sales objections are uncomfortable. But what if you could shift the energy in those moments and respond with confidence, not pressure?
In this talk from Beyond the Pitch @ NZIQS, I share a practical, repeatable framework for handling objections the right way — with empathy, clarity, and control. Whether you’re selling a service, product, or idea, these tools help you move past resistance and closer to a “yes.”
You’ll learn how to listen without getting defensive, ask the right follow-up questions to uncover the real concern, and respond with confidence. Watch the full video here.
Sales Confidence in Two Simple Frameworks
Objections and asking for referrals are two moments in sales that can make most people squirm.
Just recently I took the team at Coversure through a session on how to handle both — without sounding pushy or awkward.
Most sales aren’t lost because we don’t know what to say.
They’re lost because we stop too early… or we don’t ask at all.
I shared two simple frameworks I picked up at a brilliant sales workshop last week with Bill James… Read More
When Parenting Books Fail, ChatGPT Steps In
What’s your best use of ChatGPT outside of work?
Here’s mine:
Having a toddler means we’ve been struggling with sleep.
(I know… we’re not the first.)
I said to Sarah Byron-Wood last week that I feel like a husk of the man I used to be 😅
But then last week really tipped me over.
So in a 1am moment of desperation, I turned to ChatGPT.
I think the first word was “Help!”😅… Read More
