Only 7 Questions Handle 90% of Objections

@theryankeip

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Selling · Agency / Service

Ryan Keip Coachingseen in 3 videos →https://ryankeip.com/ ↗

Why it worked

The video provides high-value, actionable professional advice that directly addresses a common pain point for sales professionals, making it highly shareable and saveable.

Summary

The creator provides a list of seven specific questions to ask when faced with common sales objections to better understand the prospect's needs. He emphasizes that elite salespeople focus on diagnosing the root cause of an objection rather than just trying to overcome it.

Structure

1Identify the problem of memorizing too many rebuttals
2Explain the shift from answering to asking questions
3Provide specific scripts for common objections
4Reframe objections as treasure maps for closing
5Call to action to save the video and follow for more

Product placement

The creator wears a branded t-shirt 'RYAN KEIP COACHING' and mentions his background in sales coaching.

Original caption

7 questions to close more deals. The average salesperson hears an objection and goes into defense mode. The elite salesperson hears an objection and goes into diagnosis mode. That’s the difference. ❌ “It’s too expensive.” ❌ “I need to think about it.” ❌ “I need to talk to my spouse.” Those aren’t problems to solve. They’re symptoms. Most reps try to win the argument. Top performers try to understand the hesitation. Because every objection is really answering one question: “What has to be true for this person to confidently move forward?” When you stop pitching and start getting curious… ✔️ Resistance drops. ✔️ Trust increases. ✔️ Prospects sell themselves. The highest-paid salespeople aren’t the ones with the smoothest scripts. They’re the ones asking the questions nobody else thinks to ask. Master that skill, and you’ll never look at objections the same way again. 👇 What’s the objection you hear most? #highticketsales #entrepreneur #closingdeals #objectionhandling #sales

More from @theryankeip

Their other posts in the index, biggest breakout first.

Transcript

Stop trying to memorize 100 different objection rebuttals. Learn these 7 most common objections and they'll help you in any situation. I've earned multiple seven figures in sales. Before selling for and building my own companies, I was the top rep at every sales team I worked with. Here's what I learned over the last 20 years: the best sales people don't have better answers, they ask better questions. Most sales people think they lose deals because they don't know what to say. That's almost never true. They lose deals because they don't know what to ask. Great questions uncover problems and pain. Great answers only explain products. When your prospect says, I need to think about it, don't jump back into presentation mode. Just say, that's completely fair. What's the biggest thing you're thinking through? Don't guess, diagnose. And my favorite response to it's too expensive is just three words: compared to what? Another company? Doing nothing? What you expected? Until you know what they're comparing it to, you don't have a price objection, you have an information gap. If your prospect says, I need to talk to my spouse, don't challenge them, just ask, hey, if they were here with us now, what questions or concerns do you think they would have? Now, the real objection is going to show itself. And if not, you've prepared them to have a much better conversation. Whenever someone says, send me an email with some information, I always say, absolutely. What information are you looking for that we haven't covered today? People aren't asking for more information, they're asking for more certainty. When a prospect says, I'm just going to shop around, don't defend yourself, get curious. What specifically are you hoping another company does better than what we discussed today? That's usually where the real objection lies. Now isn't a good time. Sometimes that's true, but most of the time it's uncertainty disguised as timing. Just ask, is it really the timing, or is there something else that's making today not feel like the right day? That answer changes everything. If my prospect says, I'm just looking, perfect. What are you hoping to accomplish? People don't buy products, they buy solutions to problems. Identify the problem and the conversation gets easy. The moment my sales career changed is the moment I stopped treating objections like roadblocks and started treating them like treasure maps. Every objection points directly at the reason that prospect hasn't bought. Find the reason and closing gets a hell of a lot easier. Remember this: average sales people try to overcome objections, elite sales people try to understand them. There's a massive difference. If this helped, save this video. You'll want these answers before your next sales call. And follow along. Every day I'm sharing psychology, talk tracks, and strategies to help any sales person close more deals.