Short sales-coaching segment arguing that objections from prospects are caused by uncertainty, and that the salesperson — through their words and tone — controls whether a prospect feels certain or uncertain. The speaker emphasizes that objections are triggered reactions to the salesperson's behavior rather than pre-planned decisions by prospects.
What causes a prospect to give you an objection? It's uncertainty. It's uncertainty. Uncertainty triggers them to have a concern or an objection. Who controls that the prospect's certain or uncertain? It would be the salesperson. Yeah. See, a lot of salespeople, like, oh, my prospects give me all these objections. Did the prospect wake up that morning and be like, you know what? When that salesperson calls me today at 3:45 in the afternoon, I think I might go into fight or flight mode about 35 seconds in and say, oh, good, we're not. We already have somebody like, that's not a planned objection. It's a triggered objection based off you and what you said and how you use your tone that triggered them to react that way.
