Austin Maser teaches a three-step method for handling smokescreen objections in door-to-door sales: smile and nod, offer a brief "I hear ya" instead of full empathy, then physically move the prospect to shift the conversation. Giving too much energy to a smokescreen fuels it.
Here's how to overcome any smokescreen in door-to-door sales. The first thing that you wanna do is smile and head nod while they give you the objection. The second thing you wanna do is do what we call a micro-validation, where you say something like, "Totally," or, "I hear ya," or, "For sure." We don't wanna macro-validate it and say, "I totally understand how you feel," 'cause smokescreens are just a bunch of BS. They're not real. And then third, you wanna transition the customer away from the spot where they gave you that objection. And actually physically move them. So it's going to look a lot like this. Yeah, totally. So one thing to keep in mind is you see all the wasp nests you get up here in the eaves? Cut. The reason why we do that is because we don't want to give this smoke screen a ton of energy. Whatever you give energy to grows. So the number one problem I see with rookies is that they believe the smoke screens and they allow the smoke screens to turn into something that they're not. Don't give it a ton of energy. Smile, micro-validate, and just transition into a different part of your pitch.
