Nicolas Cole recommends keeping a "Client Objections" document. Write down every objection you hear, brainstorm questions and rebuttals, test them on the next call, and keep what works. After repeating this, you'll have a tight list of responses you can run on autopilot.
If you've had some sales calls, my recommendation would be to create a document called Client Objections. Every time you do a sales call, every time you do outreach, every time you get hit with an objection, you should write the objection in that doc. And every time you get a new objection, you should sit there and you should ask yourself, how would I respond to this objection? What clarifying question would I ask and what would I ultimately try to educate them on? And then the next time you get hit with that objection, you try it. And if the answer that you came up with works, you go, "That's a winner. I'm going to keep that one." And if it doesn't work, maybe there's a better way of asking a clarifying question or a better way of overcoming that objection. And over time, if you do it enough, you will end up with a doc of 10 or so objections and 10 or so ways of asking clarifying questions and overcoming each objection. And then all of it will end up getting memorized and then it'll all get automatic. And pretty soon you will be doing sales calls with your eyes closed.
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