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Rule 1: Acknowledge First, Argue Never

"I completely understand that timing is a concern..."

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Rule 2: Ask Questions to Uncover the Real Issue

"When you say budget is tight, help me understand - is this a cash flow issue or a priority allocation question?"

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Rule 3: Use the "Feel, Felt, Found" Framework

"I understand how you feel. Others have felt the same way. Here's what they found..."

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Rule 4: Turn Objections Into Opportunities

Price objection = ROI conversation Timing objection = Priority discussion Authority objection = Champion identification

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Rule 5: Never Take "Think About It" as Final

"What specific aspects do you need to think through? Maybe I can help clarify those points."

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Rule 6: Handle Objections with Stories, Not Stats

Stories stick. Statistics bounce off. Use customer success examples.

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Rule 7: The 3-Touch Objection Rule

Most objections need 3 different approaches before they're truly resolved.

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Rule 8: Address Hidden Concerns

The stated objection is rarely the real objection. Dig deeper.

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Rule 9: Use Social Proof Strategically

"Companies similar to yours typically see results within 90 days..."

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Rule 10: Know When to Walk Away

Not every objection can be overcome. Qualify out bad fits early.

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