Sep 14 • Tomas Chatila

The Only Reason You're Losing Deals (And You Won't Hear This From Your Sales Trainer)

The truth about sales objections. Learn the psychology behind the "no," get battle-tested rebuttals, and gain the mindset to close more deals with confidence.
You’ve been told the same old garbage.

"Build rapport." "Overcome objections." "It’s a numbers game."

IT'S ALL WRONG.

You're not losing deals because you said the wrong thing. You’re losing because you have no idea what your prospect is actually saying. You’re trying to sell to a script while they're giving you the REAL story.

The "NO" you fear is the most valuable asset you have.

You just don’t know how to use it.
Why Mastering Objections Matters:

Your Prospect's 'NO' Is Never About What You Think It Is.

Every objection falls into one of four buckets. They're not walls. They're flags.

1. The FEAR Objection

They say: "We're not ready."
They mean: "I'm terrified of making a bad decision."

Your problem isn't their timeline. It's their fear. Your solution is to remove the risk, and not rush the sale.

2. The TRUST Objection.

They say: "I need to think about it."
They mean: "I don't trust you, your company, or this product."

Your problem isn't their brain. It's your credibility. Your solution is to prove your value. Prove it fast.

3. The AUTHORITY Objection.

They say: "I'm not the right person."
They mean: "I have no power here and no interest in a long pitch."

Your problem isn't the org chart. It's that you're making them feel helpless. Your solution is to give them what they need to be your internal champion. And internal champions can connect you to the right decision makers within the organizations. As I always say, 'treat all gatekeepers with respect, they might be the key to you next big deal'.

4. The VALUE Objection.

They say: "It's too expensive."
They mean: "You have not shown me this is worth my money."

Your problem isn't the price. It's the perceived value. Your solution is to pivot from cost to the cost of their inaction.
Why Mastering Objections Matters:
The old way of selling is a joke. You wait for an objection and then pull a rebuttal from a script. It’s a reactive losing game.

The new way is proactive. You have to LEAN into the objection.

You use the 'NO' to unlock the REAL REASON for their hesitation. You find the key. You open the window.

  • You become a problem solver, not a pitchman.
  • You move from guessing the objection to knowing it.
  • You move from hoping to CLOSING.
Why Mastering Objections Matters:

The 'KNOW' Method

The New Reality

You’ve heard ‘No’ a thousand times. But what if that simple word was the key to unlocking a deeper truth?

K: The Key

Most reps only hear the surface-level 'No'. But the 'K' is the key that unlocks what is truly needed. It reveals the hidden objections, challenges, and gaps that your prospect can’t, or won’t say out loud.

W: The Window

After unlocking the objection, the 'W' opens a direct window into your prospect’s mindset. This gives you a clear view of their deeper concerns, priorities, and desires, allowing you to provide a solution they actually want.

The 6-Step REBUTTAL That Guarantees a Next Step

My book isn’t just a list of answers. It’s a complete process to handle anything that comes your way. It follows a simple flow that CANNOT FAIL if you follow it correctly.

Here’s the step-by-step framework from my playbook:

STEP 1: Agree

This isn't a truce. It's a strategic maneuver. You ALWAYS acknowledge the objection to build rapport and show you're listening. You can't win the war if you don't first win the conversation.

STEP 2: Reframe

Now, you take control. You transition the conversation into a new perspective. You're not selling them what they said they want. You're selling them the solution they ACTUALLY NEED.

STEP 3: Meeting

The goal isn’t a verbal 'yes.' It's a next step. You propose a specific time and format for the next interaction. You move the conversation off the phone and onto the calendar.

STEP 4: Confirm

This is the final lock-in. You finalize the details. You use decisive language and lock in the logistics for the next call. You don't ask. YOU TELL.

STEP 5: Close

You end the conversation with a clear, actionable next step. You've secured the next meeting and moved from a cold call to a real opportunity.
Why Mastering Objections Matters:

We tested the system, and here's what happened:

For two years, Daniel, who's a colleague of mine was constantly stuck and annoyed in hearing the same objections. Whether it was a cold call, or a warm call for accounts he managed, it always ended the same way: "Just send me an email" or "Let's re-discuss in 1 month".

Over and over again he was putting in 100 follow-up calls a week, but his pipeline was simply stuck. Why? Because he was using the old, broken system.

I offered Daniel to test drive the beta version of the objection guide I've put together and asked him to tell me if any of it works for his calls with clients.

Within 2 weeks, I get a text that says "Bro, this is like magic, i feel so dumb that the only thing required was knowing HOW to respond". To my surprise, I was so happy the guide started working for Daniel so fast. WHY? Because he stopped fighting objections, he stopped blaming the clients,  and started following the 6-step process on a continuous basis.

Daniel ended up adding his own touch to the process, and the next time a prospect said "We’re not interested", instead of hanging up, Daniel followed the same process:

He Agreed: "That's fair. We’re not right for everyone."

He Re framed: "Just so I don’t waste your time, what would you need to see in an email to justify a 5-minute call next week?"

He Confirmed: "Got it. I'll send that invite over now."

...And BOOM, a few emails in, and the meeting was booked and the outcome ended with a pilot order of $10,000.

Within a month, Daniels booked meetings went up by 300%. His confidence in handling the usual objections skyrocketed. He didn't just get lucky or creative. He used and consistently applied a system that works.
Why Mastering Objections Matters:

The System Works. PERIOD.

This isn’t a theory. It's a machine.

My entire playbook is built on this simple, scalable process. It's the reason deals get done. It's the reason objections die and revenue lives.

Look, You Have a Choice.

You can keep doing what everyone else does by memorizing the script given out to you, hope for the best, and get stuck at "No."

OR

You can get the playbook that turns every 'No' into a new opportunity. You can gain the confidence of a pro. You can get the tools to win any conversation.

Don’t just learn a skill. MASTER A SYSTEM.
Why Mastering Objections Matters:

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