YouTube video: https://youtu.be/mDWUpuumAuo?si=hZ4FsmZdlRusa3Ft

This document synthesizes advanced sales insights and techniques shared in a training video by Jeremy Miner, focusing on how to overcome common objections, reframe prospects’ thinking, and guide them toward buying decisions by getting them to persuade themselves. It offers detailed examples and practical frameworks to apply in sales conversations, especially when prospects resist or delay purchasing decisions.

1. Understanding Prospect Objections as Frames

Common Prospect Objection Frames

Prospects often communicate resistance using familiar mental frameworks such as:

• “I don’t have the money.”
• “Will this work for me?”
• “I need to think it over.”
• “Next year’s better; I’ll do it later.”
• “I need to do more research.”
• “Now’s not a good time.”

These are mental “frames” that trap the prospect's mindset. Until you learn to deframe and reframe them, your conversation will hit a dead end with repeated objections.

The Futility of Rebuttal-Based Sales

Typically, salespeople respond to objections by arguing:

• Countering objections with rebuttals
• Trying to prove the prospect wrong

However, this approach: