How to Handle EVERY Objection in Sales WITHOUT Word-Tracks Or Scripts

Added: 2026-05-12

[00:00:00]How to handle every single objection as a salesperson without doing objection handling. I run a mastermind called the Unicorn Closer Mastermind where I teach sales people a way of selling called selfactualized sales. How to sell more by becoming more. Not memorizing or reading word tracks or faking your tonality, but actually doing the deep inner work. transforming your identity where your prospects want to move forward with you and buy from you right now because of who you've become. Now, we teach aware of selling that allows closers to do that. That has taken five closers, one including me, to all earning over $100,000 a month in commissions. We've all done that within 17 months or less. And there is no scripts, there is no word tracks, there is nothing to memorize. You are learning to read and understand human beings and to follow spiritual principles that allow you to be in alignment with the truth. Now, what do you do then when you get objections and you don't have word tracks, you don't have objection handling training? You haven't been role-playing objections. Well, that is one of the challenges that one of my clients was having. He'd already mastered the discovery, but he was getting a few objections. And he wanted to know, "How do I handle these objections without wanting to go and do traditional objection handling training, which is just faking memorized metaphors and analogies?" So, I jumped on a one-on-one call with him, which is what you're about to see, to show him how to handle every single objection by using self-actualized sales, zero word tracks, zero scripts. And that is this training that you're about to discover. So without any further ado, let's crack in.

[00:01:37]Dr. Robin, so what is your biggest challenge as a high ticket closer right now?

[00:01:44]>> After I've done a deep discovery, I had a great scriptless discovery and conversation with the with the person or the prospect. I find myself weakest if and when they have some objections, the classic objections at the end. You know, it's nice when they don't have objections, and that's more common, but when they do, I just don't really know how to handle them, and I don't want to sound scripted, and I also don't want to sound, I don't know, like a dick.

[00:02:11]>> Okay. So, you're doing the discovery.

[00:02:14]You think you're doing that for the most part correctly, but there are still some circumstances where if it happens, when it happens, you're getting some objections. And the main thing is however you're going to solve them, you don't want it to be scripted.

[00:02:30]>> Correct.

[00:02:31]>> Okay. So the first question to kind of tie you down on this is why not just go and learn objection handling in the traditional sense with word tracks.

[00:02:42]Well, from being in the mastermind for 18 months, it's just I just know that there's so much more that I can become as a better person and closer than just memorizing a bunch of word tracks that will not then fit the context of the amazing discovery that I've just had.

[00:02:57]>> Okay. What about if you've been in this mastermind for all of this time and you're still getting some objections and maybe the premise of be a scriptless closer don't have to really handle objections.

[00:03:14]Maybe that was all wrong. Maybe you joined the wrong mastermind. You should have just learned scriptless selling uh scripted selling from the beginning.

[00:03:21]>> I don't think so, Josh.

[00:03:23]>> Why not? Because you're getting some objections. So, something's got to have gone. It's true. I do get some rejections sometimes, but the the life change and the person change and the spiritual change and the opportunities and all the closes that I have had as a result, a direct result of being in the mastermind are just worth way more than simply closing deals regardless of the method.

[00:03:51]>> Okay. So then correct me if I'm wrong and you see another set of alternatives.

[00:03:58]I see that there's a few different options for you. Option one is the way you've learned sales spiritual transcending inner work etc. has been great. your your words, paraphrasing, maybe there's just a reality where it works nine out of 10 times, but the 10th time you're going to get an objection and you're probably not going to be able to handle it because you don't want to memorize a bunch of word tracks. That's that's option one. Option two is there is something that you are doing or are not doing in what you've already been training and learning which is why you're still getting these objections.

[00:04:40]>> Yes.

[00:04:42]>> Which one of those is it?

[00:04:44]>> The latter.

[00:04:45]>> Okay. So to tie you down again, are you saying that 100% you believe that the reason that you're still getting if and when some objections is nothing to do with the methodology you've learned just just has a few leaks in it, which is okay, it's worked a load of times. I've really enjoyed it. It's been really transformational, but I'm going to get some objections every now and then and I can't handle them unless I wanted to do scripted to to double check on the tie down. Are you saying no, I I believe there's a way that I can do what I'm doing, how I'm doing it with the methodology, but still either not get any objections or still be able to handle them. Yeah, I think I can definitely still do scriptless selling and doing what I've been trained and get better at it and in the pursuit of mastery at it and still sometimes, you know, 95 times out of 100 or the contrary, five times out of 100 still get objections. And I just want to find a way to how to handle them in a non-scripted, scriptless selling way that is authentic. I >> I'm right there with you. We can't get there until I've tied down something.

[00:05:54]And as you know from script selling, there's no right or wrong. I really don't care either way. But there's either a belief and and it could be true that your belief around why you're in the situation you're in, which is 95 out of 100 times you close a deal. Five times you get objections and it sounds like not closing them. I'm trying to clarify in your mind because the the truth is within you, not within me. Do you have a belief that is yeah may maybe it's just only going to work 95% of the time and it is what it is or do you have the belief that well the second one actually is or you could do 95 out of 100 closes and learn some scripted objection handling for the extra five or the other alternative the final one is no I really do believe that there's a way that I can be full scriptless never learn a word track for objections and get to 97 out of 100 or even 100 out of 100. What is your belief right now?

[00:06:51]>> I definitely think there is a way to overcome objections using scriptless selling, using the methodology I've been trained without needing to learn word tracks. It's just the next area of training that I haven't really focused on.

[00:07:06]>> Mhm. Okay. So, now let's break the fourth wall. Why do you think I'm starting with this rather than what objections are you getting? How many are you getting? What's it costing you to lose objections? Why am I not starting with that?

[00:07:19]>> Well, we're clearing the way of like a straight pathway or a road for me to follow and stick on rather than not knowing that this is a road I just need to figure out and, you know, learn from and be deviated and go down a different road. I just need to follow the same road, go all the way down and make sure it's clear before embarking on it. M cuz imagine if I spent the whole call now going through what it's costing you, why that sucks, you know, how your wife doesn't love you anymore because you can't handle five out of 100 objections.

[00:07:50]Just kidding with you. And we get to the end of the call and there's still this mind virus which is which it could have been, which is I just don't think scriptless selling can close me 100 out of 100. Then I would have just wasted my whole time. So teaching you scriptless while I'm training you. The first thing in my mind is is there even a sale to be made here? A sale of selling you the idea of doing some other form of training not scripted to be able to get those extra five out of 100 deals over the line. Does that make sense why I'm starting with this?

[00:08:23]>> 100%. It >> just be a complete [ __ ] waste of time otherwise. Okay. So again, triple tying you down. You've said yes, I don't need to learn any word tracks. I also don't think scriptless selling just inherently is only going to be 95% successful.

[00:08:40]You're saying, if I'm getting this right, your belief is you can increase from 95 somewhere all the way up to 100 out of 100 without having to learn any word tracks. And that's baked into the self-actualized selling methodology.

[00:08:54]>> Yeah. Bingo.

[00:08:54]>> Okay. So, what do you think, if you're being really honest with yourself, you are either dropping the ball on, not fully executing, or completely unaware of that you just haven't received any training on as to why those extra few deals aren't going over the line using self-actualized sales.

[00:09:15]>> I do feel like there is less of a focus and a training for it from [snorts] what I have been through in UCM so far. in general for that latter part of the call after the pitch and after the price drop like we haven't you don't really teach us objecting handling you know >> definitely not in a way that other people do.

[00:09:36]>> Why do you think that is?

[00:09:38]>> And I I agree with you. I think it's the um it's it's just when you have an amazing discovery there's no need for objection handling because there's no objection. So if you focus on that and nail that then you don't need objection handling trips. And you sounded pretty certain in the belief when you said that.

[00:09:56]>> Yeah.

[00:09:57]>> So are you that So if that's your belief and you're getting five out of 100, are you saying that you're just not doing a masterful discovery on those five?

[00:10:04]>> It could be better. Yeah, for sure.

[00:10:07]>> And so which is the best use of your time? Or we could maybe forget time and we could say more truth versus falsehood.

[00:10:16]Trying to or wanting to have additional training for the end of the call after you've pitched and after you get some objections or reviewing what you're still not perfecting in the discovery because there's an argument that you could do both but you've only got so so much time and so what is the better thing to do?

[00:10:35]Well, it would be nice to if if my skill level 0 to 100 if my if my skill level of discovery of a scriptless discovery, let's say, is 80.

[00:10:45]>> But then being able to run, let's call it a post price drop rediscovery. So like they've said no or they need to think about it or wife or whatever it is. The ski if my skill for that part that second latter discovery, it feels only like 20 out of 100. So, I wonder if there's a way of if there's a difference in the skill, pre-discovery and post-discovery, let's call it. Can I upgrade this skill? You can. But what I'm saying is the same amount of hours that you would train to learn what to do at the end is the same amount of hours that you could put in to just get better at the discovery. And I need to understand your mental model. Do you think you're better suited to take your discovery from an 80 to a 90 and keep this at a 20 out of 100? Or do you think you're better to keep this at an 80 and try and get this to from a 20 to a 30?

[00:11:39]>> Yeah. Bring it up from, you know, 20 to 50.

[00:11:42]>> So, you think just leave this where it's at and focus on this? Now >> I think that focusing on this will also probably bring this up a bit too because I understand more about what might happen on this side of the discovery on this side of the sales call. And so by focusing on this one and improving that from 20 30 to 40 I might be able to get both up go up and close more deals in the short and long term.

[00:12:07]>> I'm not clear on that. I'm not clear how, you know, that that's kind of like saying if I'm a basketball player, if I train to get better at getting the rebound, that will inherently make me better at shooting. I'm not clear on that.

[00:12:22]>> Okay. Well, if I had a better understanding, knowledge, training, execution of what freaking objections are, why they might be happening, what's going through the patients uh the patients, the prospect's mind and all of those mental models that come on that side. If I have a better understanding with that, then on the front part, I can use that better understanding that I have about this and be able to better run a discovery and handle those obstacles before they become objections.

[00:12:52]That's my mental model right now.

[00:12:54]>> Okay, I I can hear you on that. And so it sounds like you've got a belief right now that the concerns post price drop and the way the prospect is thinking is is almost black and white or or certainly very different to how they could be thinking in the discovery based on what you said and how you said it. That's the read I'm getting like, oh, that's a different version of the prospect. So why do you think it's different? In what way are they different?

[00:13:25]>> I just feel that once the, you know, the pitch has been done, the price has been dropped now there's like more resistance.

[00:13:36]Whereas at the front part, they're super open. They're ready to go. You know that there's no Yeah, there's less resistance. I feel >> 100% agree with you. So then you have to ask yourself, is that different in type to what the challenges are in the discovery or is it just different in degree?

[00:14:02]Because you're saying, well, the issue in the post price drop is that there's resistance.

[00:14:07]Well, yeah, but there's resistance in the discovery if you're doing the right discovery. So, are those two things different in form or are they just different in degree?

[00:14:19]>> I think they're different in degree.

[00:14:21]>> Correct. And you and you're right in why cuz now they have to [ __ ] get their credit card out. So, the reason I'm taking you through that is to help you realize you don't have to do anything different post price drop in terms of your mechanics. You just have to up the ante.

[00:14:39]you getting the prospect over their falsehood in the discovery. The hill that you have to get them over is a hill of not much resistance cuz they don't have to pay you right now. You still have to get them over the hill and get them out of their own rationalizing and get them out of their own excuses, but you breaking through that is just breaking through their excuses for the sake of their excuses. Whereas in the objection, it's I've got to get you over your excuses to the point where you actually now take a physical action. But what you're doing, why you're doing it, and also how you're doing it is exactly the same. You just now have to dig your heels in.

[00:15:18]>> Yeah. Got it.

[00:15:20]>> So, when your prospect's in the discovery and they're not getting out of their own way and you're almost on the edge of an unsell and you're like, "Well, I'm just going to get off the call now." The difference in the discovery is you have to step more into, what's the word for it? It's like you can't really unsell the prospect in the objections because you need to help them over their fear of the price. That's why they're [ __ ] their pants at that point. So, you just have to really up the ante with like digging into what is the line here now in the objections of falsehood versus truth and really get clarity around that with the prospect and really really really articulate it.

[00:16:04]You're not doing anything different than what you're doing in the discovery, which is why we don't teach it. Because if you're really choosing the identity of truth versus falsehood illuminator in the discovery, just do that in the objection. So to paraphrase a a very cut together example, the prospect says, you know, you dropped the price. The prospect's told you they're crippled with their issues in their finances or in their health, whatever you're selling. You drop the price and then they say, "Oh, you know what, Dr. Robin? I need to think about it." Well, what do you need to think about? Well, well, you know, I just need to think about the decision.

[00:16:44]The decision of what? Investing this amount of money to fix this big problem that's crippled you for years that you've been lying about, that you've been downplaying, that you've been ignoring. Is thinking about it a different approach to what you've been doing for the last 3 years? No. So, what really is the issue then? The issue, Dr. Robin, is I'm scared. Scared of what?

[00:17:07]Wasting the money. Well, that's a big thing to say. Are you saying that you think we're going to scam you? No. Okay.

[00:17:12]So, if you don't think we're going to scam you, what are you afraid of wasting the money? Well, you know what? If it doesn't work well, it might not. But how's that something you need to think about tomorrow? There's still a level of uncertainty.

[00:17:27]This treatment might not work. This program might not work. you might not do the work. You see what I'm doing? Like I'm I'm just doing the same things that I would do in the discovery. The difference is I'm I really have to hold the line now because the the price is on the table. There's nothing different to do. Is this clear?

[00:17:45]>> Yep.

[00:17:46]>> So like let's practice a few examples and I'll show you that I can do it with you without >> any word track. So what's what's the uh objection that you typically get the most?

[00:17:55]>> Um I need to go speak with my business partners on this. And what offer is this for?

[00:18:01]>> Uh this is for like a business mentorship. So business scaling mentorship.

[00:18:06]>> Business scaling mentorship. Okay. And when they say that based on the average discovery that you've been having, is that true in the sense of, oh [ __ ] their business partner should have probably been on the call the whole time because they're joint in the decision, or is that they're now just abdicating the responsibility at the end of the call rather than them having to pull their finger out?

[00:18:30]>> I think they are abdicating. So a lot of the time I've on the call so far like it's [snorts] the quote business partner but I know that business partner is not in charge of this department like the marketing or the sales department. It's someone else or it's uh you know >> let's pause so we don't go too deep into it. So let's start with that. I'm actually going to be the prospect. So just talk about what you just said. So I'm saying yeah you know this is the best program I've seen. I definitely need to do this. I just need to go and talk to my business partner about it first.

[00:19:00]>> Okay. Was that the business partner you mentioned is responsible for the fulfillment rather than the marketing and sales that you're struggling with?

[00:19:07]>> It's okay, but I would but that felt like you're beating around the bush because you said it upside down. It's not is that the person that's responsible for this. It's is that the person that's not responsible for this problem in this department that you're responsible for solving.

[00:19:21]>> Right?

[00:19:22]>> So you see I'm upping the ante of truth versus falsehood. So do it again. I'll start. Sounds fantastic. I know I need to do this. Best program I've ever seen.

[00:19:29]I just need to go and talk to my business partner.

[00:19:32]>> Okay. Isn't that the business partner that's not responsible for the marketing and the sales of which you are responsible for? And you have not been able to solve this problem for the past 3 years.

[00:19:43]>> Well, that sounds like a bit of a [ __ ] thing to say to me, Dr. Robin, >> is it not true?

[00:19:47]>> Yeah, but why are you challenging me like that? Like, can't I just talk to my business partner?

[00:19:51]>> I'm challenging you because you're the one that's just been telling me for the past hour.

[00:19:56]>> Now you're getting heated. You can have emotions, but you can't be emotional.

[00:20:01]Then you're going to get combative. So, backtrack again. Well, I don't know why you're saying that. Like, it feels like you're just challenging me and being a bit of a dick, to be honest.

[00:20:09]>> Well, is it is it true that you are responsible for the marketing and sales?

[00:20:14]>> I would I would have gone something like this. Like, do you really believe that I'm the type of person in regards to helping you solve this problem that I am going to be a dick to you? or are you getting triggered and projecting it on to me because I am the voice of reason and truth right now. What I what I would be doing is separating.

[00:20:37]Okay, let me believe you that you think I'm a [ __ ] Well, then we're never going to work together cuz you wouldn't hire a [ __ ] So, I'm trying to break down like do do you actually believe that or are you now just throwing a [ __ ] cannonball out there to try and deviate around the truth? the truth.

[00:20:55]>> That's almost like a handle of like kind of an unsell. I'm kind of like, okay, well, if all of a sudden you think I'm a [ __ ] because I'm trying to help you and tell you the truth, then if you actually believe that, then we should never work together. And then now they're on the back foot cuz now they're like, [clears throat] I don't actually think you are a [ __ ] I I'm kind of just pissed off that you're telling me the truth. You see what I'm doing? Okay, so let's do it again. I'll go right from the start.

[00:21:21]>> It sounds fantastic. This is definitely the program I need to do, but I just need to talk with my business partner first.

[00:21:27]>> Is that the business partner that's not responsible for the marketing and the sales of which you are responsible for, which you haven't been able to accomplish these past three years?

[00:21:36]>> Well, yeah, but I I don't know why I just can't talk to my business partner.

[00:21:40]I mean, it feels like you're kind of pressuring me a little bit.

[00:21:43]>> Do you really think I'm pressuring you?

[00:21:46]You know, is that really me being present and being here of service to you to help you move through these things and help you solve this challenge that you've been telling me for the past hour that you want to solve and you're responsible for and haven't been able to accomplish? Like if you really believe that or or are you just maybe feeling a bit emotional that what I'm telling you here is the voice of reason. I I think I understood like 50% of what you said. So I can't say I agree or disagree. I got a little bit confused with the wording. So could you try and tell me what you were trying to communicate again in a different way?

[00:22:23]>> Is the pressure that you're feeling is that really because I'm just calling out having listened to you this past hour.

[00:22:30]I'm just calling out the truth and the reason. And so that pressure that you've been not putting on yourself for the past year is now coming to the front because I'm being straight with you about it. still confusing me. Try it again. I'm being a realistic prospect. I I I get what you're saying, but I'm not really clear on where you're going.

[00:22:51]What's the real issue? The real issue is he's trying to say you're the problem.

[00:22:55]So, you need to discuss that. So, hopefully you're enjoying this training.

[00:22:58]Now, if you're brand new to the channel, you can skip this. But if you've been watching my videos for weeks or months, you've gotten value, you've implemented, you're making more money because of it.

[00:23:08]The question I have for you is, what are you doing still sitting on the outside?

[00:23:14]Are you someone who's going to continue to just watch free content when deep down you know being on the inside, being mentored by me directly, being around other unicorn closers is the thing that would take you to the next level. If you think you're getting value from the free content I'm putting out here on YouTube, what do you think happens inside the mastermind? So, if you know you're ready, if you're at that point, you've seen what you needed to see, click the link below this video, jump inside. I'll see you there. Now, back to the training.

[00:23:45]>> Yeah.

[00:23:45]>> As opposed to trying to word spaghetti him and tie him up with word spaghetti.

[00:23:53]>> Just dis like what would you do if this was in the discovery? So, and this is the mindset. It's like, let's just imagine we're not in the post price drop and the prospect, you've just challenged the prospect on something, literally the same thing, you know, why haven't you solved scaling your business? Well, you know, um, we're struggling with XYZ in another department of the business that's someone else's responsibility.

[00:24:17]You'd be like, well, I hear you, but that's not what we're talking about. And so, if it was just this happening in the discovery, how would you handle it?

[00:24:25]prospects like and then and then you said to him, you know, well, that's not what we're talking about. And he's like, well, why are you being a dick? Why are you pressuring me? How would you handle that if it wasn't post price drop?

[00:24:35]>> Right.

[00:24:36]>> Do you really think I'm being a dick just by trying to help you solve through and sift through all of these problems and get to the truth?

[00:24:43]>> Well, it does feel like you're pressuring me with the conversation.

[00:24:47]>> Yes. Also, because you haven't you haven't looked at all of these things and now I'm just holding up the mirror and helping you to be able to see. Well, you know, I'm not sure if I'm on this call for a therapy call. Like, why do you need to hold up the mirror?

[00:24:59]>> So that we can get to the truth and find out if what your problem, what the problem that you haven't been able to solve is something that we can help you with.

[00:25:07]>> Well, based on your marketing, I think you can help me. Yeah.

[00:25:10]>> Yeah. But based on what we've been talking about here, I'm not entirely clear and sure that you've been completely true and honest with yourself for the past few years. And so, here we are trying to get to the truth of the truth. [clears throat] >> Right. I I agree with that.

[00:25:25]>> So, why does that feel pressuring?

[00:25:29]>> Guess I'm just not used to having someone call me the [ __ ] out, I guess.

[00:25:33]>> What's more pressuring? Me just helping you.

[00:25:36]>> No, that's that's a cheesy word. Don't use that.

[00:25:38]>> A cheesy word. Okay.

[00:25:40]>> Don't use that. How? So, so he's agreed with you. What would you now need to do?

[00:25:45]>> Okay. So, now that he's agreed that he's not used to being called out, >> you just need to >> ask him again. I'm like, yeah. Okay. So, what is the truth in context?

[00:25:55]>> I think we've kind of already covered what is the truth. The truth is I'm lying to myself and you know, I'm not used to being pressured. So, now you have to get him to pick a lane. So, how would you do that?

[00:26:04]>> Okay, got it. So, now that we've established that you haven't been telling yourself the truth and we haven't really seen all this and are you okay with me holding up the mirror for the rest of this call for us to really get deeper on this and get clarity?

[00:26:18]>> It's not bad, but I wouldn't say are you okay with it? It's like it's like half in, half out. Like we need a real solid tie down.

[00:26:25]>> Okay. Well, look, now that we've established about um you've been lying to yourself and this is obviously part of the problem for the rest of the call, we're going to be going more deep and holding up the mirror. Do you wish to proceed?

[00:26:38]>> Sounds uncomfortable.

[00:26:40]>> Well, yes, might be. As you said, you're not used to it. But do you want to get over this problem or not?

[00:26:47]>> Okay. So, let let's go back on that previous question. One thing you do is cuz and I see a lot of me and you when you start to feel and this is subconscious when you start to feel your emotions rising you over talk as like a maybe I can intellectualize my way through the sentence and then that's kind of going to like almost distract from my emotion. So what you want to do is you want to control your emotion more and be stoic and just say less. Just say the thing and then shut up. Okay. So let's go back to the previous point. So I said it it sounds I mean it just sounds like it's going to be an uncomfortable conversation.

[00:27:32]>> Yes.

[00:27:34][snorts] >> And then I just got to sit there and [ __ ] wrestle with it as the prospect, which is exactly the point. You're not doing the work.

[00:27:44]>> They're doing the work.

[00:27:46]>> Yeah.

[00:27:46]>> Did you feel that when you just said yes and then I'm like, "Oh, [ __ ] Well, now I'm fucked." Okay, so now let's backtrack.

[00:27:53]>> That is the same in objections. So this is why we don't teach it cuz what's the [ __ ] difference? The only difference now is in principle you can't unsell someone because they already committed in the discovery. They need this and they need you. They need you to help them through the truth. They've heard the pitch. They [ __ ] loved it.

[00:28:16]And then now it's just the price. And so you're at this kind of point where like you got to kind of [ __ ] drag them over the line. Now you drag them over the line by your questions making them do the work.

[00:28:28]>> Yeah. But they're doing the dragging.

[00:28:31]Well, it's like you basically just can't quit on them now. Whereas in the discovery, it's like if if you aren't going to align in the discovery, I I'm not going to do this for you. Whereas, you've already passed that bridge. And so, it's like you've kind of made like a handshake agreement after the discovery of like, I'm going to pull you over this [ __ ] line now. Now, you can't do it for them, but as they're trying to wrigle around, you're like, "Hey, [ __ ] We've had this conversation. We've agreed on this in the previous part of the call. You [ __ ] dribbled over my pitch and now the only thing getting in the way is your mind viruses over the price.

[00:29:10]>> That's like the the the philosophy of it. There's there's not that kind of back door that you have in the discovery where we might just not be aligned. We know we're aligned now. You're just trying to fight it. I can't allow you to fight it now. You've already agreed that we're in alignment. The price doesn't mean we're not in alignment. Price doesn't mean [ __ ] You needing to ask your business partner that's not involved in this decision is not that we're maybe not in alignment. It's you just wriggling around. Does that make sense?

[00:29:41]>> Yeah.

[00:29:41]>> But the mechanics of it is exactly the [ __ ] same. Okay. So, let's do the business partner one.

[00:29:46]>> We're in objection.

[00:29:47]>> Can we because I I get the business partner one now.

[00:29:49]>> Okay. All right.

[00:29:51]>> One thing that I find is quite concrete is like we have a an agreement. It's quite long. It's like for it's a contract like six or seven pages long and the common one is oh I need to take this to my lawyer and get them to read over it.

[00:30:02]>> I mean ideally you don't want a super long agreement cuz that's a fair I mean that's not an objection that's a and so now we're into a different conversation which is objections v versus logistical process. I'm about to sign a 20page contract. I want a lawyer to look over it. That's not an objection. An objection is like, I know I wanted to do it and then now I'm going to put something in the way to try and give myself an out from doing it. Now the lawyer contract can be an objection and that's for you to figure out by being fully present as the closer like are they actually going to go and give this to a lawyer and sign it and are they in a rush and do they want to rock and roll and are they ready to go or are they now just flaking on me? And that's presence that will allow you to tell that. So based on your experiences with that, >> how many of them would you say are they they do actually just need to run it past a lawyer? And how many of them say [ __ ] >> On this new offer that I'm on, it's happened twice and both of those have come back and signed the contract within a week.

[00:31:11]>> Yeah. So, so, so a good a good mindset to install is what is an objection versus what is just they're already ready to go. They we just have to sign this thing. That's not that's not an objection. And you'll really [ __ ] yourself up if you have the mindset of it being an objection because you'll communicate that in your energy and then now they'll feel that you're like pissed off that they need to do something totally reasonable. And so that's why when we went into the business partner objection, the first thing I asked you was like, >> well, like is that true? Like do they actually have to talk to their business partner? If the answer is no, which most of the time it's [ __ ] [ __ ] Now we're objection handling.

[00:31:52]>> Whereas if like if they're like, well this person's going to be the one to execute it.

[00:31:57]>> Well, that's a bit of a tricky one because >> if it's someone that's going to execute it that's like an equal, then yeah, you need to check with them like do you mind doing this? It's like you're going to be the one executing the plan. The objection, which is a [ __ ] one, is where it's a CEO saying, "Well, I need to ask my marketing manager cuz she's going to be the one to execute it." It's like, "So [ __ ] fire her or tell her to [ __ ] do her job." Like, what do you mean you need to ask her? Do you mind doing this? Like, so, so again, like, if it's that scenario, then we would do exactly what we just did and get into is she a business partner? No, she's an employee. So, who tells her what to do? I do. So, why are you now the one pandering to her needs like a little puppy dog being like, "I need to check on her." And then straight away, especially if you drop a bit of sarcastic humor. They're like, "Yeah."

[00:32:49]Now, they won't tell you they're lying at that point. They'll be like, "Uh, yeah." And they'll get a little bit triggered. And then you do basically what we just did now, which is handling the fact that they're getting triggered by it. Being like, "I noticed that when I told you the truth, you were getting a bit pissed off. Are you getting pissed off because I'm lying to you and I'm trying to [ __ ] close you, or are you getting pissed off because I'm calling out your [ __ ] which is exactly why you're where you are and not where you want to be now?" They're starting to be tied down. They're like, "Ah, fuck." And then you are and then you tie it down again. And I'd be like, I am going to continue calling out your [ __ ] if you want to work with us. Are you okay with that? Or do you want to go and ask your marketing manager for permission?

[00:33:31]And and I'm like quadruple tying them down until they are in the palm of my hand, which is as you've seen me do on the role plays. We did one yesterday. I don't know if you're on the call.

[00:33:41]>> Like you get the prospect into the palm of your hand, whether you're in objections, whether you're in discovery.

[00:33:46]And how do you do that? With the truth and holding the line of the truth. So, business partner, legal contract, depends if it's true or if it's [ __ ] which way you go. Any others?

[00:33:58]>> Oh, yeah. Like, uh, going need to like look at their calendar and make sure this is they have enough time to implement and stuff.

[00:34:06]>> To implement what?

[00:34:07]>> Yeah, like the program that we've gone through like the program we're going to do ABC and they're going to have to do work, you know, like 1 hour a day.

[00:34:15]>> And so, where's the misalignment in that? As in misalignment from the truth.

[00:34:19]Oh, we've got some uh some holidays coming up with some of our staff members. We just want to make sure that we've got, you know, enough time and resources and team members to really give this a good shot.

[00:34:30]>> I don't get how that makes any sense what you're saying.

[00:34:33]>> Well, we just need to get >> Let me pause. Do you know why I'm saying that? That doesn't make any sense. Like, search your soul for a minute. Do you need to >> Doesn't make any sense because like adding like five hours a week or one hour a day isn't going to You don't need loads of [ __ ] Doesn't matter if there's holidays or not, you can still get it done, >> right?

[00:34:54]>> Just make it happen.

[00:34:56]>> Like, do you see what I'm doing? Like, I'm just not [ __ ] around with you.

[00:35:00]Like, I don't know if we were roleplaying there or if we were trading, but I I thought we were role playing and you were paying the prospect.

[00:35:05]>> Sorry.

[00:35:06]>> Like, >> okay, well, let's do it as a role play then. So, give me give me the objection.

[00:35:11]>> Yeah, we just need to go away. Make sure we've got all this. Make sure this is the right time, Josh, to really make on this happen now cuz might be a better time for us to do this in 3 months time.

[00:35:21]>> I I don't agree with that.

[00:35:23]>> Why not?

[00:35:24]>> Why do you think delaying it 3 months would be not the right move as far as timing?

[00:35:29]>> Oh, so we can have because we got holidays coming up with multiple staff members.

[00:35:33]>> That was my question. My my question was why do you think that I am telling you that the truth is not delaying this by three months is potentially the right move? Why? Why is that not the right move? Search your soul for a minute.

[00:35:47]>> Well, I know I really want to get this thing launched and done in 4 months time and the program is, you know, 2 or 3 months worth of work.

[00:36:00]>> Mhm.

[00:36:02]>> So, yeah. And if I really want to get it done right, I want to like be ready, be prepared for the launch rather than like squeezing it in. I I still don't agree with your mental model of like squeezing it in. Like you're not climbing Everest.

[00:36:18]Like squeeze in an extra hour a day.

[00:36:22]Some days you can't do it, some days you can. 3 months from now, boom, you fixed the problem versus 3 months from now you're still winging and complaining about squeezing and not solved the problem. [snorts] Why do you think I'm being quote unquote harsh on you or direct on you? Because because you're a dick, Josh.

[00:36:42]>> Well, aside from that.

[00:36:45]>> Well, you know, you're a salesperson.

[00:36:47]You've got a job to do. You got to close people. And I understand, you know, I I could pay you money, so yeah, you you you're going to do everything you can to make sure I close.

[00:36:57]>> 100% I will. Do you think I have any ethics and morals?

[00:37:01]>> Probably.

[00:37:03]>> We shouldn't work together if you're not certain on that. Are you actually not certain that I'm ethical and moral that and and that our company >> I've only just met you. We only just had a call for the last like you know hour.

[00:37:14]So >> So that gives us two options. We either build a relationship over the next 10 years before we transact and do business together and then you know who I am or you believe that you can know off the bat if someone's genuine or not. I don't no offense but I don't particularly have any interest in marrying you for the next 10 years before we do business together.

[00:37:35]So >> yeah, fair.

[00:37:38]>> What's fair?

[00:37:40]>> That I can generally get a good read on you just from one hour. We don't need to >> I don't need to know you for a long time to, you know, I guess I've never really thought about ethics and morality, you know, clearly as much as you. So >> sounded a bit sarcastic. I mean, ultimately all I'm just asking you is, do you actually believe that I'm just a sleazy salesperson trying to close you?

[00:38:04]>> No.

[00:38:05]Okay. Why don't you believe that?

[00:38:08]>> Because you have been very specific with your questions through the whole call >> and Yeah. Got it. Been very serious.

[00:38:18]>> Okay. So, what do you think my ethics slash morals are based on how you've seen me show up for the last hour?

[00:38:26]>> Um, what do you think is my north star or my compass that I'm following?

[00:38:32]not beating around the bush and getting straight to what really matters, which is the truth.

[00:38:39]>> And so if that's been my compass for the last hour, and I'm now going hard on you, saying you don't need to wait 3 months, make the time, carve out an hour a day, get this problem solved, stop fanning around. Do you think that's for the same compass point as I'm just telling you the truth, or do you think I've all of a sudden shifted my morals?

[00:39:00]Yeah, you probably haven't shipped to your morals.

[00:39:03]>> Okay. So, if you know deep inside of you the truth, which is I have the right morals. I'm trying to help you. I'm going to be harsh on you and be direct on you because that's the thing that you've avoided for the last 5 years. Why are you throwing up all of these [ __ ] impasses? Because you've just clarified it's not me. It's not me that's creating friction here or lying to you or trying to close you. It's you that's doing this. So why are you doing this?

[00:39:35]>> I guess I just haven't really been taking this whole project seriously enough >> and like been, you know, recognize the urgency.

[00:39:44]>> Mhm.

[00:39:44]>> So this needs to happen now. It's not going to be pulled off.

[00:39:47]>> Mhm. And so you throwing up, you know, you need to ask your dog about it, you need to pray on it, this, that, and the other, whatever other reason you can give for anything other than taking action. Is that different to what you've been operating as for the last 5 years, or is that the same [ __ ] that's kept you where you are?

[00:40:04]>> Pretty similar to what I have been doing.

[00:40:06]>> Do you want to stay where you are another day?

[00:40:09]>> No, I really want to take advantage of this opportunity.

[00:40:12]>> Do you need to wait 3 months then or is that nonsense?

[00:40:16]>> It's nonsense.

[00:40:17]How much longer do you need to wait if you're telling yourself the truth to solve this problem?

[00:40:22]>> We need to get it done this month.

[00:40:24]>> Well, we can come back in 21 days then.

[00:40:28]>> Yeah, that'll give me enough time to like see my, you know, get all the make sure all the holidays are aligned, etc. >> We've just gone in a circle. If you want to keep running, >> if I get it done this month, then it will still pull off, right?

[00:40:42]>> But that's not why you are where you are and not where you want to be. You are where you are and not where you want to be because you haven't acted with urgency. Those were the words that just came out of your mouth. Is 21 days from now urgency?

[00:40:55]>> No.

[00:40:56]>> If you continue showing up as the same person you've been for the last 5 years, where are you going to be in the same exact position? So, if the issue is why you're not where you want to be is urgency, how do you need to start right now on this call to get where you want to be?

[00:41:12]>> Take action.

[00:41:14]>> Urgency. So, how much longer are you going to allow lack of your own internal urgency to keep you fumbling with the ball on growing your business?

[00:41:23]>> No longer.

[00:41:24]>> Another 21 days?

[00:41:26]>> No.

[00:41:26]>> Another week.

[00:41:28]>> Okay. Cool. What just changed?

[00:41:31]>> Well, you're right. It's the internal urgency that I haven't >> Pause. Does that make sense?

[00:41:38]>> Yeah.

[00:41:38]>> It's the same thing that I'm doing on a discovery.

[00:41:41]>> It is.

[00:41:42]>> No, it's no different. The only difference is is you can probably feel as opposed to in a discovery. You've been on enough role plays with me. In a discovery, I'm much more like I I don't [ __ ] care either way. You can feel that when I'm I'm communicating in a discovery. I'll be direct on someone.

[00:42:00]But you can also feel in the discovery that I'm like, I could unsell you in the next one second and I I don't give a [ __ ] In the objections, you can kind of feel like I'm here for you. Like I'm I'm not letting you down.

[00:42:14]>> Yeah.

[00:42:15]>> I've already committed that I'm getting you over this [ __ ] line.

[00:42:18]>> Yeah. You've committed >> that that's the only difference is like the feeling, >> but the mechanics are exactly the same.

[00:42:25]>> Got it. I I have a side question on this. When you when you're you know now the call is an hour and 8 minutes because they are you're having this objection handling and you've committed to helping them, but you've got a call that you're 8 minutes over for. What?

[00:42:41]How do you what do you do?

[00:42:43]>> Great question. And and that's why you're in exactly the right place that this is 95 to5, which is why you have to do the discovery training first and master that because if you did it the other way around, 50/50 of your calls are going over the hour and you're [ __ ] up so many calls. The fact that it's five out of 100, you just you just have your phone next to you, you text the the next prospect, you say, "Hey, brother." Or probably not brother, but hey, um running a running 10 minutes late. um signing someone up on a previous call.

[00:43:12]Apologies for being late. If you can hang around, um I'll be with you as soon as I can. If not, we can reschedu. And I would have a few messages like that templated on my phone so I can just copy paste and send it to the prospect >> and that and that's it.

[00:43:28]>> And and it only works like that because it's five out of 100. You you can't be doing that to a bunch of prospects. And also, as you know, with the spiritual side of things, if you're doing that from the energy of, you know, I'm trying to objection handle close someone, you'll probably get no reply from the prospect or you'll get a shitty reply being like, I just booked off an error and now you're [ __ ] blowing me off.

[00:43:51]If you're doing it for the right reason, which is >> this person is a fit and I'm getting them to [ __ ] buy this program so they can get out their own way, >> you'll get the the response that was meant to be from that prospect. So it all goes the energy.

[00:44:05]>> Yeah.

[00:44:05]>> Okay. All right. Anything else on this?

[00:44:09]>> So, can you just tell me the word track of what to say?

[00:44:12]>> Yeah. Heavy as the head that wears the crown.

[00:44:15][snorts] >> That's it, man. I'm >> keep running from an ice cream truck.

[00:44:19]>> Yeah. Who runs quicker, a bear or a [ __ ] fat man running to an ice cream truck? That's the word track as you can hopefully see from this training.

[00:44:26]Completely unnecessary, completely false, and complete [ __ ] >> False. I think that's the real message.

[00:44:31]And I can I can notice like as we go through the mastermind uh in time, you have like different chapters in it. And at the moment, this chapter is very much truth versus falsehood, which I think is really Yeah, it's really it's really true. Um, >> no pun intended.

[00:44:48]>> No pun intended. So, yeah, makes perfect sense what you're saying.

[00:44:51]>> All right. How do you feel? Do you feel like you got what you need as far as you can now have a good shot at attacking some of these objections?

[00:44:59]>> Yeah, it's a lot more I have less pressure on myself.

[00:45:03]>> Why is that?

[00:45:06]>> Because I've already committed to, you're right, like by the time I've pitched them, I've committed to helping with them rather than trying to get ready for the next call. That was actually important for me. And so like being there like, "Daddy's got you."

[00:45:21]>> Yeah.

[00:45:21]>> Kind of vibes. I'm going to help you through even if it's going to be hard and pressureful. That's just it's okay.

[00:45:29]>> Yeah. It's not like I'm I'm more like okay with that pressure because I I feel like I have like [ __ ] up some objection stuff and been a dick.

[00:45:40]>> Yeah.

[00:45:41]>> You know, by rather than just staying emotionless or, you know, I was getting emotional and not really being tactful.

[00:45:52]>> Yeah.

[00:45:53]>> And not really coming from a place of of like, I've got you. We're going to get over the line now. It's all good. Yeah, sounds like a if I read between the lines a little bit with that, it sounds like a part of that pressure and why you were getting more aggressive and more of a dick was it it sounds like also because you're like, well, I've got a [ __ ] another call coming up. So, like, can you hurry up and [ __ ] close? Like, and and then you're like >> you're annoyed at the prospect as opposed to as we teach in the mastermind, like >> it's the human condition. Like, some some people are ready to close after a beautiful discovery. Some people still need a bit more help. And you should have a sense of um gratefulness of like God's given me this opportunity to help some of these more difficult people that need a little bit more help. You you should view it as like like a a dad with their child. Like you know the child keeps [ __ ] falling off their bicycle.

[00:46:45]You're not going to be like, "Can you stop [ __ ] falling off?" You're like, "Shit, like they're really struggling with this. Like let me give them love.

[00:46:51]Let me give them care." Now, as we talked about, the love doesn't come from pandering to them or patting them on the back. It comes from here's the [ __ ] truth. But I'm not annoyed with the prospect that they've got a few quote unquote objections. If anything, you know, if you're going to get annoyed of them at the objection stage because they're still out of falsehood, you would be annoyed of them in the discovery stage when they're not getting out their own way. So you mastering that >> identity and the discovery of like people are being people like it's not their fault. It's it's sad. If if anything I look at prospects that are in their own way and I'm like man like I feel so sad for you. Like you're really [ __ ] up your life right now. I have no negative feelings towards them or judgment. And and and this was a big training from M cuz I I was the opposite when M made me realize the prospects that are being the most [ __ ] prospects, they're the ones that are suffering the most. These prospects that just [ __ ] get aggravated, start calling you a salesman. Like when M reframed my mind that like think of how lonely they are in their life and how unhappy they are right now that that's how they're treating you.

[00:48:04]>> Imagine what they're carrying. And when I had that click moment, I was like, "Oh, wow." Like, "These are the people that are like borderline odding on [ __ ] pills cuz they're depressed."

[00:48:14]Like, have empathy for them and and help them.

[00:48:18]>> Totally understand. And I'm just thinking back like I got a of my business. I got a bad review recently um about it was an objection that I didn't take very I got emotional and [ __ ] it up, but that person definitely [ __ ] needed the most and was in the worst situation. And so it was like definitely feeling that sense of like I I I failed them and that in that bit there because I was more concerned about myself and like getting this thing. It was like so obvious to me like you just have to [ __ ] buy this thing and you'll be fine when I didn't come from a place of like, oh, I get it. I understand. Let's just let's just work it out and get you through this.

[00:48:57]>> Which is exactly the same in the discovery benevolent alpha. You you got to have both. You can't just al Excuse me. You can't just out alpha someone in the discovery. Neither can you just out alpha someone up in the objections like just buy this and it's going to be great. Like well where's the benevolence in that? Same as in the discovery. You know, you you get to feel me doing it on the role plays where you're like Josh is really blunt with people and really direct, but like you can feel that he cares. And you've probably seen enough of the of the members of the mastermind say when I role play with them, it was Drew uh yesterday. They're like, you can feel that like Josh really cares about me and like if you remove that feeling and you then keep the alpha side, you're just steamrolling over someone which is a horrible experience.

[00:49:43]>> Yeah.

[00:49:44]>> So, and then the final bit was the mechanics. Like how clear are you now and how confident are you that the mechanics is you already had the mechanics down?

[00:49:55]>> Yeah, I agree. It's like the um like the mechanics are the same. It's just the pressure that I've put on myself and the emotional part that I've allowed rather than being stoic has then, you know, got in my head and made me to have this [ __ ] belief that now I need to objection handle rather than I need to just help the person come to truth.

[00:50:18]>> Yeah.

[00:50:19]>> Awesome stuff. Anything else? Yeah, last point was that um you're right like this is another chapter recently in UCM.

[00:50:27]You've been really hard on like unselling if if they're just refusing to get out of their own way and they're just in in the discovery. Just like you can unsell and really mean it and feel it.

[00:50:39]>> Yeah.

[00:50:39]>> Rather than just saying, "Oh yeah, I would unsell." Like really meaning that if they're in their own way, I'm going to [ __ ] get off this school cuz I have better things to do.

[00:50:46]>> Yeah. May maybe I should have done more training on how in the objections that is different because you know that that's like I'll give you an example.

[00:50:56]Let's say you had a child and your child had [ __ ] up teeth and you asked your child, maybe you would, maybe you wouldn't, maybe this a little bit unrealistic, and you said to your child like, you know, we we should probably get your teeth fixed. Like you're going to not like this when you're an adult.

[00:51:16]we should probably get you braces. And the child thinks about it and they're like, "Yeah, I I I agree. I think I should have I think I should have braces. Like, I don't like the idea of having braces, but I agree longer term this is the right thing to do." And then you take the child to the dentist and for whatever reason when they have to put the braces on because their teeth are all [ __ ] it's really painful.

[00:51:41]>> And your daughter is like, "Dad, I don't want it now. I don't want it." Like what are you going to do? Are you going to be like, "Oh, she's changed her mind." No, you're going to [ __ ] hold her in the chair until they get those [ __ ] braces on because we had the conversation when you were not emotional about the price drop or the pain or the the fear or the insecurities or the hard work. You made the decision then. Now that you're trying to back out of it, daddy's here. like I'm going to sorry I'm going to hold you in the chair and have you [ __ ] crying your eyes out which sucks as a parent but I'm doing it for you. That's like the analogy of like the objections. It's like if you're doing the discovery of like you know you should probably get braces. You're going to get bullied at school for the next 3 years. You're going to look stupid but longer term you're going to like it. And the child can say yes or no. They have free will. If they're like, "No, I I don't want to be bullied for the next three years." Okay, I I think you should get braces. I think you'll regret it in the future if you don't, but I'm not going to force you to be bullied, but if we've had an adult conversation about it and you've agreed with it, then when it comes to actually getting the braces on and it's uncomfortable and it's painful and you're kicking and screaming, I've got to hold the line.

[00:52:59]>> Yes.

[00:53:00]>> Does that make sense? The analogy?

[00:53:01]>> Totally. Yeah. 100%. So, >> because you hold them down, but you hold them down with love.

[00:53:06]>> I mean, you wouldn't have any other way of doing it. You know, your [ __ ] child's crying their eyes out being like, "Dad, please make it stop. Please make it stop. Please make it stop." And you're like, you're [ __ ] tearing up cuz you're like, "Fuck." Like, I I have to do this. That's the philosophy and the objection handling, which we just did a few examples of. like I'm going to be a dick to you and be blunt to you because we've just agreed your lack of urgency is why you are where you are and you saying I need 21 days is [ __ ] [ __ ] and you know it and I know it and I'm not going to get off this call not telling you it's [ __ ] >> Yeah, >> you can get off the call, hang up the phone, [ __ ] to yourself, fine. But one or two things will happen 24 hours from now. You'll come back with your [ __ ] tail wagging between your legs being like, "You know what? I should have just bought yesterday." and then you know we'll have to see what happens then or you know you'll just keep staying where you are which isn't where you want to be. So when you understand the philosophy, which is why in UCM we don't teach tactics, we teach the mindset.

[00:54:08]Everything just comes from there. When you be the person you need to be, how you do it just will just happen.

[00:54:14]>> I agree.

[00:54:15]>> Anything else, brother?

[00:54:18]>> No. Thank you.

[00:54:19]>> All right.

[00:54:20]Later.

[00:54:22]>> Have a good rest of your day, bro. Bye.

[00:54:23]>> You, too. Bye.

[00:54:25]>> All right. There you go. One-on-one with one of the members of the Unicorn Closer Mastermind. How to handle every objection without objection handling, without scripts, without word tracks, without analogies. You've seen you don't need them. But there is a prerequisite to getting where Dr. Robin got to. Some of his wins, scaling his business, closing 16 out of 16 back-to-back deals.

[00:54:50]He's now moved into high ticket closing.

[00:54:52]He can close 95 out of 100 of his calls without even getting an objection because he's mastered the discovery. But as he was saying, I I I want to get to 100 out of 100. Well, that's the training for that. If you just watch this training and you don't do the actual training to learn scriptless selling and self-actualizing and doing the inner work to master the discovery, you're doing things back to front. So, if you actually want to master how to do a perfect discovery like Dr. Robin has been mastering. Click the link below the video, join the mastermind, come aboard, get around other unicorn closers, get all the training that Dr. Robin's already gone through to master the discovery and do the deep inner work to become the person that can show up how I demonstrated for the discovery and also then show up in the exact same way in your objection handling. Then you will close all of the deals that can be closed without even getting objections.

[00:55:51]And if and when you get a small number of objections, you don't have to do anything different or memorize anything or read off any word tracks. You just show up in the same way and you can handle those objections. The unicorn closer mastermind is all about the methodology. Selfactualized sales, becoming the person that closes, not because of what you said, your words or your tonality and how you said it, but because of who you are as a person.

[00:56:19]If you want to be a closer that closes because you've done the identity level change to be a real leader, then you know what you need to do. And I will leave you with the one most powerful spiritual sales principle that my underground mentor gave me that has now taken five closers to all being able to earn over $100,000 a month in commissions. How you show up when it comes time for you to buy is how your prospects will show up when it comes time for them to buy. So if you want prospects that don't give you objections, be the person that doesn't have objections when it's your time to buy and faces the truth that you know what you need to do to go to the next level and become a unicorn closer. Click the link below the video, join, and we'll see you on the inside.