Most salespeople try to handle objections at the end of a call—but by then, it’s too late. This post explains how objections like money, time, or decision-maker issues are symptoms of a broken process, and how using the DHIS method (Disarm, Humanize, Isolate, Solve) can prevent them before they appear.
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If you are still getting blindsided by objections at the end of the call or consult you're already cooked.
Because by the time someone says:
“I need to talk to my spouse...”
“Now’s not the right time...”
“We just don’t have the budget right now...”
…it’s not the beginning of a negotiation.
It’s the end of the deal.
Objections aren’t meant to be “handled.”
They’re meant to be prevented.
Let me say that again for the people in the back:
Objections are a symptom of a broken process.
And the more your team tries to “crush” them, the more resistance they create.
We were sitting with a client today, walking through real sales calls.
Role playing. Line by line.
And something clicked.
There are five objections that kill most deals:
We call this MF-DLT (say it out loud, it's fun).
And every one of these can be neutralized before the close… if you know how.
Here’s how we do it:
We teach your team how to use a process we call DHIS
Disarm. Humanize. Isolate. Solve.
Let’s take the most common one:
The Decision Maker.
If a prospect says: “Yeah, I’ve been talking to my wife about maybe making a move...”
That’s not small talk.
That’s not a side note.
That’s a landmine.
Old-school reps ignore it and keep going.
Our clients lean in.
They say something like: “Hey, when you’re out for coffee chatting with your husband about this… what’s that convo looked like so far?”
See what that does?
It opens the door.
It humanizes.
It isolates the real issue.
And now we can solve it — before it becomes a brick wall later.
This is the new way to sell.
No pressure.
No pushing.
Just powerful conversations that prevent resistance from ever showing up.
Just click HERE to learn more.
Cody May & Vikram Deol
:: Founders of Sheridan St.
:: Founders of The TRIS Method
:: Get Free Top Agent Power Pack
:: Get Your TRIS Sales Conversion Scorecard
:: Get The TRIS Training Vault
What could be better than a knowledgeable, lively group of people who have a passion for what they do and are good at it, too? We have put together an extraordinary team of innovative, committed members who put client success first.
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