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This explains why 90% of your sales calls don’t close...

(Keep reading.)

Here's a question worth asking.

𝐖𝐡𝐲 𝐝𝐨 𝐨𝐛𝐣𝐞𝐜𝐭𝐢𝐨𝐧𝐬 𝐜𝐨𝐦𝐞 𝐮𝐩 𝐰𝐡𝐞𝐧 𝐲𝐨𝐮𝐫 𝐩𝐫𝐨𝐬𝐩𝐞𝐜𝐭𝐬 𝐧𝐞𝐯𝐞𝐫 𝐩𝐥𝐚𝐧𝐧𝐞𝐝 𝐭𝐨 𝐨𝐛𝐣𝐞𝐜𝐭?

They don't wake up thinking, “What excuse should I use on the sales call later?”

They don't plan resistance over breakfast.

Or while taking a shower.

And yet, almost every sales call still ends the same way.

“It’s too expensive.”
“Let me talk to my wife.”
“Can I think about it and get back to you?”

𝐈𝐟 𝐲𝐨𝐮𝐫 𝐩𝐫𝐨𝐬𝐩𝐞𝐜𝐭𝐬 𝐚𝐫𝐞𝐧’𝐭 𝐩𝐫𝐞𝐦𝐞𝐝𝐢𝐭𝐚𝐭𝐢𝐧𝐠 𝐨𝐛𝐣𝐞𝐜𝐭𝐢𝐨𝐧𝐬, 𝐰𝐡𝐞𝐫𝐞 𝐚𝐫𝐞 𝐭𝐡𝐞 𝐨𝐛𝐣𝐞𝐜𝐭𝐢𝐨𝐧𝐬 𝐜𝐨𝐦𝐢𝐧𝐠 𝐟𝐫𝐨𝐦?

It comes down to one thing...

WALLS.

Your prospects build walls during the conversation.

More specifically, they build them **in response to** the sales caller.

...The caller’s tone.

...The caller’s pacing.

...The caller’s choice of words.

Even confidence used the wrong way creates distance.

So does optimism.

So does trying too hard to sound certain.

The moment pressure shows up, your prospect protects themselves.

And protection shows up as... (Say it with me) ...objections!

(Sadly, some sales callers are unaware they are causing this.)

That realization changed how I approach sales.

The most effective sales principle I learned is simple. (It's something Jeremy Miner coined.)

A-B-D.
Always.
Be.
Disarming.

I learned this framework by studying two very different authorities.

- Jeremy Miner | Legendary sales coach | Founder of NEPQ
- Chris Voss | Former FBI Lead International Hostage Negotiator

I applied A-B-D inside the marketing agency I previously started and ran for over 10 yrs.

I personally handled high-stakes Zoom and phone calls with founders and executives.

I closed $5,000 monthly retainers.

And I delivered those services over long timelines, not one-off projects.

Those calls taught me a hard truth.

Sales do not break because buyers resist.

Sales break because callers trigger resistance.

If your sales calls aren’t turning into closed deals, the issue isn’t a lack of interest.

It’s more likely your prospects are getting triggered to raise walls during the conversation.

Which leads to a simple question...

How would it benefit you to have a sales closer who knows how to avoid triggering walls and objections in the first place?

Is now a good time to explore a better way to close high-ticket deals?

If it makes sense, feel free to reach out for a free, no-commitment conversation. ☎️

Stop trying to handle "I'm not interested."
.
.
That's your first mistake.

When someone says they're not interested, they're not rejecting your product.

They're protecting themselves from a perceived threat.

You.

Here's what changes everything:

Lower your energy by 20%.

Slower pace. Softer tone. Genuine curiosity.

The moment you sound like you're "handling" them, their guard goes up.

Drop the salesperson mask. Become a human.

Say this:

"I totally get that. Most people I talk to felt the same way at first."

Pause.

"I'm probably catching you at a bad time anyway, aren't I?"

Notice what just happened?

You validated their emotion. You removed the pressure. You gave them permission to say no.

Their nervous system relaxes.

Now ask a negative:

"You haven't been dealing with [specific pain point] at all lately, have you?"
Their brain will defend against the negative.

"Well, actually we have been..."

Boom. Now they're talking.

The silence is doing the work.

Most reps panic and fill the gap.

Don't.

Let the awkwardness sit for 3 seconds.

They'll fill it with real information.

One more move:

"Can I ask you something off-script real quick?"

This breaks their automatic rejection pattern.

They're no longer following their internal script of "get this salesperson off the phone."

They're actually present.

Here's the truth:

People don't buy from people they don't trust.

And they don't trust people who are trying to overcome their objections.

Your job isn't to convince them.

It's to create safety so they feel comfortable exploring whether this is actually right for them.

The neuroscience is simple:

High pressure = threat response = rejection.

Low pressure + curiosity = safety = conversation.

Master this, and "I'm not interested" becomes your favorite objection.

Read the comments section for more ideas on how to respond "I'm not interested."

Jimmy Rodela

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Sales Closer | High Ticket | 🔥 I help companies collect more money by closing inbound leads into paying customers through calm, consultative sales conversations. 🔥

Oddly enough, the best closers talk less.
.
.
Sales is persuasion, but not the loud kind.

It’s the quiet influence that happens when someone feels understood.

I’ve seen more deals close after slowing down, not speeding up.

The moment a prospect relaxes, honesty shows up.

That’s when real objections come out.

Here’s something practical: pause after key questions and let silence do the work.

Most prospects talk themselves into the decision when given space.

Your job is to guide, not rush.

(Practical tips to close better continued in comments...)

Unexpectedly, most sales conversations fail before the offer is ever mentioned.

Not because of price.

Not because of timing.

Because the buyer feels pressure.

Here’s a practical fix you can use today.

Stop answering objections.

Start labeling emotions.

When someone says:

“Let me think about it.”

Try this instead:

“Sounds like something feels unclear or risky right now.”

Then pause.

This does three things:

• Lowers threat

• Protects their ego

• Restores autonomy

People don’t resist offers.

They resist loss of control.

Next step.

Ask a neutral question.

“What would you need to see for this to feel like a smart decision?”

No pushing.

No convincing.

No defending.

Clarity creates safety.

Safety creates decisions.

If this helped, test it once this week.

(More practical tips are in the comments.)

The best closers don’t “handle” objections.
.
.
.
They remove the conditions that create them.

Because objections rarely mean no.
They mean something feels unsafe.

Not unsafe logically.
Unsafe emotionally.

When someone says:
...“It’s too expensive”
...“I need to think about it”
...“Send me more info”

What they’re really protecting is:
• Their autonomy
• Their ego
• Their resources
• Their identity

So here’s how to reduce objections before they show up:

1. Restore autonomy early
“You might decide this isn’t a priority right now—and that’s completely fine.”
→ This removes pressure and gives them psychological control back.

2. Label hesitation instead of fighting it
“It sounds like you’re trying to make sure you don’t make the wrong decision.”
→ People calm down when they feel understood, not persuaded.

3. Slow down the decision
“There’s no rush here. We can take this one step at a time.”
→ Urgency triggers defense; patience creates trust.

4. Make risk visible—and smaller
“Most people worry about wasting time or money at this stage. Is that part of what’s on your mind?”
→ Naming unspoken risk reduces fear and invites honesty.

5. Stop proving. Start exploring.
“Can I ask what you’re hoping this solves before I explain anything further?”
→ Exploration builds ownership; explanations create resistance.

Most objections aren’t resistance.
They’re signals.

And when people feel safe, they don’t need to push back.
They lean in.

What objection do you hear most often right now?

(Read the comments for more actionable tips.)

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