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Objection Handling
Track 8
8 min · 70 XP

The objection framework

Acknowledge, isolate, reframe, ask. Never argue.

Four steps

Same four steps for every objection you will ever hear.

  • Acknowledge — 'Makes sense.' No defensiveness.
  • Isolate — 'Is that the main thing, or is there something else?'
  • Reframe — address the actual fear behind the words
  • Ask — hand the conversation back with a question

The rule

You never win by proving them wrong. You win by making the fear behind the objection disappear.

Say it like this

Weak

That's not really true though — most of our clients see results within 60 days.

Meri standard

Makes sense. Is it the cost itself, or that you've paid for something like this before and it didn't work?

Practice drill

Write the isolate question you would use for 'we need to think about it'.

Run this drill with Meri Coach

Knowledge check

Question 1 of 1 · Objection Handling0/0 correct

What are the four steps of the objection framework?

Back to track

Lesson 19 of 23 in the Meri Academy curriculum.