My Executive Brief

My Executive Brief

Share this post

My Executive Brief
My Executive Brief
Objection Loops
Copy link
Facebook
Email
Notes
More

Objection Loops

Understanding and preparing for common sales objections

Bill Rice's avatar
Bill Rice
Jan 17, 2022
∙ Paid
1

Share this post

My Executive Brief
My Executive Brief
Objection Loops
Copy link
Facebook
Email
Notes
More
Share

We talk about overcoming objections, but we often teach how to deflect or pivot away from these protests. You’re not overcoming; you’re simply avoiding or suppressing them.

When you deflect or pivot, you leave the objection open.

As a result, you simply let that anxiety or fear build in your prospect’s mind. Be sure that the person will address and satisfy that objective subconsciously. And, it’s not likely to be by buying your product or service.

Photo by Priscilla Du Preez on Unsplash

Instead, you need to resolve these tensions in considering your product or service - build confidence and certainty that you are the solution they need.

Objection loops can help.

>>> Learn more: Get my Complete Sales Script Course.

Looping through objections is a process by which you acknowledge the protest, maybe even repeating it back to the prospect. Then you’re going to work through a process - using theming - to confirm what specific uncertainty fuels the objection.

Then you’re going to loop back into your presentation, having increased their confidence in that area, leaving that concern behind, and productively moving them forward on your “straight line” (h/t: Jordan Belfort) to closing.

When we loop, we try to get one of these three things right.

  1. Increase their level of confidence in your product, you, or your company

  2. Lower the friction to take action - try or buy

  3. Intensify the focus on their need - increase urgency, scarcity, or missed opportunity

When looping through objections, we test potential objections by proactively offering solutions. This process kills the anxiety fueling the objection and builds the prospect’s confidence in making decisions.

Let’s look at some common objection loops.

Keep reading with a 7-day free trial

Subscribe to My Executive Brief to keep reading this post and get 7 days of free access to the full post archives.

Already a paid subscriber? Sign in
© 2025 Bill Rice
Privacy ∙ Terms ∙ Collection notice
Start writingGet the app
Substack is the home for great culture

Share

Copy link
Facebook
Email
Notes
More