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Episode 24: LinkedIn Live - Objection Handling with Kyle Ross
In this live-recorded episode of Psyche of Sales, Johnny is joined by Kyle Ross for a frank and practical conversation on objection handling: what it really means, why it’s often misunderstood, and how to do it well.
This session unpacks why objections aren’t a bad thing, what they often signal beneath the surface, and how best sellers use them to build trust, deepen understanding, and move the conversation forward.
What you’ll hear:
- Why objections are often requests for clarity rather than genuine problems
- What to do when a buyer says “we’re too busy” or “it’s too expensive”
- Four simple but powerful objection-handling techniques:
- Acknowledge & Explore
- Acknowledge & Ignore
- Explore the Opposite
- Ask: “How would you solve it?”
- How to remove tension (and avoid adding more)
- The importance of value-building before tackling objections
- Real examples from the field
Handling objections isn’t about having the perfect rebuttal. It’s about staying curious, slowing down, and finding out what’s really going on.
This episode will give you a practical framework you can use immediately, whether you’re selling a product, pitching a proposal, or navigating stakeholder resistance.
Like this episode?
You can find more conversations and resources on objection handling at enableiq.com.
About the Hosts
Johnny Lee is the Founder and CEO of EnableSE, a digital sales enablement company that leverages technology to change the way the world sells. Johnny has decades of experience providing training and coaching to organisations across the globe, which has led to the development of EnableIQ, an online sales enablement platform that utilises best practice training and blended learning methods to enable sales teams to become high performers.
Follow Johnny Lee on LinkedIn
Kyle Ross is a Co-founder and Director of SAI Intelligence - a licensed provider of intuitive, responsive digital technologies. SAI provides options and advice designed to eliminate technology debt, create lasting, frictionless change and improve the way organisations operate with minimal disruption.
Follow Kyle Ross on LinkedIn
View all episodes
By Johnny LeeIn this live-recorded episode of Psyche of Sales, Johnny is joined by Kyle Ross for a frank and practical conversation on objection handling: what it really means, why it’s often misunderstood, and how to do it well.
This session unpacks why objections aren’t a bad thing, what they often signal beneath the surface, and how best sellers use them to build trust, deepen understanding, and move the conversation forward.
What you’ll hear:
- Why objections are often requests for clarity rather than genuine problems
- What to do when a buyer says “we’re too busy” or “it’s too expensive”
- Four simple but powerful objection-handling techniques:
- Acknowledge & Explore
- Acknowledge & Ignore
- Explore the Opposite
- Ask: “How would you solve it?”
- How to remove tension (and avoid adding more)
- The importance of value-building before tackling objections
- Real examples from the field
Handling objections isn’t about having the perfect rebuttal. It’s about staying curious, slowing down, and finding out what’s really going on.
This episode will give you a practical framework you can use immediately, whether you’re selling a product, pitching a proposal, or navigating stakeholder resistance.
Like this episode?
You can find more conversations and resources on objection handling at enableiq.com.
About the Hosts
Johnny Lee is the Founder and CEO of EnableSE, a digital sales enablement company that leverages technology to change the way the world sells. Johnny has decades of experience providing training and coaching to organisations across the globe, which has led to the development of EnableIQ, an online sales enablement platform that utilises best practice training and blended learning methods to enable sales teams to become high performers.
Follow Johnny Lee on LinkedIn
Kyle Ross is a Co-founder and Director of SAI Intelligence - a licensed provider of intuitive, responsive digital technologies. SAI provides options and advice designed to eliminate technology debt, create lasting, frictionless change and improve the way organisations operate with minimal disruption.
Follow Kyle Ross on LinkedIn