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Your prospects don’t want to be “handled.” In fact, handling objections at the end of the call is one of the least effective — and least persuasive — ways to sell.
By the time someone says “I need to think about it” or “I’m not sure,” their mind is already made up. So why do so many sales trainers still teach objection battles as the default strategy?
In this episode of Beyond the Close, sales trainer Caleb Lesa breaks down why objection handling fails, the deeper psychology behind empowered buying decisions, and how to move away from the outdated guru model that creates followers, not leaders.
Why objection handling is broken: Why it feels “gross” and doesn’t create lasting client success.
The leadership model: How to guide prospects into empowered decisions instead of convincing them.
Guarantees and their hidden downside: Why they create dependency, not responsibility.
The Socratic method in sales: Asking questions that help prospects find their own resources.
Followers vs. leaders: The difference between clients who externalize responsibility and those who step into ownership.
The long-term payoff: Why leader clients achieve more, refer more, and reduce refund risk.
Sales training often glorifies objection battles and “alpha” moments where the closer wins against the prospect. But the truth is, these tactics erode trust, increase refunds, and create clients who never take full responsibility for their results.
By shifting from a convincing model to a leadership model, you create empowered buyers who trust themselves, make informed decisions, and value transformation over guarantees.
These clients stick longer, get better results, and fuel your business with referrals.
Sales professionals tired of pressure tactics and objection battles.
Coaches & consultants who want long-term, high-quality clients.
Business owners looking to reduce refunds and disputes while raising client success rates.
Anyone seeking sales coaching that blends psychology, human behavior, and ethical selling.
Sales objections, sales training, how to sell, objection handling, sales coaching, buyer psychology, permission-based selling, creating leader clients, sales philosophy, empowered buyers.
