🎧 Podcast Episode Description
How to Handle the “Let’s Just Start in the New Year” Objection
Grab Your Copy of the Playbook at:
👉 www.caleblesa.com/playbook-v1
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👉 https://caleblesa.com/playbook-vsl
Every December, salespeople get hit with the same frustrating objection:
“Let’s just start in the new year.”
Today’s episode is an emergency breakdown on how to sell powerfully over the holiday period and avoid losing deals to December hesitation.
Inside, I cover:
Why sales is a probability game—and how to reduce the likelihood of getting the holiday objection
How to create true emotional urgency without resorting to hype or “stage selling”
Discovery questions that shift prospects from wanting change to needing change
How to stretch pain using time, opportunity cost, and emotional consequence
The “Two Identities Story” that gets prospects to choose the action-taking version of themselves
Why meaning (not money) creates urgency—and how to tap into it
The exact stress test + deposit ask that surfaces the real objection
How to safely uncover hidden concerns like fear, mistrust, or past experiences
Using Milton Erickson-style language tags to reinforce urgency
The Reverse Qualification question that pre-handles the holiday objection before it appears
When to let a lead go—and how to know they’re just not qualified
If you want to keep momentum through December and close deals even when people are “waiting for January,” this episode gives you the full playbook.
