Welcome to today's episode, The Objection Assassin, where Nick Psaila from UpCoach shares how his client Craig stopped folding on price and started closing with confidence—going from losing nearly $300,000 a year to running at 28% profit margins.
In this episode, Nick breaks down a practical framework for reframing objections as concerns—and addressing them with clarity, evidence, and value. You'll get the exact scripts for the five objections that kill most deals ("It's too expensive," "I need three quotes," "I need to think about it," "Can you do better on price?" and "Others are 30% cheaper")—plus the psychology behind why they work.
Through Craig's story, you'll see how a great operator (but reluctant salesperson) transformed his conversations: conversion rates jumped from ~20% to 65%, average job value rose 40%, decision time shrank from two weeks to two days, and the business moved from price-apologising to premium positioning.
Whether you're a tradie, consultant, or service professional who hates "selling," this episode shows how to handle pushback without discounting—so you can protect your margins, win better clients, and lead the sale like a pro.
Stay tuned as we unpack the language, mindset, and step-by-step system behind objection handling that actually closes—without being pushy.
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