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theres only one objection that youre ever gonna get on the phone and that is uncertainty see when humans are uncertain they are fearful to take action so what your goal is is to raise certainty theres internal certainty and theres external certainty so whenever somebodys uncertain and its external that means theyre you know theyre not certain in you the product or the company internal certainty is either a character trait that the prospect lacks or a belief that the prospect holds so thats like Im afraid Im not going to put in the effort you know Im afraid Im not going to be able to find the time these are beliefs and character traits that youre going to have to work on when handling objections