The three objections that kill in-person conversion

Almost every conversation that stalls in the field stalls for one of three reasons: price, timing, or trust. Naming them out loud is the first step, because a rep who cannot tell them apart answers the wrong one.

Price is rarely about the number. It is about the number relative to a benefit the person has not felt yet. The fix is sequence, not discounting: establish the outcome first, then let the price land against something concrete.

Timing is usually real. People are mid-errand, mid-shift, mid-life. The strongest reps do not argue with it; they shrink the ask to something that fits the moment and set a specific, honest next step instead of a vague follow-up.

Trust is the hardest and the most valuable. It is earned by knowing the product cold, saying plainly what it does not do, and never overstating a term. A rep who volunteers a limitation earns more credibility than one who has an answer for everything.

We coach these three as separate drills. Reps who can identify which objection they are hearing within the first sentence convert materially better than reps who run a single script at every door.