Posted on LinkedIn 8/11/25
Your Beast Bit (Sales Edition):
In sales, know the difference between an objection and a condition.
I just spoke with a painter client upset about losing a bid for a custom builder who told him, “my brother-in-law is also a painter. If I hire you, my wife will divorce me.” He asked how to handle it. My answer: nothing you can do.
An objection is a concern you can address…
Examples:
“Your lead time is too long.”
“I only use casement windows at all egress locations.”
A condition is a situation you can’t fix.
Examples:
“I’m retiring and closing the doors next month.”
“We are being acquired by a larger builder and we are unable to make any vendor changes at this time”
Objections can be overcome.
Conditions can’t.