Objections aren’t rejection—they’re hesitation. And handling them well might be the single biggest lever for increasing your close rate. In this episode of 10-Minute Masterclass, Trey Sheneman breaks down the four most common objections that stall deals—and the exact way to handle each one with empathy, clarity, and confidence. If you're in sales, marketing, or just trying to grow your business, this episode is pure gold.

Key Takeaways

• Objections often mean interest—they're just questions you haven't answered yet.
• Every great closer knows how to turn friction into conversion.
• The four most common objections:
  • Price – Reframe the value. Ask “Compared to what?” and follow up with ROI stories.
  • Timing – Acknowledge, then ask “What changes between now and then?” Prove urgency.
  • Trust – Don’t push. Prove. Share testimonials or guarantees, then ask what still feels risky.
  • Approval – Help them champion your offer. Provide assets, offer second calls, and prep for decision-makers.
• All objections can be handled using this format: Empathize → Reframe → Reinforce.

Timestamped Highlights

[00:00] – Objections aren’t rejection—they’re doorways to the deal.

[01:00] – Sales driver focus: Nos are common, but scale depends on handling them.

[02:00] – Objections = unanswered questions in the sales process.

[03:00] – Objection #1: Price – Ask “Compared to what?” and reframe with proof.

[05:00] – Objection #2: Timing – “What changes between now and then?” Create urgency.

[06:30] – Objection #3: Trust – Send proof, then ask what still feels unclear or risky.

[08:00] – Objection #4: Approval – Empower champions with assets and schedule next steps.

[09:00] – The objection playbook: Empathize → Reframe → Reinforce.

[10:00] – Final challenge: Track your objections this week. What buckets do they fall in?

Want to work with Trey and his Team? Then go to Herald: 🔗 Herald – https://www.weareherald.co/  Want to connect with Trey for a follow up question?

Find him on LinkedIn: 🔗 https://www.linkedin.com/in/treyshen/ 

Are you ready for predictable growth in your business? Check out the COMPASS: 🔗
https://www.weareherald.co/compass 

Want to to learn Trey’s system for being a Fractional Growth Advisor and CMO? Grab the Training: 🔗
https://www.thecompassmethod.co/crashcourse 

Connect with 10-Minute Masterclass Instagram: https://www.instagram.com/10minmc/ 
Trey’s Instagram: https://www.instagram.com/trey_sheneman 
Herald’s Instagram: https://www.instagram.com/herald_co