In this sixth installment of Kayvon Kay’s powerful 7-part sales methodology, he dismantles one of the biggest myths in sales — that objections are something to overcome. Instead, Kayvon shows why the best closers never handle objections at all — because they prevent them from happening in the first place. This episode reframes objections as emotional signals, not sales roadblocks. Drawing on decades of high-ticket sales experience, Kayvon reveals how most objections reflect the salesperson’s own internal uncertainty — and how true sales mastery starts with deeper conviction, clarity, and connection. You'll discover: The four root causes behind nearly every objection How to reframe objections as feedback instead of friction The five-part objection diffusion formula that neutralizes resistance How to build buyer trust by making them feel seen, heard, and validated Why emotional clarity and buyer ownership eliminate last-minute doubt Kayvon emphasizes that real sales leadership means going upstream—addressing objections before they arise by creating a safe, grounded, high-trust environment. His human-first, connection-driven approach shows why objection prevention is not a tactic — it's the core of a world-class sales process. This episode delivers the mindset and structure for transforming hesitation into commitment.
Chapter 1: What is the main theme of minimizing objections in sales?
Welcome to Pitch Me, the podcast where real salespeople, entrepreneurs, and business owners step into the spotlight to pitch their products or service and get unfiltered, real-time feedback from the $38 million high-ticket sales titan himself, Kayvon Kay. No fluff, no sugarcoating, just brutal honesty, actionable insights, and next-level sales strategies to help you close bigger deals faster.
Chapter 2: How can objections be reframed as emotional signals?
If you want to pitch like a pro, dominate every sales conversation, take your business to the next level, you're in the right place. This is Pitch Me. Let's get started. Most salespeople treat objections like a war zone, but the best, they treat them like the windows into fear, doubt, and unspoken emotion.
In this episode, I'm going to show you how to stop overcoming objections and start preventing them before they even happen. Because objections aren't the enemy, they're the path. Let's dive in. This is Pitch Me. And welcome back to the Pitch Me series. This is episode six of the seven part series. And today we're doing something different.
We're not just going to talk about how to handle objections. We're going to rewire how you see them. Because objections, they're not barriers, they're reflections. Mirrors showing you where trust, clarity, or alignment is missing. And most of the time, the objection is your fault. Let me be clear.
The objections that you get in your business, in your sales conversation, in your presentation are the objections that you have internally about how you see your product, how you see yourself, how you see your services, how you see your industry, how you see your worlds. You are a direct reflection of the results you get. What does that mean?
After training 50,000 salespeople, ran over 100 different sales teams, generated $375 million in sales and taken over 20,000 book calls. I know something. about objections and the objections I see from any sales reps are the same objections they have when they buy. You see, it means something earlier that's happened in your life in the conversation didn't land with you. You haven't believed it.
You don't have the conviction. You don't have the certainty. You don't have the clarity. And what happens is they come up in the questions you ask, the energy you bring, how you see the sales goals. And when a prospect has objections or they have resistance, you believe them because you believe them to be true yourself. So let's break this down.
I'm going to break this down how you're how we're going to prevent objections before they come up. how we're going to defuse objections without force, and how we're going to use resistance to actually deepen trust. This is not about clever rebuttals. It's about leading with empathy, certainty, and truth. So let's talk about this. Why do the objections actually happen? Here's the hard truth.
Objections, they don't actually come out of nowhere. They're not random speed bumps. They are signals. It's something that something wasn't addressed. It wasn't clear or it wasn't emotionally grounded. I want you to think of objections like warning lights on a car dashboard. They're not saying that the car is broken. They're just saying, hey, you may need to pay attention to this.
And here's what most salespeople do when they hear objections or they feel objections or they feel resistance. They start to push harder. They get defensive, which is, I'll just tell you, spoiler alert, the worst thing you can do in sales is be defensive. Or they get passive and hope the buyer might come around. Or they give up. And I'll tell you, none of these work.
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Chapter 3: What are the four root causes of objections?
Break it down step by step so it feels doable for them. Oh, you got to do this and this and this and this. That feels a lot. Or the simple three A's. As a result, all you're going to get is you're going to get X, X, and X. These three things will solve your problem. It's more digestible. Also use social proof. Not as proof, but as evidence that they're not alone.
So, hey, you remind me a lot like Joe or a lot like Susan, who was once in your situation. They came to me and they had this and they had that. What we worked with them was we just showed them this and we gave them this and this is what happened. And also, normalize their hesitation. Listen, I get it.
A lot of people feel this way before they jumped in or you're not the only person in the situation. It feels like you are and I know what it feels like, but you're not. And you don't need to be in this situation for long if you make the right decisions. If you make and you're decisive and you become coachable. See how it all ties in. I'll tell you this.
When you normalize the hesitation, it also dissolves the pressure. It makes them feel, here's the word again, seen. So even when you do all these things right, objections will still show up. They do. They show up. And it's okay. So what happens if they do? You've done everything right and the objection still shows up. You slow down and you lean in. You don't react. You don't argue.
You don't defend. Instead, you use phrases like, well, sounds like there's still something doesn't feel 100%. Let's discuss it. Or if you feel resistance, call right out. What's coming up for you? Again, let me ask, you know, it sounds like there's some resistance here. What exactly is coming up for you? Or,
I mean, if we were to fast forward six months and nothing changes, what would that mean for you? These two things are going to do this. It's either going to create emotional contrast or it makes inaction feel expensive. But what it isn't is it's not combative. It's not defensive. It's not pushy. It's not sleazy. It's not your typical way of handling objections. Then the follow-up.
We want to follow up with clarity. Would it help if I walked you through exactly how we support people like you step by step? Would it help if I broke this down a little bit more and showed you exactly how we can get you from your pain to your solution? Would it help if I showed you how we worked with X? Testimonial. Or a simple question right back. Let me ask you,
What's the one thing that's most important to you right now? Most important. What's the most important thing to you right now? And if I feel like we can solve that, would that make you feel a little bit more comfortable? I'm having a real conversation with them. I'm not trying to use psychological warfare. I'm not trying to use all these sleazy tactics.
I'm just having a human to human conversation. I'm not trying to win here. My job is to solve their problem. I'm trying to connect so I can solve their problem. In fact, Jim Rohn, one of my favorite quotes is, your net worth is in direct proportion of the problems you solve. Your net worth is in direct proportion of the problems you solve.
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Chapter 4: How can you build buyer trust during sales conversations?
Do you want to give this an honest effort? Do you want to give this an honest shot? My favorite again, remember, Where should we go from here? Should we try this and see how far we get together? Just remember this. Objections aren't stop signs. They're invitations. You're not closing the gap with logic. You're closing it with true connection.
If you take one thing away from this episode, let it be this. Objections are a mirror of the sales process. More importantly, a mirror of you. If they show up, it's feedback. Use it. Learn from it. Go upstream. Get curious. Stay soft. Be like water. Be nimble. Because when a prospect feels heard, they feel seen. They feel safe. Guess what? They will see themselves in your product.
They will want to buy it. They will want to own it. They will claim it themselves. And yes, it won't feel like a leap for them. It will feel like a relief. When they say yes, when they claim it themselves, it doesn't feel like they've been sold. It doesn't feel like it's a leap. It feels clearly like a relief. In our final episode of Pitch Me, I'm going to be bringing all of this together.
I'm going to be showing you what it takes to be at the top of your game, what it takes to be a top level closer, business owner, executor, whatever it might be for you to win the game of business and to win the game of life. None of this is built on tricks or tactics. This is all psychology. This is all belief. This is all tested. This goes down to the core of what I believe sales is all about.
Sales is a direct transference of energy in your connection, your energy, and your ability to connect to your product and to your prospects. It's all about the way we pace, we take our time, we use the words, and we act like humans. That's the final to lock all of this in. So get ready because we're about to land this sucker. This is Pitch Me. Let's finish this strong.
And you've just listened to Pitch Me with Kayvon Kay, the podcast where sales are redefined, objections are destroyed, and high-ticket closers are born. Want to take your pitch to the next level? Subscribe now, leave a review, and join the Pitch Me community. And if you're brave enough to pitch live on this show, head over to www.pitchmepodcast.com and apply today.
Until next time, keep pitching, keep closing, and keep connecting.
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