Determining the Root Cause of an Objection with Nick Kane

When a prospect voices an objection, it’s easy to assume the issue lies on the surface—whether it’s price, timing, trust, or product fit. But according to Nick Kane, these aren’t always the real obstacles. 

Often, the true cause remains hidden beneath what’s initially said. In this episode of Sales Reinvented, Nick emphasizes how understanding the root cause of an objection can turn pushback into a meaningful opportunity for growth.

Outline of This Episode

• [0:59] The most common types of objections 
• [2:13] The biggest mistake salespeople make
• [3:44] How Nick responds to objections
• [5:10] The role of empathy in handling questions
• [6:17] How to handle objections confidently 
• [8:18] Nick’s top 3 dos and don’ts
• [11:27] Overcoming the “timing” objection

Connect with Nick Kane

• Connect on LinkedIn
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