The Four Categories of Resistance
Money (Layer 2)
"That's more than we budgeted." The price exceeds their perceived value. The Certainty Arc leaked at Impact. The buyer has not felt the cost of inaction in specific numbers.
Trust (Layer 3)
"I'm not sure this will work for us." The buyer does not believe the solution applies to their specific situation. The Certainty Arc leaked at Identify or Validate.
Timing (Layer 3 Felt Outcome)
"I need to think about it." The most deceptive category. Sounds reasonable but usually means Vision and Identify did not land fully. Waiting feels safe because the pull toward the future is not strong enough.
Identity (Layer 4)
"I'm not the kind of person who makes decisions this fast." The buyer's self-concept has sealed the gap shut. They are defending who they believe themselves to be, not evaluating your offer.
Log Your Last 10 Objections
Your Objection Dissolution Pattern
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Money Objections
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Trust Objections
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Timing Objections
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Identity Objections
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Dissolved
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Handled
Industry-specific objection libraries — every objection in your market categorized, diagnosed, and dissolved with calibrated responses — are part of the VIVID industry courses. 9 industry-specific courses available — including Real Estate, Insurance, Coaching, Tech Sales, Financial Services, Home Services, Automotive, and High Ticket Closing.