Objection Dissolution review
Capture the buyer’s actual words before classifying resistance. Use Absorb → Diagnose → Validate → Dissolve → Confirm. The category is a working diagnosis to test, not a conclusion from a phrase alone.
Money → Surface Criteria
Review the buyer’s numbers and the Impact work. Separate a real constraint from an unanswered comparison.
Trust → Mechanism Belief
Explore what the buyer believes will or will not work. Return to the Validate work and relevant evidence.
Timing → Felt Outcome
Explore timing and the buyer’s future/current trade-off. Return to Vision and Identify when those remain unclear.
Identity → Identity
Examine the decision standard with care. COR includes a Non-Negotiable Checkpoint and permission to explore.
Keep learning
Take the next idea into a conversation.
For the complete curriculum, labs, assessments, and industry tools, explore the nine industry courses.