In this solo episode, Lauren Najar breaks down why traditional objection-handling tactics in sales often miss the mark—especially for coaches, creatives, and service providers. With over a decade of experience in banking and entrepreneurship, she shares how to approach objections with integrity, empathy, and strategy. Learn how to build trust, avoid pushy sales tactics, and create a business where clients feel safe, seen, and ready to say yes.

Episode Highlights:

• Why Lauren no longer uses traditional objection-handling scripts
• The difference between surface-level excuses and real financial objections
• How her banking background shaped her sales philosophy
• What it actually means to build trust before a sales conversation
• Examples of misaligned sales calls that broke trust and lost business
• Why high-pressure tactics often repel high-integrity clients
• Questions you can ask instead of overcoming objections
• The role of content in warming leads and reducing objections
• How to stay in integrity when someone truly can’t afford your offer
• Why follow-ups matter more than slick sales scripts
• A call to shift from convincing to connecting in the sales process

Chapters:

0:00 – Welcome & Rethinking Sales Objections
Lauren sets the stage for a deeper conversation around objections—this isn’t about handling them, but reimagining them.

1:30 – How Banking Shaped Her Sales Philosophy
With a decade in finance, Lauren shares how real-world money conversations changed how she approaches sales.

3:00 – Why Sales Scripts Break Trust
Scripts can turn a real conversation into a robotic pitch—here’s why that’s a problem.

5:45 – Two Sales Calls That Lost the Sale
Real-life examples of how misalignment and poor follow-up can break the buyer journey.

10:00 – Respecting Financial Boundaries in Sales
Lauren explains how to stay in integrity when someone truly can’t afford your offer—and why it matters.

12:30 – Objections Are Feedback, Not Barriers
What to do when you get a “no”—and how to reflect on your own messaging, not just the lead’s mindset.

19:20 – Ask Questions, Don’t Convince
A powerful shift: using thoughtful, non-pushy questions to guide someone through fear and uncertainty.

35:00 – The Follow-Up Is Everything
Why most sales are lost in the lack of follow-up—and a reminder to reconnect even when you assume it’s a no.

Let’s Stay Connected:
→ Follow Lauren on Instagram: www.instagram.com/laurennajar
→ Learn more or work with me: www.laurennajar.com
→ Follow Business Over Cocktails on IG: www.instagram.com/businessovercocktails
→ Attend Growth & Connect retreats & events: www.instagram.com/growthandconnect

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