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Objection handling and negotiation framers

P.A.I.D. OBJECTION REFRAME GUIDE for PREMIERE BOOTCAMP

Inspired by Speakers Institute ethos, Sam Cawthorn’s teachings, and the Wilde Influence PAID Method

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OBJECTION 1: "It’s too expensive" / "It’s more than I can afford" / "Out of my budget"

P (Pause + Acknowledge) “Yeah, I get that – it’s an investment, I hear you.”

A (Ask) “Just so I can be clear on my end, price point aside, do you feel like this experience can actually help you get the results you said you want?"

If they say yes: “Beautiful. What are some of the highlights that make you say that?” (listen and affirm)

I (Isolate) “Okay, so just to clarify – is it that the money itself isn’t available right now, or that you have it but it feels like a big leap to invest that much in yourself?”

➡️ If they don’t have it: “Totally fair. If we could make it easier by spreading it out with a payment plan – something that takes the pressure off while still getting you started now – would that make it easier?”

➡️ If they do have it (fear-based): “Got it – so it’s not that you don’t have it, it’s that investing this much in yourself feels big, right? That’s completely normal. Every powerful decision comes with that moment of uncertainty — that’s how you know it’s stretching you into growth.”

D (Decide + Reframe) “Remember, the word decision comes from the Latin roots de (to cut) and cide (to kill). To decide is to cut away every other option and step into what matters most. This isn’t a cost – it’s a commitment to the version of you who no longer waits for permission.”

Analogy: “It’s like fuel — you can’t drive the car of your dreams on an empty tank. This investment is the fuel that gets your confidence moving forward.”

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OBJECTION 2: “I need to talk to my partner/spouse” / “Let me check with my husband/wife”

P (Pause + Acknowledge) “Yeah, happy wife, happy life – I hear you.”

A (Ask) “Before you have that chat, do you feel like this experience can help you get the results you want?” (If yes) “Perfect. What do you think your partner will say when they see you more confident, more fulfilled, and finally stepping up in this area?”

I (Isolate) “Okay, so it’s not that you don’t want to do it – it’s just that you want to make sure they’re onboard too, right?”

D (Decide + Reframe) “Totally fair. What are you going to tell them if they don’t fully understand why this matters to you?” (listen for emotion)

Reframe: “Most partners are proud when they see their person finally invest in themselves. When you grow, everything around you grows. The version of you that comes home after Bootcamp is someone they’ll be proud to walk beside.”

Sam’s Principle: “In Sam’s words, trust doesn’t come from brands or promises — it comes from character and truth. When your partner sees the integrity behind your decision, they’ll trust it because it’s real.”

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OBJECTION 3: “Can I think about it?” / “Can I get back to you tomorrow?” / “I don’t want to rush into a decision.”

P (Pause + Acknowledge) “Yeah, totally understand. We want you to feel comfortable more than anything.”

A (Ask) “Yeah, not a problem. I know you mentioned you were clear on your goals, and that if nothing changed in six months you’d still feel stuck. So tell me honestly – is this more about timing or more about fear of making the wrong move?”

I (Isolate) “If it were free today, would you start?” (If yes) “Got it – so it’s not about the program, it’s about the comfort of decision, right?”

D (Decide + Reframe) “Sam often reminds us that change has never been this fast — and it will never be this slow again. The world is moving forward, and indecision is just another way of saying ‘not yet.’ But every ‘not yet’ delays your next level. The moment you choose, the universe meets you with momentum.”

Analogy: “Think of it like a plane on a runway – it burns the most fuel taking off. Once you’re in the air, momentum carries you. You’re right at the edge of takeoff — this is your ‘kairos moment,’ that powerful point in time where transformation happens if you act on it.”

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OBJECTION 4: “I’m scared / I’m not ready / What if I fail?”

P (Pause + Acknowledge) “I totally get that. Growth never feels comfortable – it’s supposed to stretch you.”

A (Ask) “When you think about what’s really behind that fear, what comes up? Is it the fear of being seen? Of failing? Or of actually succeeding?” (pause, listen deeply)

I (Isolate) “So it’s not that you don’t want this – it’s that stepping into this version of yourself feels big, right?”

D (Decide + Reframe) “Sam teaches that the essence of leadership is vulnerability. The courage to show up scared is what builds trust and influence. Fear is just excitement without breath – the same energy that makes your heart race before stepping on stage is the energy of transformation trying to break through.”

Metaphor: “Butterflies aren’t a sign you’re not ready; they’re proof that something beautiful is about to take flight. Every hero has a ‘kairos moment’ where they choose courage over comfort — this is yours.”

Reframe: “This program isn’t about perfection – it’s about progress. Everyone starts scared. By the end of Day 3, that fear becomes your fuel. And that’s where true confidence is born.”

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OBJECTION 5: “I can’t make those dates / I’ll be away / Is there another option?”

P (Pause + Acknowledge) “Yeah, that’s fair – life gets busy.”

A (Ask) “Out of curiosity, if the dates did work, would you be ready to move forward?” (If yes) “Awesome – so it’s not about the Bootcamp, it’s just about timing.”

I (Isolate) “Can I ask what’s happening that weekend? Just want to make sure we look at all possibilities.”

D (Decide + Reframe) “We do have an online Bootcamp and upcoming live dates. The real question is – how long do you want to keep waiting to speak with confidence? Because time isn’t the real cost – it’s the opportunities that pass while we wait.”

Analogy: “It’s like standing on the shore waiting for the perfect wave – at some point, you just have to paddle out and catch one.”

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OBJECTION 6: “I’ve done programs before that didn’t work.”

P (Pause + Acknowledge) “Yeah, I hear you. It’s frustrating to invest your time and not feel real results.”

A (Ask) “What do you feel was missing in those programs that made them fall short?” (listen for trust or accountability gaps)

I (Isolate) “If this program could give you what those others didn’t – accountability, live feedback, a proven framework – would that make a difference?”

D (Decide + Reframe) “Most online courses give you information; this gives you transformation. Sam always says, ‘You can’t learn to swim by reading about water.’ You have to jump in — and at Bootcamp, you’ll be surrounded by coaches who won’t let you sink.”

Metaphor: “You can’t become influential by hiding behind theory. You become influential by being seen, being heard, and being real. That’s what makes Speakers Institute different.”

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OBJECTION 7: “Can I get a certificate?” / “Does this help me professionally?”

P (Pause + Acknowledge) “Great question. You’re clearly thinking about long-term impact, I love that.”

A (Ask) “Out of curiosity, are you more interested in recognition or in results that create recognition?” (wait for answer)

I (Isolate) “Got it. So it’s not just about a paper certificate, it’s about credibility and confidence, right?”

D (Decide + Reframe) “You do get a certificate, but what’s far more valuable is what it represents – your transformation. Confidence can’t be framed; it’s felt. When you speak with certainty, that is your qualification.”

Sam’s Insight: “Character comes before charisma, and vision sits above mission. The true leaders of tomorrow are those who speak from authenticity, not authority.”

Metaphor: “Paper credentials open doors. Presence keeps them open.”

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OBJECTION 8: “What happens after Bootcamp?” / “Is there any support after?”

P (Pause + Acknowledge) “That’s a great question, and it shows you’re serious about lasting change.”

A (Ask) “What kind of support do you feel you’ll need to keep your momentum going?”

I (Isolate) “So it’s not that you doubt the Bootcamp – it’s that you want to make sure this isn’t a ‘one and done,’ right?”

D (Decide + Reframe) “I love that you’re thinking about sustainability. The good news is, once you’ve completed Bootcamp, you’re connected into the Speakers Tribe community — a global network of like-minded leaders, speakers, and coaches who stay connected, collaborate, and keep each other accountable long after the event. Sam calls this ‘the proximity of greatness’ — because when you stay close to the fire, your own flame never goes out.”

Metaphor: “Bootcamp is where the spark ignites; Speakers Tribe is the campfire that keeps it burning.”

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