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Confidence over cleverness.
That is Morgan J. Ingram’s message when it comes to handling objections in sales.
We often think objection handling is about mastering scripts or techniques. But Morgan, Founder & CEO of AMP Social, believes the real challenge is simply the confidence to ask tough questions.
“If you don’t ask, you’re just holding onto imaginary hope. I’d rather know where a deal stands than guess.”
He uses a concept from the book Question Based Selling called the humble disclaimer - a way to soften a direct question. Examples:
- “This might sound like an odd question, but what’s really the reason we’re pushing this meeting six months out?”
- “Here’s the awkward part of the conversation where I bring up price…”
-These phrases ease the tension and create space for honest conversation.
Morgan’s takeaway: If a prospect avoids booking the next step, assume there’s a concern. Ask directly, with respect.
Because nothing wastes more time than pretending there is still interest when there isn’t.
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