The problem they mentioned is not the real problem.
The problems people mention are those that sound acceptable. So, they sound logical and generally “make sense.”
“The price is not right.” Or “I feel this might not be the right time.”
But, if we were to peel the onion to understand the real concerns, they would sound much more emotional and visceral.
“I am worried I will be ashamed of making this decision.” Or, “I fear failure.”
So, when we hear that logical objection, let’s take a moment to parse the emotion behind it. Dealing with the logical objection and reducing the price, for example, will not solve the problem.
Finding a way to help them conquer fear with trust and a willingness to take the leap will.