Post 4: Handling Objections Like a Deal Boss – The Power of Stroke, Repeat, and Reverse (SRR)

💥 Here’s the deal: Objections are a part of the game. No matter how smooth you sound, no matter how solid your rapport is, sellers will throw objections at you. And that’s a good thing. Why? Because objections mean they’re listening – and if you handle them right, you can turn hesitation into opportunity.

Today, we’re diving into a core technique from Sandler Sales training: Stroke, Repeat, and Reverse (SRR). This strategy is all about keeping control of the conversation by addressing the seller’s concerns and redirecting the discussion back to the questions you need answered. By mastering SRR, you’ll learn how to keep calm, show empathy, and keep moving forward – like a true Deal Boss.

🔥 Why This Matters

Objections are just resistance. They’re the seller’s way of testing whether you’re the real deal or if you’re just another caller. When you handle objections well, you’re not just removing barriers; you’re showing the seller that you know what you’re doing and that you’re someone they can trust. So instead of trying to bulldoze through objections, use SRR to listen, validate, and redirect.

The SRR Technique – Stroke, Repeat, Reverse

Stroke: Acknowledge their objection with empathy. This shows respect and lets them know you’re listening.
Repeat: Restate their concern in your own words. This clarifies their objection and helps them feel heard.
Reverse: Flip the conversation by asking a question that redirects back to the main point.

Using SRR not only defuses objections but keeps the conversation moving forward. Let’s look at how SRR can be applied to six of the most common objections.

The 6 Core Objections and How to Handle Them with SRR

1️⃣ “I’m Not Interested”

Stroke: "Totally understand. A lot of people I speak with aren’t interested at first."

Repeat: "You’re saying you’re not really interested in selling right now, right?"

Reverse: "If you were going to sell, when would be a good time to follow up with you in the future?"

2️⃣ “Give Me a Price/Offer”

Stroke: "That’s a great question – I get that all the time."

Repeat: "You’re looking for a quick idea of what we could offer, right?"

Reverse: "Normally, how this works is I’ll ask you a few questions, then I’ll pass this along to our

Evaluation Specialist to get you the best offer. Would that be okay?"

3️⃣ “I Don’t Know My Asking Price”

Stroke: "That’s completely understandable. I hear that a lot, actually."

Repeat: "So you’re not quite sure what price you’d be looking for yet, right?"

Reverse: "Typically when sellers aren’t sure, it’s either because they haven’t calculated the debt service or they’re not fully committed to selling. That wouldn’t be the case here, right?"

4️⃣ “Who Are You/What Company Do You Work For?”

Stroke: "That’s a common question – totally understandable to want to know who you’re dealing with."

Repeat: "So you’re looking for some background on who we are, right?"

Reverse: "Most people ask this when they’re looking for a large, established company. Is that what you’re looking for, or are you more interested in working with a local buyer who can move quickly?"

5️⃣ “Where Did You Get My Number?”

Stroke: "Great question – I get asked that all the time."

Repeat: "You’re curious about where we found your contact info, right?"

Reverse: "Honestly, my partner tells me who to call, and I’m not exactly sure where we get the numbers. But you’re probably not looking to sell in the next 1 to 3 months anyway, are you?"

6️⃣ “Another Cold Caller”

Stroke: "Oh my, I can imagine! It sounds like you get a lot of these calls."

Repeat: "So it feels like you’re being bombarded with these types of calls, right?"

Reverse: "You probably don’t know why you’d be getting all these calls, do you?"

🎯 Today’s Action – Practice SRR with Each Objection

Review Each Objection and Response
Practice in Real Conversations
Refine Your Technique

Avoid the “Bitch Voice” Trap

Remember, DO NOT ask for feedback from people who don’t understand the process. Stick with your own reflections or seek feedback from those who get what it means to build rapport and handle objections professionally. Feedback from people who don’t “get it” can lead to self-doubt and weaken your tone.

What’s Next:

In the next post, we’ll dive into how to preempt objections by setting expectations from the start.

This will make the entire conversation smoother and help you close faster.

If you’re ready to start handling objections like a true Deal Boss, comment “SRR.”

This is how you go from just reading scripts to actually mastering the art of conversation.

#ClosingLikeaDealBoss101Series

SRR is GOLD

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