The Iceberg Analogy: An objection has two layers
Click the on to learn more
The stated reason for the roadblock. It's what is said directly.
Above the surface: The excuse
The real reason for the objection, the underlying issue that you must uncover and solve.
Below the surface: The core problem
The Iceberg Analogy: An objection has two layers
Elise Brewster
Created on October 6, 2025
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Transcript
The Iceberg Analogy: An objection has two layers
Click the on to learn more
The stated reason for the roadblock. It's what is said directly.
Above the surface: The excuse
The real reason for the objection, the underlying issue that you must uncover and solve.
Below the surface: The core problem