🎧 Podcast Episode Description

How to Handle the “Let’s Just Start in the New Year” Objection

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👉 www.caleblesa.com/playbook-v1

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👉 https://caleblesa.com/playbook-vsl

Every December, salespeople get hit with the same frustrating objection:

“Let’s just start in the new year.”

Today’s episode is an emergency breakdown on how to sell powerfully over the holiday period and avoid losing deals to December hesitation.

Inside, I cover:

• Why sales is a probability game—and how to reduce the likelihood of getting the holiday objection

• How to create true emotional urgency without resorting to hype or “stage selling”

• Discovery questions that shift prospects from wanting change to needing change

• How to stretch pain using time, opportunity cost, and emotional consequence

• The “Two Identities Story” that gets prospects to choose the action-taking version of themselves

• Why meaning (not money) creates urgency—and how to tap into it

• The exact stress test + deposit ask that surfaces the real objection

• How to safely uncover hidden concerns like fear, mistrust, or past experiences

• Using Milton Erickson-style language tags to reinforce urgency

• The Reverse Qualification question that pre-handles the holiday objection before it appears

• When to let a lead go—and how to know they’re just not qualified

If you want to keep momentum through December and close deals even when people are “waiting for January,” this episode gives you the full playbook.