In retrospect, even before I had invented the Straight Line System, I always knew that there wasn’t any real difference between one objection and another. But, somehow, seeing them all scribbled out on the whiteboard this way highlighted just how interchangeable they all really were. In fact, it was in that very moment that it truly hit me that, at the end of the day, they were all basically the same—that the common objections were nothing more than smoke screens for what was really holding a prospect back, which was a lack of certainty.
