#040 - Why You Keep Getting Sales Objections (And How to Fix It)

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Most painting businesses don’t lose jobs because of price. They lose jobs because of how they communicate.

In this episode, Tas breaks down one of the simplest but most powerful communication frameworks used inside Painter Coach: Interested vs Interesting. It’s a small shift that completely changes how you handle sales conversations, recruitment, and even how you lead your team.

Tas explains why most business owners naturally fall into the trap of trying to be “interesting”, talking about their experience, their process, and everything they’ve done. While it feels right, it actually creates disconnection and leads to common objections like “too expensive”, “need to think about it”, or “not the right time”.

He shows how flipping that mindset to being genuinely interested in the person you’re speaking to changes everything. By asking better questions, understanding their real motivations, and uncovering what actually matters to them, you build trust faster and create stronger alignment in the conversation.

This episode dives into why questions are the foundation of effective communication, how perceived value is created, and why focusing on the client’s world always outperforms talking about your own. Tas also explains how this applies not just in sales, but in recruitment, leadership, and everyday interactions in your business.

At its core, this framework is about one thing: focus. When you shift your attention from yourself to the person in front of you, you don’t need to try to be interesting, you naturally become it.

This episode ties everything together around a simple truth: if you want better results in your business, start by changing how you communicate.

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Timestamps:

00:00:00 - Introduction: The Framework Card

00:00:30 - What Frameworks Do in Business

00:01:17 - Why Business Is Problem Solving

00:02:05 - Introducing “Interested vs Interesting”

00:03:20 - Why Most Sales Conversations Fail

00:04:40 - The Trap of Trying to Be Interesting

00:06:09 - Focusing on Yourself vs the Client

00:07:36 - How Objections Are Created

00:09:17 - The Power of Asking Better Questions

00:10:32 - Becoming Interested in the Client

00:11:45 - Why This Builds Trust Faster

00:12:37 - Applying This in Real Conversations

00:13:40 - Identity and Why Tradies Struggle Here

00:14:30 - Shifting Perspective in Communication

00:15:04 - Simple Framework, Powerful Results