Even the best ambassadors will hear objections. “I need to think about it.” “It’s too expensive.” “I’ll just keep using what I have.” The key is remembering this: objections aren’t rejection. They’re opportunities. The Feel, Felt, Found Method This classic framework is simple but powerful. Feel: “I totally understand how you feel.” Felt: “Other players felt the same way.” Found: “But once they tried Holbrook, they found it made a big difference.” Example for price: “I get it — $199 feels like a lot. Other players felt the same way. But once they tried the AERO, they found it outperformed paddles that cost $250 or more.” Use “Aces” to Sweeten the Deal An “ace” is something that makes the decision a no-brainer. For ambassadors, an ace could be: Offering extra demo time. Sharing your personal practice routine with that paddle. Giving them insider access to ambassador events. Assume the Sale Instead of asking “Do you want it?” (which invites a no), assume the answer is yes. Try: “Which grip color do you like better?” “Want me to help you order now or later today?” Takeaway for Ambassadors Objections are just signals that someone needs more information or reassurance. Don’t back off. Guide them. Share stories. Use aces. And always assume the sale.
