Original Solution Framework
Turn customer objections into targeted content and bonuses that enable a yes
- Difficulty
- Moderate
- Time to result
- ~weeks to results
- Steps
- 7
- Confidence
- 97%
The Original Solution Framework begins by collecting the reasons prospective customers hesitate, then diagnosing the fear, doubt, or uncertainty beneath each stated objection. Universal objections such as time and money are separated from concerns specific to the offer, while internal beliefs are distinguished from external constraints. The seller then reframes each concern around a realistic possibility and creates focused content or a bonus that removes the associated friction. The solution might be a checklist, template, training, accountability mechanism, collaboration, or ready-made technical resource. Responses are deployed across sales pages, emails, social posts, direct messages, comments, and calls. The mechanism does not rely on pressuring customers or changing their minds; it uses empathy and practical support to make an informed decision easier.
Origin
Jasmine Star credits her mentor James Wedmore with teaching her to create content and bonuses that refute objections, then demonstrates the method using her Selling on Social course and current offers.
Core principles
- 01Treat objections as fear, doubt, or uncertainty rather than definitive rejection
- 02Use empathy to understand the concern beneath a prospect's question
- 03Address universal and offer-specific objections separately
- 04Create solutions that remove decision friction instead of adding arbitrary value
- 05Empower customers to make their own decisions rather than pressuring them
How to run it
- 1
Collect the objections
List every recurring reason prospects give for hesitating, including questions asked during calls, comments, direct messages, and launches. If the business is new, study the questions audiences ask established competitors.
Pro tip Keep a running objection list in a notes app or a private Slack message.
Watch out Do not assume silence means customers have no objections.
- 2
Classify each objection
Separate universal concerns from objections specific to the product or service. For universal concerns, distinguish external constraints such as time and money from internal beliefs such as inadequacy or fear of failing.
Pro tip Use the categories to expose patterns across multiple customer conversations.
Watch out A surface-level category is only a starting point, not the final diagnosis.
- 3
Find the underlying fear
Ask what the prospect is truly worried will happen. The same surface question can conceal opposite concerns, so interpret it in the context of the intended customer.
Pro tip Translate questions into first-person fears such as 'I will not get enough attention' or 'I cannot use this.'
Watch out Do not assume that a question about price always means the prospect cannot afford the offer.
- 4
Reframe fear as possibility
Show the prospect a credible alternative interpretation or path forward. Use facts, questions, examples, or a clearer decision criterion rather than coercive persuasion.
Pro tip A strong question can help prospects reconsider an assumption themselves.
Watch out Do not treat a clear no as an objection that must be overcome.
- 5
Build the original solution
Create a focused bonus or piece of content that directly resolves the diagnosed concern. Choose the lightest format capable of producing the required result.
Pro tip Reuse the customer's own language when naming and describing the solution.
Watch out Do not add unrelated information merely to make the bonus appear larger.
- 6
Deploy the response at scale
Place objection-handling content on sales pages and distribute it through email, social media, direct messages, comments, webinars, and sales calls. Match external public content to broad objections and buyer-stage bonuses to active purchase consideration.
Pro tip Address likely objections before prospects have to ask about them.
Watch out Do not reserve every useful response for one-to-one conversations.
- 7
Refine from live feedback
Observe which questions and hesitations continue appearing, add them to the list, and improve the corresponding solutions. Repeat the process throughout promotional periods and future launches.
Pro tip Treat every substantive launch comment as potential objection research.
Watch out Do not expect the first objection list to be comprehensive.
In the wild
For her Selling on Social course, Star identified concerns about additional work, slow results, beginner-level material, converting followers, and discomfort with selling. Her team answered them with targeted bonuses including hashtag resources, a 30-day sales accelerator, advanced pricing training, a follower-to-customer toolkit, and an objection-handling blueprint.
→ Each major objection received a concrete resource designed to remove its specific source of friction.
Star anticipated that nontechnical buyers would fear wasting money on a course they could not implement. She partnered with ConvertKit to provide preconfigured email automation templates following her structure, reducing the technical work required from participants.
→ A technical capability objection became a done-for-you implementation bonus.
A yoga instructor repeatedly hears that prospective students are not flexible enough to attend. The instructor creates a short beginner orientation showing modifications, what to expect in class, and examples of previously inflexible students progressing safely.
→ Prospects can see a credible path from embarrassment and uncertainty to participation.
Common mistakes
Confusing an objection with a no
A hesitation may express fear, doubt, or uncertainty, while an explicit no is a decision that should be respected. Treating both identically creates either missed opportunities or undue pressure.
Solving the surface question
Questions about duration, price, or group size can conceal different and even opposite fears. Build the solution only after identifying what the prospect believes is at risk.
Adding bonuses for volume
More pages or information do not automatically increase value. A concise checklist or template can be stronger when it directly produces the desired result.
Is it for you?
Best for
It is best for businesses with an established offer and recurring questions, hesitations, or conversion friction.
Not ideal for
It is not ideal for fixing weak products, absent demand, or explicit customer decisions not to buy.
From the transcript
“Here is the original solution framework. This is from James. I want you to use the original solution framework to overcome business specific objections.”
“So for each objection, we use the original framework to create a bonus that specifically addressed that concern.”
“Remove the objection. List the objection, find ways to remove the objection and then write down is this going to be a video that I…”
From the episode
How to Create Content That Removes Objections and Increases Your Sales