The same thing you did with the first: the framework, from the top, at the same temperature. A second objection is the decision's next layer — the framework predicts it, because every answered objection creates the opening for another. The spiral reps fear isn't caused by second objections; it's caused by abandoning the process when they arrive.
The short answer
The discipline is non-obvious under pressure: the second objection gets its own diagnosis, not the first one's leftovers. Maybe the first was genuinely resolved and this is a separate, real concern — handle it fully and it's progress. Maybe the first answer missed and this is the real objection arriving in a new coat — the diagnosis step exists to tell those apart. Either way, isolation runs again: is this now the only thing standing here? Each pass through the framework either resolves a layer or locates the real one, and both outcomes move the appointment forward.
How it runs
Watch the emotional bookkeeping: the rep's frustration at objection three is visible, and it reads to the homeowner as pressure — which manufactures the very resistance the next objection will express. The framework's calm is a strategy, not a personality trait: same empathy, same curiosity, same isolation question, however many layers the decision has. Homeowners with several genuine concerns aren't stalling you; they're deciding carefully, out loud, and the rep who can stay a professional through layer four is demonstrating exactly the steadiness they're deciding whether to move forward with.
Go deeper
Every moment in these guides is a Spar round you can lose safely tonight instead of at a kitchen table tomorrow. Round 1 is free; the full camp is $29/month. Spar before you knock.