Objection
A worry said out loud, and the first one is rarely the real one.
An objection is a road sign, not a wall: it says where the trouble is. Technical objections come in families: "we can build it ourselves", "your rival has feature X", "how will it fit our stack", "security will not approve it". Each sounds like a fact and hides a feeling or a risk.
The four moves are pause, ask, isolate and agree on what would have to be true. The script "feel, felt, found" fails with technical buyers because it answers a feeling when they gave a fact, and sounds rehearsed. Asking what the build would need to do gets you their own test, in their own words.
Find your way around
Learn it in the course, copy it from a playbook, see it work in a case study.