Objection-Handling Guide
“It’s too expensive.” “I need to think about it.” “What if it doesn’t work?”
If these objections make you sweat, you’re not alone.
But here’s the truth: Objections aren’t barriers, they’re buying signals.
Prospects who voice concerns are this close to saying “yes” - they just need reassurance.
Let’s turn “maybe” into “done deal.”
Why Objections Are Your Best Friend
Harvard researchers found that salespeople who welcome objections close 42% more deals.
Why? Because objections reveal exactly what’s holding prospects back.
Addressing them head-on builds trust and eliminates doubt.
The Rule:
If you can’t answer an objection confidently, you’ll lose the sale.
But if you do? You’ll close faster than competitors who rely on generic pitches.
Step 1: Predict & Prepare for Top Objections
Start by listing the 5 most common objections in your industry. For example:
- “It’s too expensive.”
- “I need to talk to my [partner/team].”
- “What if it doesn’t work?”
- “Your competitor does X.”
- “We’re not ready yet.”
Pro Tip:
Analyze past lost deals. What reasons did prospects give? Those are your goldmine.
Step 2: Script Your Responses (With Examples)
Goal: Acknowledge the concern, reframe it, and pivot to the close.
Objection 1: “It’s Too Expensive.”
❌ Bad Response: “We offer payment plans.”
✅ Winning Script:
“I totally get that. Most of our clients initially felt the same, until they realized [result] saved them [time/money/stress]. For example, [Client X] recovered their investment in 30 days by [specific outcome]. If I could guarantee similar results for you, would that justify the cost?”
Objection 2: “I Need to Think About It.”
❌ Bad Response: “Take your time!”
✅ Winning Script:
“Of course! Can I ask: What part are you unsure about? Is it the ROI, the timeline, or something else? [Pause]. Let’s tackle that together now so you’re 100% confident in your decision.”
Objection 3: “What If It Doesn’t Work?”
✅ Winning Script:
“That’s a fair concern. We actually guarantee [specific promise] because we’ve helped [X] clients achieve [result]. If you don’t see [metric] by [timeframe], we’ll [refund/extend support]. Does that ease your mind?”
Key Move: Always end with a trial close (“Does that make sense?” or “Are you ready to move forward?”).
Step 3: Anticipate FAQs & Bake Answers Into Your Copy
Prospects won’t admit they’re worried about implementation time, hidden fees, or complexity, they’ll just ghost you. Pre-empt their fears in your website, emails, and ads.
Example:
- FAQ: “How long until I see results?”
- Copy Fix: Add a headline: “See Results in 14 Days (Or Your Money Back).”
Power Phrases for Copy:
- “No hidden fees. Ever.”
- “Implemented in 1 day, even if you’re non-techy.”
- “Here’s exactly what happens after you sign up…”
Step 4: Train Until Responses Feel Natural
The 3x Rule: Practice each script aloud 3 times. Record yourself. Do you sound robotic or confident?
Role-Play Drill:
- Have a colleague fire objections at you.
- Respond using your scripts.
- Debrief: What felt awkward? Refine.
Pro Tip: Use mirroring: “I hear you’re worried about [X]. Let me clarify…”
Real-World Example: How a SaaS Company Slashed Churn
A startup struggled with “Your tool is too complex” objections. They:
- Added a “No-Code Setup” section to their homepage.
- Trained reps to say: “If I can get you up and running in 20 minutes, would you give it a shot?”
- Created a “See it in Action” video for hesitant leads.
Result: 60% fewer objections, 35% more demos booked.
Objections = Opportunities
Every “But what about…?” is a prospect handing you the key to their wallet.
Master their concerns, script your replies, and watch your close rate soar.
Check out the AAA Reframing Method: https://www.mysalesprocess.com/aaa-method/
Keep Crushing!
- Sales Guy