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.
In this post, you’ll learn how to dismantle objections with proven scripts, pre-empt FAQs, and bake confidence-boosting answers into your copy.
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