Sales Objections Handling

What is the formula to responding to objections?

- Empathize with the concern

- Clarify the concern

- Reclose

What is the underlying concern given this objection:

Objection: "It's too expensive."

I don't think this will give me a huge ROI. The money I spend on this will not make me more money or I don't believe that this service will work the way it's being presented.

How will you empathize with this concern:

Underlying Concern: I don't think this will give me a huge ROI. The money I spend on this will not make me more money or I don't believe that this service will work the way it's being presented.

"I understand your point about the budget."

How will you clarify this concern:

Underlying Concern: I don't think this will give me a huge ROI. The money I spend on this will not make me more money or I don't believe that this service will work the way it's being presented.

"I'm curious, how much is a lead worth to you?"

How will you reclose using this concern:

Underlying Concern: I don't think this will give me a huge ROI. The money I spend on this will not make me more money or I don't believe that this service will work the way it's being presented.

"Because if we do the math and this system reliably brings in 40+ high-intent calls/mth, which is worth $X and you close at 30% close rate which is 12+ new customers/mth, in total, this system alone would make you more than $Y per month? Given the math we just did, do you still think that way?"

What is the underlying concern given this objection:

Objection: "We don't really need more leads or business right now as we already get enough work through referrals."

I feel like I already have enough business coming in and I don't see a strong reason to increase demand right now. I'm not sure that adding more leads would actually improve my situation or that I need to change what's currently working.

How will you empathize with this concern:

Underlying Concern: I feel like I already have enough business coming in and I don't see a strong reason to increase demand right now. I'm not sure that adding more leads would actually improve my situation or that I need to change what's currently working.

"I understand your point that you don't need leads or business."

How will you clarify this concern:

Underlying Concern: I feel like I already have enough business coming in and I don't see a strong reason to increase demand right now. I'm not sure that adding more leads would actually improve my situation or that I need to change what's currently working.

"Out of curiosity, if you reliably booked 10+ high-intent calls/wk with decision-makers, would that create a capacity problem or more choice and stability in your current pipeline?"

How will you reclose using this concern:

Underlying Concern: I feel like I already have enough business coming in and I don't see a strong reason to increase demand right now. I'm not sure that adding more leads would actually improve my situation or that I need to change what's currently working.

"Because what I typically see with businesses is that they think they're fully booked today but actually still have fluctuations whether that's client delays, projects pause or referrals slow down and that's where consistent lead flow actually protects revenue rather than just increasing it. So given what we just talked about, would it make sense to at least explore this?"

What is the underlying concern given this objection:

Objection: "We've been burned before by trying similar things before and it didn't work."

I'm not fully confident this will work because I've seen similar things fail before or I haven't seen enough proof that this will deliver consistent results for someone like me. I need stronger evidence before I feel safe moving forward.

How will you empathize with this concern:

Underlying Concern: I'm not fully confident this will work because I've seen similar things fail before or I haven't seen enough proof that this will deliver consistent results for someone like me. I need stronger evidence before I feel safe moving forward.

"I understand your point that you've been burned before and trust me I've been in that position."

How will you clarify this concern:

Underlying Concern: I'm not fully confident this will work because I've seen similar things fail before or I haven't seen enough proof that this will deliver consistent results for someone like me. I need stronger evidence before I feel safe moving forward.

"I'm curious, why do you think they weren't able to fulfil their promise and also would you prefer speaking to someone I've helped directly?"

How will you reclose using this concern:

Underlying Concern: I'm not fully confident this will work because I've seen similar things fail before or I haven't seen enough proof that this will deliver consistent results for someone like me. I need stronger evidence before I feel safe moving forward.

"Because I can show you how I've helped them book tons of meetings and delivered new sales qualified lead notifications, would that be enough for you to feel comfortable exploring how this would work for you?"

What is the underlying concern given this objection:

Objection: "Let's revisit this next quarter when things settle."

I feel too busy or distracted right now to properly evaluate or implement this, and I believe it will be safer or easier to make a decision later when things are more stable and I have more capacity.

How will you empathize with this concern:

Underlying Concern: I feel too busy or distracted right now to properly evaluate or implement this, and I believe it will be safer or easier to make a decision later when things are more stable and I have more capacity.

"I understand your point that you'd like to revisit this when things settle."

How will you clarify this concern:

Underlying Concern: I feel too busy or distracted right now to properly evaluate or implement this, and I believe it will be safer or easier to make a decision later when things are more stable and I have more capacity.

"Out of curiosity, when the next quarter comes around, what do you expect to be different?"

How will you reclose using this concern:

Underlying Concern: I feel too busy or distracted right now to properly evaluate or implement this, and I believe it will be safer or easier to make a decision later when things are more stable and I have more capacity.

"Because if this could start working in the background now and be generating you high-intent meetings with decision-makers, wouldn't it put you in a much stronger position now rather than going into next quarter knowing you're starting from scratch?"

What is the underlying concern given this objection:

Objection: "I'm not the decision-maker, I need to check with my team/boss."

I don't feel fully empowered to make this decision on my own and I need approval or alignment from other people internally before I can move forward, even if I personally see some value in it.

How will you empathize with this concern:

Underlying Concern: I don't feel fully empowered to make this decision on my own and I need approval or alignment from other people internally before I can move forward, even if I personally see some value in it.

"I understand that you need to check with your team/boss."

How will you clarify this concern:

Underlying Concern: I don't feel fully empowered to make this decision on my own and I need approval or alignment from other people internally before I can move forward, even if I personally see some value in it.

"I'm curious, what would your boss or team need to see in order to feel comfortable saying yes to this?"

How will you reclose using this concern:

Underlying Concern: I don't feel fully empowered to make this decision on my own and I need approval or alignment from other people internally before I can move forward, even if I personally see some value in it.

"Because if I can get those ready now and show you how it fits with your current workflow, would it make sense for us to review it together so you can present it clearly and get a faster decision?"

What is the underlying concern given this objection:

Objection: "We prefer to handle this in-house."

I believe we might be better off handling this ourselves or that external solutions like this may not fit our workflow, quality standards, or way of building relationships, and I'm not convinced this approach is better than what we already do internally.

How will you empathize with this concern:

Underlying Concern: I believe we might be better off handling this ourselves or that external solutions like this may not fit our workflow, quality standards, or way of building relationships, and I'm not convinced this approach is better than what we already do internally.

"I know what you mean."

How will you clarify this concern:

Underlying Concern: I believe we might be better off handling this ourselves or that external solutions like this may not fit our workflow, quality standards, or way of building relationships, and I'm not convinced this approach is better than what we already do internally.

"I've worked with a bunch of agencies before and they can be really hit or miss. Does knowing that I'm guaranteeing 10+ high-intent meetings/wk with decision-makers change things for you? "

How will you reclose using this concern:

Underlying Concern: I believe we might be better off handling this ourselves or that external solutions like this may not fit our workflow, quality standards, or way of building relationships, and I'm not convinced this approach is better than what we already do internally.

"I am really confident this will work for you, which is why I'm able to do this, I don't think someone in-house would be able to make the same claim. Up to you, of course, but it seems like you wouldn't logically lose anything if you gave it a try."

What is the underlying concern given this objection:

Objection: "We can't risk harming our brand or client experience because it might not be legal and compliant?"

I'm worried that if this doesn't work properly, it could damage our brand, cost us money, or create compliance or reputational issues, and those risks feel more significant than the potential upside right now.

How will you empathize with this concern:

Underlying Concern: I'm worried that if this doesn't work properly, it could damage our brand, cost us money, or create compliance or reputational issues, and those risks feel more significant than the potential upside right now.

"I understand your concern about protecting your brand and avoiding unnecessary risk."

How will you clarify this concern:

Underlying Concern: I'm worried that if this doesn't work properly, it could damage our brand, cost us money, or create compliance or reputational issues, and those risks feel more significant than the potential upside right now.

"I'm curious, what would give you complete confidence that this would be safe for you?"

How will you reclose using this concern:

Underlying Concern: I'm worried that if this doesn't work properly, it could damage our brand, cost us money, or create compliance or reputational issues, and those risks feel more significant than the potential upside right now.

"I've worked with strict guidelines like CAN-SPAM laws that send messages only to those who are happy to receive outreach, any lead that doesn't want to be contacted goes on the DNC list and is never to be contacted again so it is perfectly legal and compliant. If I could show you this, would you be happy to explore whether this could be a fit?"

What is the underlying concern given this objection:

Objection: "I don't fully understand what this is or how it works and need more specifics before deciding."

I don't feel like I fully understand what this is, how it works, or what the actual process looks like, so I don't feel confident enough to make a decision without more detailed explanation.

How will you empathize with this concern:

Underlying Concern: I don't feel like I fully understand what this is, how it works, or what the actual process looks like, so I don't feel confident enough to make a decision without more detailed explanation.

"I understand your point about needing more clarity before making a decision."

How will you clarify this concern:

Underlying Concern: I don't feel like I fully understand what this is, how it works, or what the actual process looks like, so I don't feel confident enough to make a decision without more detailed explanation.

"I'm curious, what part of it feels unclear right now?"

How will you reclose using this concern:

Underlying Concern: I don't feel like I fully understand what this is, how it works, or what the actual process looks like, so I don't feel confident enough to make a decision without more detailed explanation.

"Because if I break it down simply, at its core, it's a system that reaches high-intent prospects, engages them and books sales qualified conversations directly into your calendar. If I walk you through exactly how each step works, would that be something worth exploring?"

What is the underlying concern given this objection:

Objection: "We thought this included full sales, not just lead gen and were expecting guaranteed results, not just appointments."

I thought this might include more comprehensive outcomes or guarantees, and I'm unsure whether what you're offering actually matches what I need or expected in terms of results and responsibility.

How will you empathize with this concern:

Underlying Concern: I thought this might include more comprehensive outcomes or guarantees, and I'm unsure whether what you're offering actually matches what I need or expected in terms of results and responsibility.

"I hear you."

How will you clarify this concern:

Underlying Concern: I thought this might include more comprehensive outcomes or guarantees, and I'm unsure whether what you're offering actually matches what I need or expected in terms of results and responsibility.

"I'm curious, are you mainly looking for someone to handle closing, or is it more about wanting guaranteed results?"

How will you reclose using this concern:

Underlying Concern: I thought this might include more comprehensive outcomes or guarantees, and I'm unsure whether what you're offering actually matches what I need or expected in terms of results and responsibility.

"Because what I'll be doing is I'll find and reach high-intent customers matching your exact persona in your exact market and ensure that they circle a time in your calendar rather than closing them as I want you to have that control. If I can guarantee 10+ high-intent meetings/wk with decision-makers and assuming you close 3+ new customers each week, would it be worth exploring?"

What is the underlying concern given this objection:

Objection: "We want to test it first before committing."

I want to reduce the risk of making a wrong decision by testing this first on a smaller scale before I feel comfortable committing fully to something longer-term.

How will you empathize with this concern:

Underlying Concern: I want to reduce the risk of making a wrong decision by testing this first on a smaller scale before I feel comfortable committing fully to something longer-term.

"I understand your point about wanting to test it first before committing.

How will you clarify this concern:

Underlying Concern: I want to reduce the risk of making a wrong decision by testing this first on a smaller scale before I feel comfortable committing fully to something longer-term.

"I'm curious, what would a successful test need to show you in order for you to feel confident?"

How will you reclose using this concern:

Underlying Concern: I want to reduce the risk of making a wrong decision by testing this first on a smaller scale before I feel comfortable committing fully to something longer-term.

- Because what I find is that small tests underrepresent performance due to lack of data or time. With that said, if I could write you a free script for the system and given you love it, would that be worth exploring before you commit?"