Get More Clients: How To Respond To The Top 5 Objections
After I started my consulting business I made a startling realization; clients don’t just show up with their money in hand demanding that I take it. I realized I’ll have to actually sell my services and I was terrified.
Despite the fact that I built a very successful business in a restaurant before, selling my services was different. I didn’t understand it. I didn’t know how to do it right. And frankly, I hated having to ask for the sale.
I viewed selling like so many other professionals who don’t really understand it; I considered it something straight from the Glengarry Glen Ross movie – sleazy, manipulative, and down-right unethical!
So I dreaded the part where my potential clients inevitably came up with objections why they shouldn’t or couldn’t buy my services.
I’ve since learned that lack of objections is not necessarily a good thing. In fact, I now welcome it when prospects tell me “why they can’t.”
If your prospects are not objecting they are not buying!
Adam Urbanski
If your prospects are not objecting they are not buying!
Adam Urbanski
Frankly, when a potential client shares his reasons why he or she hesitates to take advantage of my offer, to me it’s a sign of two things; one – they are interested in my services, and two – I’m getting closer to closing the deal.
Why I Now Welcome Objections…
Like me in those early days, many professionals find “overcoming” objections and “closing” the deal stressful, unpleasant and “pushy.”
If that’s you I want to share with you three lessons that helped me develop a different mindset around this.
First, when someone enters into a sales conversation with you, they make the time to do so because they hope that what you have will solve one of their problems.
They want to buy what you sell. But they are scared of the unfamiliar and afraid of making a mistake. But they don’t understand that fear, so they look for “logical” reasons that would allow them to delay having to make a decision.
Second, in a selling conversation a “no” doesn’t usually mean “no.” It’s simply “not now” or “I don’t have enough information to say yes.”
It’s a way prospects signal you that they don’t completely understand the offer and how it can help them. Or that they are nervous about moving forward. It’s their cry for your help with making the decision.
Third, you can’t “overcome” your prospect’s objections. But you can give them information and tools that allow them to make a new decision.
If you too experience anxiety around closing sales these mindset tweaks are a great start. And I think you’ll love these specific, practical ways to address the top five most common objections you’ll likely encounter again and again.
My Favorite Responses To The Top 5 Sales Objections You’ll Encounter Most Often
OBJECTION #1: “I Have To Think About It”
Your response could be:
- “I don’t blame you. Hiring a copywriter, therapist, etc. can be a big decision. Can you share with me what specific aspect of my services you are concerned about?”
- “Yes, I can see how this can be a big decision. You know I found that typically my clients are initially concerned with one of the three things: is the problem important enough to solve it now, is this the right solution for your situation, can you afford the solution? Which one of those concerns you the most?”
- “Hmmm… I see. Let me ask you… Let’s say we get started on this project – what are the downsides?”
OBJECTION #2: “I Have To Discuss It With My Partner”
Your response could be:
- “Great. What kinds of questions do you think they might they ask?”
- “Good idea. I always discuss decisions like this with my partner (or spouse). But let me ask you a question – what will you do when your partner doesn’t like the idea of us moving forward with this?”
OBJECTION #3: “It’s Too Expensive”
Your response could be:
- “Expensive comparing to what?”
- “Yes, it’s a sold investment. I tell you what – I know this is only worthwhile if you produce solid results, right? What’s the one result you would want to be absolutely sure we could produce in the next <month, 90 days, six months> that would have you really happy you hired me? … Great- why don’t we make this our top priority and get started right away?”
- “Not really. How does this price compare to what it’s costing you to do nothing about this problem?”
- “Frankly, that’s exactly why you need me.”
OBJECTION #4: “I Think I’ll Just Do It On My Own”
- “Hmmmm…how long have you been dealing with this issue? If you haven’t solved it on your own so far what makes you think you can do it now?”
- “Yes, I suppose you could. But let me ask you something – when was the last time you saw (heard) of a heart surgeon performing an open heart surgery on himself?”
- “With respect… I must disagree. If you thought you could solve this problem on your own we wouldn’t be talking right now. Tell me, how would things be different if you could rely on an unbiased opinion to give you a fresh perspective of this problem?”
OBJECTION #5: “I Don’t Have The Time Right Now”
- “Yes, it will take some time to address this issue. How much more time per week could you devote to other, revenue-generating activities if you could eliminate dealing with this problem on ongoing basis?”
- “That’s funny; you just told me it takes you 10 hours a week to deal with this problem – wouldn’t it make sense to hire someone like myself and solve it so that you can use your time on more productive tasks?”
- “Wow, if you are that busy and you are still not getting the results you want perhaps it would make sense to start the project by helping you better prioritize your activities and leverage your time more effectively?”
These are only a few examples of responses I found helpful in getting to a “yes” in negotiating a sale. And while learning specific sentences is a great start, to really master sales you’ll want to learn the underlying psychology of sales.
An Objection Is A Cover For A Deeper Concern.
By voicing it your prospect gives you an opportunity to address it and provide information to eliminate it.
So quit trying to prove your point and instead ask thought-provoking questions. I think you will be pleasantly surprised by the outcome.
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Now It’s Your Turn…
Comment below and let me know:
- What are the top sales objections you hear from potential clients?
- How do you engage them in a deeper conversation around their concerns?
I look forward to reading your comments.
These are great suggestions. I find this to be my biggest challenge in closing a sale so I love having this guide. Having been trained as a therapist, I’m more inclined to listen and let them come to their own conclusions, but sales requires more prompting and guidance.
Thank you! I sooooo needed to read this article today! I am going to read it again, slowly, and integrate the strength of these replies so I have them in my sales tool-belt moving forward.
Great advice. It’s all about preparing for the objections that inevitably come up in selling. Once you’re prepared, you may even enjoy dealing with them. Keeps things interesting. :)
Adam!!! This is BRILLIANT and just want I need to hear (probably again – I just was not ready the other 40 times I heard you say this!)
In terms of a business, ‘no’ usually does not mean, ‘no.’ It usually means, “I do not fully understand” or “I am not ready at this time.”
These responses to objections are a great tool for digging deeper into the discovery process! There are times when asking potential clients these questions may have actually caused me to NOT take on a client (which would have been good!)
I am going to share this info with my folks! Thanks!
Paul.