how to handle any sales objection

So, you’ve been there right? You’re calm, cool & collected, your pitch is on point and you’ve been rehearsing it in the mirror all morning. Then the dreaded objection comes – “I need to think about it” or “I want to talk to my partner about this first” or even worse, “I can’t afford it.

There’s no denying that sales objections are a part of the process. In fact, if you’re not getting objections, you’re probably not pushing hard enough. However, don’t let objections get you down. With the right strategies in place, you can handle any sales objection and close the sale. Here are four tips to help you do just that.

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how to handle sales objections as an online coach or service provider

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Handle Any Sales Objection Through This 4 Step Method

1. Thank them for their objection

The first thing you want to do when you hear an objection is thank the person for bringing it up. This might seem counterintuitive, but it’s important to show that you’re truly listening and that you understand their concerns. Something as simple as saying “thank you for bringing that up” or “thank you for sharing that concern with me,” can go a long way in diffusing the tension and opening up the conversation.

2. Acknowledge their concern

Once you’ve thanked them, the next step is to acknowledge their concern. This shows that you’re not dismissing their objection outright and that you’re taking it seriously. For example, if someone says they can’t afford your product, you might say something like “I completely understand where you’re coming from.” Or if they say they need to think about the decision or speak to their partner first, you can acknowledge and empathize in a way that feels good to you. For me, that might look like “I totally get that. I always talk to my husband about big decisions first, too – it makes me feel good to have his support.” By acknowledging their concern, you’ll be able to move on to the next step more easily.

3. Offer a solution or compromise

Now that you’ve acknowledged their concern, it’s time to explore a solution or compromise. If someone says they don’t have the budget for your product, perhaps offer them an extended payment plan. If someone says they don’t have time for your service, maybe offer them a quicker or easier solution that fits into their schedule better (aside: downselling is a HUGE strategy that you should absolutely be incorporating in your coaching or OSP business and can make you a lot of money!). Whatever the case may be, try to come up with a creative solution that meets both of your needs.

4. Address their objection directly

If you’ve tried the previous three steps and the person still isn’t budging, then it’s time to address their objection directly. This is where you’ll want to get a bit more specific about what they’re concerned about and why your product or service is still the best solution. You’ll want to put the layers of the onion back more and discover what is really underlying the surface-level objection. Most objections are based in some kind of fear or lack of trust. Your prospect may not have confidence in themselves (maybe they invested in something similar previously and didn’t complete it); you (you haven’t built up that know/like/trust factor enough with them); or in your program/service (you haven’t communicated the value of the transformation you provide in a way that resonates with them).

They could also fear they won’t see an ROI on their investment with you; whether that ROI is monetary or not doesn’t matter).

If you are able to get to the root of the objection, what’s really just below the surface of what they are saying, you have a better chance of being able to help THEM overcome it.

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Objection Handling is Part of the Process

No matter how you slice it, sales objections are a normal part of the sales process, and there are strategies you can use to overcome them. The more you use these strategies, the more confident you will get in discussing objections with your prospects. Your ultimate goal is to help others with the product or service you have created in some way. Handling any objection is a responsibility you have to ensure your product/service truly helps the people who need it.

And ultimately, if the answer still turns out to be no (which WILL happen, often!), then that means it wasn’t a good fit for you anyway!

Yesses live in the land of no’s my friend! Ao go out there, pitch your services, handle any sales objection that comes your way, and make money while you change the world!

You’ve got this!

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