“I’ll sign up later.”
“It’s not the right time.”
“I can’t afford it.”
“I will let you know.”
“How do I know it will work?”
“I have to talk to my partner.”
“No, thank you.”
Or worse, nothing, nada, silence. You are officially ghosted, my friend.
Sound familiar?
If you have ever sold any product or service before, I’m guessing it does.
I have heard every one of these responses myself.
After all, the average sales success rate hovers around 3%, depending on the product, market, and industry.
So what do you do about it?
Well, it’s time to handle objections “like a boss.”
Step 1: Get your mindset right.
Hearing “no” over and over again can be draining. Your thoughts can quickly spiral negatively out of control. But instead of getting discouraged, it’s essential to have a positive mindset.
Place your hand on your heart, take a deep breath, and know everything is working out for you. It is just a challenging moment, not a poor life choice.
You are valuable no matter what.
“It’s not you. It’s me.” That sounds like a bad breakup line, right? Seriously though, always remember that EVERY decision another person makes is 100% about them and their needs and is not as much about you as you think.
I get it. It feels personal when someone’s not interested.
First, keep in mind that everyone is not always a good match. Ever go out on a date, and even though they seem to have everything going for them, there is just no chemistry?
You want to like them, but nada. This potential client may not be a good match for you either. Just know that your next soulmate client is on their way.
There may also be reasons that have absolutely nothing to do with you.
Think about this. Have you ever really loved a brand, yet what they offer is not quite right for you? Or maybe the timing wasn’t right? Or perhaps you did not have the money?
It may just not be right at this particular time, or it may not be right at all. And that is okay. It is normal and is not personal to you.
Keep the mindset that everything is always working out for you. A client that is the perfect match for you is on their way.
And if you still feel like you need a confidence boost, check out How to Sell with Confidence here.
Pro Tip: Keeping a “brag box,” a physical box or digital folder where you keep screenshots of testimonials, certifications, and affirmations will help lift your spirits when you feel deflated.
You are doing this for a reason.
Especially when feeling rejected, always remember why you are doing this in the first place.
What makes it meaningful to you or others? How will it impact your life or others’ lives?
Tap into your purpose and remember how you make a difference.
Your offer is valuable.
Next, identify the value that your product or service brings. How does it solve your ideal clients’ main challenges or problems? What type of transformation or positive outcome do they gain? What benefits does your offer give? Most importantly, how does it help them?
Having unwavering confidence in yourself and your services is essential to having your prospects believe in you.
Pro Tip: Ask your clients what value your offer has had in their life. It may surprise you. You can gain insight from their written testimonials or even ask them directly. Also, get proactive by writing 50-100 reasons your product or service benefits your ideal client.
Step 2: Get their mindset right.
Have you ever regretted NOT having purchased something that could have benefitted you? Maybe you got cold feet and got in your own way. You may have told yourself it was the timing, money, or something else. You may have let fear dictate your choice, didn’t take the risk, and now you regret it.
On the flip side, perhaps on a different occasion, although you initially said no to the offer, the salesperson persuaded you to say yes, and you are so glad you did. There are no regrets. Perhaps it even changed your life.
The truth is, people often say no when, if they understood the value and potential impact of the offer, they would really say yes.
So after you get your head screwed back on straight, ask yourself if this is truly not for them or if they possibly need help to overcome their resistance, understand the actual benefits, or figure out how they can make this work.
Always remember that objections are just a sign that your ideal client is considering the offer and may need more information, clarity, and alignment.
Okay. I get it. You don’t want to seem pushy or salesy.
If your true motivation is helping people and you believe in your offer’s value, don’t you want what’s best for them?
They need your guidance to make the right decision, so they don’t miss out on an opportunity that could improve their lives. By acting from a place of integrity, genuine care, and service, you can help them succeed.
So partner with your clients to find the best solution for them, whether they buy or not. Be on the same team by listening actively, being empathetic, and putting yourself in their shoes.
Step 3: Get the Specifics.
In this step, let’s talk about specific objections you may hear along the way.
Always ask yourself, is this fear and doubt speaking, or is this true? What would benefit this person at this moment? Tap into your intuition and listen to your body and your gut. And most importantly, always put their best interest and your integrity first.
Now let’s get down to it.
“I am not sure it’s worth it.”
So, this one is important, especially to service providers. They may think they can figure it out alone, which may be true, but they are paying for the acceleration and someone to guide them step-by-step with support and the right tools at the right moments.
They are paying for overcoming obstacles by learning from the mistakes someone else has made. They are paying to save time, energy, and, most importantly, money. Faster results will equal more income and a better quality of life.
And if you also need help fast tracking your success by creating the right strategy (you will stick to), email me the word PROGRAM.
“I will let you know,” or “I will talk to you later.”
Typically when people say, “I will let you know,” it’s for one of three reasons. Either they are unsure of the value, whether it is a good fit for them at this time, or they don’t have the money to afford it.
Which reason holds true for them?
If you feel they do not have enough information or don’t understand the offer, ask what information you can clarify to help them decide.
If they understand the value, tackle the time, money, or other objection using the examples below.
Remember that people will avoid the pain of making a decision, so help them take action by creating parameters.
If you feel they understand everything well and are still not ready, create a dedicated timeline to follow up. “Okay, great. I will follow up in 24 hours at x time. Does that work for you?”
If that timing doesn’t work, ask when they will have a decision so that you know when to follow up.
Do not let being too polite get in the way of closing this sale.
Most importantly, make sure to follow up when you say you will.
Pro Tip: Get a specific follow-up date by scheduling a 15-minute phone call before ending the conversation.
“I will sign up later.”
First, is this even true? Is this the real reason or is it something else? Come on. Be honest. Maybe you have said this too. Did you really mean it?
If you want to sign up for something, why wait?
Have you ever been in a store and wanted to purchase something that may be slightly too expensive, and you are on the fence? Generally, once you walk away, game over.
Don’t let them leave the store. Instead, say, “You know you will sign up, so why wait?”
Especially if there is a special pricing or bonus offer, the time is now. “Do you want to lock in this pricing now?” Ask for a deposit.
And if your cart is closing, reach back with a gentle nudge, asking, “When are you expecting to sign up?”
Pro Tip: A great way to follow up is through humor. I love using a funny “knock knock” gif (you know I love a good gif!)
“I don’t have time right now.”
The truth is that life is busy. People often juggle family, friends, business, education, and numerous other responsibilities.
If they initiated the conversation with you by asking about your product or service, it’s a good sign that this may not be the real stumbling block.
It’s natural to be curious as to what made them inquire in the first place.
What led them to ask about it now? What motivated them to ask? Why is now not the right time for them? Perhaps it’s not time getting in the way, so it’s a good idea to check that out.
People often put off the start date because there are hesitations due to fear or lack of clarity. What is their reluctance? Do they have unanswered questions that would be helpful?
Partner with them to ensure they fully understand the offer.
And perhaps this is NOT a priority for them right now, which happens and is 100% okay. Life has many competing demands that take precedence at different times.
Ask them to check in with their gut to see if this is genuinely not a priority so they can tap into what is coming for them. A feeling of discomfort may signal other hesitations that may prevent them from pulling the trigger so check that out.
Last, they may not understand the time investment. Let them know how much time this will take each week.
Most importantly, what results would they need to see for that time commitment to feel worth it to them?
“I can’t afford it.”
We have all been there. Well, most of us have, anyway. Knowing you would like or need something you can’t afford is tough.
Treat this objection with extreme empathy. Remember when this happened to you and how painful it is, and more importantly, express that you understand.
Especially when funds are low, investing in something is especially scary when you aren’t sure it will work. First, find out if this is the real issue or if there is something else. It may not be worth it to them, or they may not understand that it is worth it. Make sure they know the benefits of the investment thoroughly before moving on.
Investing in yourself is key to success. Struggling to say yes to the investment could indicate a struggle to see success in themselves.
So how can you shift the mindset from “I can’t afford this” to “I don’t know how I can afford it, but I am going to do it anyway.” They are worth it.
Problem-solving and resilience are vital to creating a growth mindset and successful life. How can they become more resourceful? How can you help them find the money and be supportive? Can you offer them a payment plan or extended payments?
There may be other options to consider. Is there something they feel good about that could help them get the money?
Some ways to get money:
- Sign up with a payment plan
- Move funds around
- Get a loan from friends and family
- Put investment on credit card and commit to paying it back asap
- Get an interest-free working capital PayPal loan
- Run a flash sale to pay off (as an entrepreneur)
Always act with integrity. If they do not have the money, do not pressure them. Instead, graciously invite them to stay in your world and take advantage of your free or low-cost offers.
“I have to ask my partner.”
When getting on a sales call, ensure all decision-making parties are present. Ask who are the decision makers and insist everyone attends the call.
If you have to explain details to a significant other, business partner, or another party later, it becomes a waste of time, energy, and money.
If the call has taken place and you realize another decision-maker is involved, find out if they are generally supportive, so you have a frame of reference. It’s helpful to find out what questions they will likely need to know and how you can answer them. And last, offer to jump on another call together.
“How do I know it will work.”
There is never a 100% guarantee for any product or service, so you cannot guarantee it works 100% of the time, especially if the results require your client’s participation. You cannot ensure that they will do the work, but if you have evidence that it works from other clients, you can assure them that it will benefit them if they participate.
Always provide testimonials of other success stories as evidence. It is helpful for them to see results in similar situations.
And always stay in your integrity. If this person is not a good fit, refer them elsewhere. You want to work with people who will be happy with your offer and get results.
Pro Tip: Offering a money-back guarantee showcases your confidence in the results promised while putting your potential clients at ease. I offer a 30-day money-back guarantee on my program with the condition that the person is participating.
“How does it compare to x?”
You are not an expert on every offer just because you sell a similar proposal. It’s okay to say that you don’t know and have no experience with that offer. There is no need to go down a rabbit hole of research.
“I have had terrible experiences with other offers like this. How is this different?”
It is frustrating to feel disappointed after purchasing. Again, you may not be an expert on that offer or service provider. Lead with empathy, be curious by asking what went wrong, and discuss how working with you may be a different experience.
“Straight up ghosting.”
If you have followed up many times and are being ghosted, let them know that this is the last time you will follow up. Now, bless and release them.
“I don’t think this is a good fit or right for me.”
If they understand your product or service thoroughly and say this, you should not work together.
Thank them for sharing, be curious about why they don’t feel it is a good fit, and use it as “good information” for your market research.
You can double your income by focusing on your ideal clients and turning away people who are not a good fit.
Recap
Handling objections can seem draining and overwhelming at times. Always keep in mind that you are partnering with your ideal client to help them understand the value of your offer, how it can benefit them, and that they are worth the investment.
Step 1: Get your mindset right.
Step 2: Get their mindset right.
Step 3: Get the specifics.
I look forward to you handling your next objection like a BOSS! Let me know how it goes!
Michele x
If you need help creating an aligned business action plan so you can start seeing results, email me the word PROGRAM.
