Handling Objections: No Buts
Objections aren't a door closing—they're an invitation to listen, understand, and guide. Every hesitation is a chance to connect deeper and prove value.
Acknowledge Their Concerns
Show them you're paying attention and respect their perspective.
- You: "I hear you. Timing is always tricky when it comes to [their hesitation]."
- You: "Totally get why [their concern] might feel like a hurdle—it's a valid point."
Acknowledgment disarms defenses and opens the door for a real conversation.
Ask for Context
Dig into the "why" behind their objection. The more you know, the better you can help.
- You: "What's your biggest concern about [the issue] right now?"
- You: "What would need to change for this to feel like the right step for you?"
- You: "When you say [objection], what's the underlying worry you're thinking about?"
Asking questions positions you as curious, not pushy, and keeps the dialogue flowing.
Provide Reassurance
Once you understand the concern, offer something relevant that eases their hesitation.
- You: "One of my clients felt the same way about [their concern]. After [specific action], they saw [specific result]. I think it could work for you too."
- You: "You're not alone in that worry. Here's how I've seen [challenge] get tackled before."
- You: "Totally fair point. Here's what others in your position have done to make it work."
Reassurance isn't about dismissing their concern; it's about giving them a reason to feel confident moving forward.
No BUTs
The word "but" negates everything positive that comes before it, making you sound dismissive. Instead, pivot with "and" or reframe entirely.
Instead of: "I understand your concern, but this could solve it."
Try: "I understand your concern, and I think this approach could make things easier."
Instead of: "That makes sense, but here's why it's worth it."
Try: "That makes sense. Here's why I believe it's worth considering."
Why This Works
- Empathy First: You're showing you care about their perspective, not just closing a deal.
- Positive Framing: Removing "but" keeps the tone constructive and optimistic.
- Dialogue Over Debate: Objections become conversations, not battles.
By handling objections with curiosity and care, you're not just addressing concerns—you're building trust. That's what transforms "I'm not sure" into "Let's do this."