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[Overcoming Objections] How to Handle ANY Objection and Eliminate Them Forever!

“Do you have a budget set aside for this?” I asked my prospect, toward the end of our call.

“I don’t know…” he said, pausing. “Maybe $2,000.”

“Oh. We may have a problem,” I replied. “We cost a lot more than that. We start at $5,000. That’s probably more than you want to invest in, right?”

I knew what would come next. I wasn’t entirely sure what my prospect would say, but I knew he had an objection.

  • Resistance.
  • Procrastination.
  • A Maybe…

I’ve been in this situation many times before. Thankfully, I rarely face it these days. I’ll explain why soon, but back when I was still learning my craft, this is how most of my calls ended.

Angry. Frustrated. Confused. I would flip between blaming them and blaming myself. I thought the sales call had gone well, so why did I keep getting to the end and facing this final hurdle?

If you face these objections, most often the reason is YOU.

  • You push too hard.
  • You’re stuck in a scarcity mindset.
  • You don’t truly listen to your prospect or their pain.
  • You lose control of the call, and as such, the situation.

Of course, you can’t take all the blame. The prospect does, too. They’re hiding from their pain. They give into their fears. They expect their problem to solve itself, or for someone to perform a miracle.

The thing is… your job is to help them overcome this. It isn’t to SELL to them.

It’s to help them!

  • Understand their pain…
  • See what their big problem is…
  • Appreciate the root cause of it…
  • Know what the solution is…

So each time you face an objection — whatever it is — it’s yours to own. It’s your role to help your prospect overcome it, because if you don’t, you both feel the pain.

Personally, for you, your business and your family, it’s a tough spot to find yourself in.

  • You struggle to pay all the bills, and worry about if you’ll make payroll this month…
  • You waste time on calls that don’t deliver, placing you in a hustle-mindset…
  • You take one knock after another, crippling your confidence and fueling your insecurity…
  • You start to question if you have what it takes, and whether all ‘this’ is worth it…

And think about your prospect. Step into their shoes… consider the pain they feel.

They need your help. They called you for a reason!

… and after listening to them, you know they need to make changes.

You know YOU can help them. But because you didn’t do your job, they remain stuck where they are.

Overcoming Objections Serves You and THEM.

Like I say, I used to be stuck in this vicious cycle. I took courses, went to seminars and read a lot of books. By all accounts, I was a good sales-person. But I wasn’t an Elite High Ticket Closer, because I kept facing these Sales Objections.

These days, not so much.
So, what changed?

Good question. To begin with, I upgraded my mindset (read about how I did in this article and this one). I learned about The 3 Levels of Pain a prospect has, and how to overcome these by asking The “Right” Questions.

I also mastered sales psychology, and discovered how to spot (and work with) the 4 Sales Personality Types. With these new and improved skill-sets, I re-imagined how I prepared for a Sales Call and how to take control of it from the first minute to the final close.

All this gave me the confidence and know-how to truly help, impact and serve my prospects.

I went from an everyday salesperson who everyone hates and avoids, to an Elite Closer who people invest a lot of money in to work with and learn from.

I don’t say this to brag. I say it because I want you to know a world exists where you get to the end of a sales call and aren’t met by a sales objection (almost). They are avoidable, almost all of the time.

Which allows YOU to take your own success to the next level, and massively impact those you serve. This is the world you wish to live in, right? This is why you do what you do… right?

It is possible.
It’s a real place.

It’s one I live in, and it’s the one most of my peers, students and mentors live in, too.

Overcoming Objections: How To Handle Them

If this is the first of my articles you’ve come across, you may not be ready for what comes next.

It isn’t enough to know what the most common sales objections are. It isn’t as simple as knowing how you overcome these objections. You need the right mindset. You need to ask the “right” questions. You need to know how to listen and understand who your prospect is (and what their pain represents).

Once you do, you’re ready for these objections.
But until you do, you’ll struggle to use them properly.

So if you haven’t already, I encourage you to read/bookmark these articles:

  1. Money Mindset: The #1 Tool You NEED To Become a Master Closer
  2. The 8 Truths You Need to Master Your High Ticket Closer Mindset
  3. Why You Are Losing Sales (+ What THE “EXPERTS” Aren’t Telling You)
  4. How To Prepare Your Sales Call Plan for Success in 4 Easy Steps
  5. Question Based Selling: Why Most Closers Fail (and what no one else tells you)
  6. The 4 Sales Personality Types You MUST KNOW To Close More Sales

I wrote these to lay the foundations for this article. Because even Elite Closers come across Sales Objections and Resistance. Not as often as most salespeople do. Compared to what life used to be like, I rarely come across sales objections like these today.

But I’m always ready for them.
I’m always expecting them…

And when they do come, I pounce. I overcome these objections straight away.

You can too 😉

1: Can You Prove This Will Work?

What follows are the most common sales objections I’ve come across over the years, and those my students have faced. If you play this game long enough, you too will come across all of these.

One of the most common is this one… can you prove it will work?

Overcoming this sales objection is easy. You simply need to put it back to your prospect.

  • “What kind of proof are you looking for Mr. X?”
  • “I’m not sure, can you prove to me you will do the work?”
  • “Can you prove to me you’re coachable?”
  • “Can you prove you’re invested into this, and are truly, finally ready to take action?”

Most often, this sales objection is your prospect’s own fear standing in their way. They know they need this, and they know what they have to do. But they’re worried they might not follow through.

So, they try and put this on you…

Or maybe they’ve been burned before. If this is the case, listen, take it in, hear their frustrations.

Put it on them. Don’t let them blame you for bad decisions they’ve made in the past.

2: This Sounds Too Good To Be True!

I’ve heard this objection many times over the years. I guess it comes down to your prospect being skeptical about anyone with a good offer. Because let’s face it, there are a lot of “fake” experts out there.

People who are great at selling, but terrible at delivering.

Again, overcoming this objection is simple. LISTEN! Show your prospect that you hear them. Prove to them that you aren’t just brushing their sales objection away. But then… put it back on them.

  • “If it’s too good to be true, why did you book this call?”
  • “Why are we speaking right now?”
  • “I suppose it is too good to be true. You have this pain, and I have the solution. I want to give it to you and help you implement it into your business. You’re right, that is too good to be true.”

Your prospect is waiting for a “but”. They’re waiting for a catch. They don’t believe that someone can come along and help them overcome their pain — because they’ve felt it for so long.

So whatever it is you offer, they doubt it’s real. But if you can help them — truly help them — it’s important you overcome this objection, because it’s one that will hold them back in all areas of life.

3: Can You Guarantee Me Results?

This is one of the most common sales objections because people want an easy solution.

They just want their pain to disappear. They want someone to solve it for them. They want it fixed, no matter what. They know, deep down, that it depends on them and whether they do the work.

But they don’t care about that. All they want to hear is that YOU will fix it. 100%. No questions asked.

Again, flip this back to them.

  • “Can you guarantee me that you’ll show up and do the work?”
  • “Okay, you want guaranteed results… what are they? What, specifically, do you want?”

This stops them in their tracks. Because although they know they want it fixed, they don’t actually know what “it” looks like.

Push them into defining what “it” is. If you’re confident in delivering on that, you can confidently guarantee it. Often, when you push them to define what success looks like, you know 100% that you’ll over-deliver.

But unless you push them to specify what a good result is, they will always use it as an excuse.

4: Hmmm…. Let Me Think About it.

How often have you heard this one?

You know they need it. You know they’re interested. You know that they know this is what they need. But they still want some time to think about it. Because that extra time will… I don’t know, result in them figuring it out on their own, or saving money or have all their problems solved?

What will this extra thinking time produce, exactly?
I don’t know. And they don’t know.

So, this is what I say to them when I hear this most stupid of all sales objections.

“Usually when people say that, it means they’re not interested. That isn’t the case here, is it? Because it sounds like this is what you need, and I’m confident in delivering a positive result for you. So… are you wasting my time right now?”

  • I then follow up with more questions.
  • “What specifically do you need to think about?”
  • “I must apologize because I clearly haven’t done my job here. What questions do you still have?”
    “What is it that you’re not clear on right now?”

Truth is, ‘thinking’ is the reason most people end up on a call with you in the first place. Rather than take action and solve their pain when they need to, they sit on it… think about it… take more time to process it.

A few weeks/months/years later, they’re in the same place.

Thinking about it doesn’t help. Help your prospect see this for the lame excuse it is.

5: I Need To Speak To My Partner About This.

Whether your prospect needs to speak to their business partner or their partner at home, this is a sales objection that crops up again and again (even to Elite, High Ticket Closers who do everything right).

Don’t worry.
It’s easy to overcome.

This is how.

“I hear you. In fact, I empower this. I think it’s a great idea you speak to your partner. But before we go, can I ask you… how long have you been in business with them / married to them?

Okay, that’s great. You know them pretty well. So, if you go to them later today and say you want to invest $10,000 into this, without giving them the full details, don’t you think they’ll say you’re nuts? Instead, don’t you think it might be better if the three of us jump on a call, so your partner gets a clear understanding about what’s involved?”

I assure you, if you let your prospect leave the call to ‘talk to their partner’, the answer will be NO.

It isn’t that you should dismiss involving their partner. They should.
But if they bring this sales objection up, make sure YOU properly involve their partner.

6: Why Should We Pay You So Much?

I always smile when I hear this one. Often, your prospect will try and make you feel guilty because you’re so much more expensive than all your competitors.

This is how I approach this sales objection.

  • “I know. It’s because I deliver better results.”
  • “If that’s the case, maybe you should go with them instead.”
  • “It takes a real investment to solve a real problem.”

I also follow this up by focussing on the fact that lots of people do pay me. That this is what the market values me at. There are LOTS of people who don’t consider me too expensive.

Why is that?
Why do so many people invest in me?

Overcoming this objection involves putting it back to them. If they want a cheap solution, they should go with one of your competitors. Whereas it they want a solution that works, they should stick with you.

7: Why Should I Work with You?

This is a sales objection people use when they feel the need to gain control and power.

It’s their way of saying:

  • We don’t need you…
  • There are others who can do what you do…
  • Come on, jump through some hoops for me…

Overcoming this sales objection requires you to stand tall. Don’t cave in. Don’t be desperate. If you are, they will likely take advantage and try to negotiate a smaller fee. They will take-take-take, and if the relationship begins this way, it will carry on in the same manner.

Instead, approach it like this:

  • “If you don’t think I’m a good fit, may I suggest you look at [your closest competitor].”
  • “It’s your choice. You know what I have to offer, so only you know if I’m right for you.”

Show them that you don’t need them. They’re the one with the pain and problem, remember. You can help them solve it, so don’t let them make you feel like you need them (they need you, YOU).

And all the while, keep placing it back to them.


Each time they answer, prove that you can deliver on it. That’s why they should work with you!

8: I Have Done Other Courses, But They Didn’t Work.

I understand this sales objection, because there’s so much ineffective information out there.

  • People selling courses who are still rookies themselves.
  • People creating content, and only sharing part of the process.
  • People hooking other people with trendy tactics and fancy words.

It gives honest, Elite Sales People like us a bad name. And it leads your prospect skeptical.

“I like the look of this,” they say. “But I took another program not long ago, and it didn’t work. What makes this one any different?”

When I hear this sales objection, I turn to the Feel + Felt + Found Method.

“I know how you FEEL. I used to take a lot of courses and programs like this.”
“I FELT frustrated, most of the time, because they didn’t deliver on what I needed.”
“But what I FOUND when creating this program is, that I’ve created what I needed back then.”

Show them that you understand, and have been through what they have.
Get on the same page as them. Then, show them how and why your solution is different.

Reiterate the impact you will have on their business and life, and what the end result looks like. Reaffirm them that this is like no other course or program they’ve taken before…

Because you too have been there, and the reason you created your offer is to create something better.

9: Can You Send Me More Information?

This one is like the sales objection, “I need a little more time to think about this.”

I hate it. As soon as I hear it, I roll my eyes. Because I know what it means.

I am not interested.

Whether your prospect “is” interested is another question. They may want what you offer. They may know that they need what you offer. But they’re so used to saying no and trying to figure it out on their own, this sales objections becomes a bad habit.

They’re scared.
They worry about what might happen.
They fear failure, but they also fear success.

So, when you hear this sales objection, turn it back to your prospect.

Often, this will place them on the back foot. Because they do want what you offer, but they’re scared to take the next step. So push these triggers.

  • “What information do you need?”
  • “What extra information do you need that we cannot talk about right here, on this call?”
  • “What’s really going on right now? What’s stopping you from committing to this?”

Remember, you’re here to serve your prospect. You cannot help them if they do not commit.

If they get this far and it’s obvious to you and them that they need what you offer, don’t let them default into their bad habit of asking for more info, just so they can avoid taking action.

10: I Need To Look At My Finances.

This is one of the most common sales objections, and most salespeople say, “okay, do that and get back to me.”

A few days later, they follow up with their prospect…
(but come on, you know the answer by then)

This is NOT what an Elite high Ticket Closer does!

When they hear “I need to look at my finances,” they reply immediately with a question.

“Okay, that’s fair. But let me ask you… what do you think your finances will say?”

Assuming they are an actual business owner, they already know what their finances are. At the very least, they have an understanding of whether this investment makes sense or not.

It’s a delaying tactic.
It’s a chance to put off making a decision until tomorrow.

But tomorrow never comes!

They wouldn’t have jumped on a call with you without knowing their finances. They know what they need to know, so instead ask them… “what’s the cost of not making this investment today?”

11: What Other Clients Have You Worked With?

This one bothers me, and always has.

Still, I don’t let it get to me. It’s a common sales objection, and it’s my job as a high ticket closer to overcome it and turn it into my advantage.

“I’ve worked with a lot of different clients over the years,” I reply. “Why do you ask?”

Most of the time, they don’t know why they asked. It’s another default sales objection that’s become a bad habit. If they have a genuine reason why they want to know who you’ve worked with, great.

Answer them. Share some relevant names, results and social proof.

But make sure you find out why they want to know. Because often, there will be no reason. Which is yet another opportunity to dig deeper and figure out what’s really holding them back.

12: Can I Get a Refund if it Doesn’t Work?

I love this one. I don’t hear it often these days, because I qualify prospects far better than I used to.

It’s a clear sign that this person isn’t a serious, committed individual. So maybe you want nothing to do with them, period. But if you feel like it’s fear masking their judgment, reply like this:

“If you’re looking for a refund before you even invest… this program isn’t for you.”

People who use this sales objection expect failure.

Whether it’s because they know they won’t show up, or just have no confidence in themselves…

I often walk away from people like this. It’s one of the only sales objections that raises a big red flag.

13: Can You Match The Price?

This one is easy (and is another one I love).

My answer is always very simple…

“NO!”

That’s it.
No maybe.
No negotiation.

NO!

I commit to offering a better service than my competitors, so why would I price match them? It makes no sense, so I tell my prospects:

  • “If I was to price match them, would you be okay if I offered only half my service?”
  • “Would you be okay if I only turned up with 50% of my best?”
  • “Is it okay if I only offer you half the results we’ve discussed so far?”

When you lay it out like this, your prospect realizes how crazy their request is.

If not, follow up with this one.

“If matching their price is so important to you, maybe you should just go and work with them instead.”

I pride myself in working with serious, talented people. You should too.

It’s the only way you will ever become an Elite High Ticket Closer. The longer you work with time-wasters, the longer you’ll remain at their level.

14: I Wasn’t Really Thinking of Buying Today

I’ve never understood this sales objection.

If your prospect has taken the time to schedule a call with you, and then jumps on the call and speaks with you for an hour or more, what exactly were they expecting?

Still, I like to humor them and their objections, because overcoming it is easy.

“You know, I wasn’t planning on closing you today. But after everything we’ve discussed, it seems like a good fit. So what’s stopping us from making that commitment right now?”

Once again, this is another default sales objection designed to put off making a decision.

  • They need it.
  • You know they need it.
  • They know they need it.

But they want to wait a little while longer, because this is how they’re wired. It’s a bad habit.

And it’s your job to call them out on it!

If now isn’t the right time, when is?
If you didn’t plan to buy today, why are we even on this call in the first place?

15: I Don’t Have The Time.

This is one of the worst sales objections and excuses there is.

We all have the same amount of time.
There’s never enough of it, because there’s always something else that crops up.

But we cannot let this stand in our way. If we did, would we ever build a business in the first place?

No! Which is why I shake my head when I hear this, and simply ask:

It doesn’t exist. There is no perfect moment, and it’s important you overcome this sales objection by focussing on this. The perfect time isn’t real. The only time that matters is, making the time to ACT on what you need to.

If your offer will help your prospect grow and overcome a major problem, the time is now.

So, flip this script by asking your prospect:

“Do you control your time, or does your time control you?”

This triggers almost everyone. Because everyone wants to feel like they’re in control of their time. Yet most people aren’t, and they are the only person who can change this narrative.

Help your prospect see this. If you do, you’ll help them overcome this common sales objection.

16: How Can I Trust You?

This is a big one because once again the world is full of “fake experts”.

It’s safe to presume your prospect has been burned before. They’ve invested money into a program or product that didn’t work. They trusted an “expert”, only for them not to deliver.

This isn’t your fault. But it’s your problem to overcome.

When you come across this sales objection, show your prospect that you understand.
Use the Feel, Felt and Found Method. Hear them. Appreciate them.

Then, ask…

“What does trust mean to you? What does it look like… to you?”

Without being specific, it’s hard to know what trust means. It’s obvious that trust is important. It’s a key component of any relationship. But this one, between you and your prospect, what does it look like?

  • Do they want you to show up?
  • Do they want you to care?
  • Do they want you to deliver on your promise?
  • Do they want to feel like you’re invested in them?

What do they want? What does trust look like to them? Once you know, you’ll easily overcome this sales objection. More importantly, you may find it helps build greater trust between the two of you.

17: I’m Not Sure if This is For Me.

This is a common sales objection, and it largely comes down to your prospect’s own insecurity and fear of what comes next.

If you get this far into the call, you know if it’s right for them or not.
They know if it’s right for them, too — yet something holds them back.

  • Maybe they’re afraid to invest the money…
  • Maybe they’re worried about not being good enough…
  • Maybe they fear they’ll fail and waste a lot of time and money…
  • Maybe they fear they’ll succeed, and how this will impact their life…

Whenever you hear this sales objection, ask your prospect:

Turn it back to their pain.
Refocus their focus back on to their problem.
Paint a clear picture about what success looks like.

If that’s their pain, and what you offer is the solution, why isn’t this what they need?

It’s clear something holds them back, so make this clear to them. If you don’t, they’ll remain stuck where they are. But with your help, they can overcome their own fear and negativity, and make giant strides.

18: I Think We Are Fine Right Now.

This is similar to the one above, because your prospect has already forgotten about the Pain and Problem you’ve discussed on the call.

To begin with, show them that you don’t need them.

“That’s cool. I’m fine right now, too. This is your choice, and I only work with people who are truly committed.”

This is the stage where an average salesperson would walk away.
But not an Elite High Ticket Closer.

A true closer sees through this B.S. sales objection.

“Out of interest, though… why do you think you’re fine right now? We just talked about your current situation, and it sounds like there’s some friction there. Are you really fine?”

It isn’t that they’re fine…
It’s that they are afraid!

If they were fine, you wouldn’t be on the call. If they were fine, you wouldn’t have gotten this far with them.

And if they are FINE, and they’re content with this… do you even want to work with them?

19: I Don’t Make Decisions Like This Over The Phone.

This one blows my mind. I mean, what year are we in?

This is such a stupid sales objection, but you may well come across it (more than you will believe).

Thankfully, overcoming objections like this is easy:

  • “Really? What were you expecting to get out of this phone call today?”
  • “And if that’s your outlook, what other important decisions are you putting off?”
  • “Are you not doing what you need to do, all because of a phone call/email/text …?”

Assuming your prospect is a business owner, this one is easy to turn around.
Because no matter what their business is, their job is to make decisive decisions.

If they put off doing this all because it involves a phone call, what does that say about them?

Chances are, much of the pain they feel is because of this exact situation: they overthink and refuse to take decisive action. Point this out to them. And then give them an opportunity to change this narrative.

20: Can I Get it Free And Pay You After?

NO!
No you cannot!
No… absolutely NOT!!

This isn’t about the money, either. It’s about value. Because if you said yes to this request, your prospect wouldn’t value what you offer them. They wouldn’t do the work. They wouldn’t invest what they need to.

And then, when they fail, it would be your fault.

  • “Your product doesn’t work…”
  • “This wasn’t right for me…”
  • “You lied to me, and didn’t deliver…”

Nothing good in life is free. If you want something that works, you NEED to invest into it.

So, when you hear this sales objection, be firm and say NO.
Explain why you cannot do this, and that it isn’t even about the money.

It’s about them and their commitment.
They are either ready for this, or not…

21: Why is This So Cheap?

This is one of my favourite sales objections, and it’s one you may come across when you start to work with better, more serious and more qualified prospects.

When it comes, smile and reply… “I can charge you more.”

On a more serious note, the real answer to this is so you can reach more people and have a greater impact. Tell your prospect that you have charged more in the past. And with certain clients, who you work with intensively, you charge 5x, 10x or 20x more.

But the price you charge for this is so you can impact more people… This price allows you to fulfil your mission. You’ve made it so it isn’t so cheap that people will devalue it, but not so expensive that it prices those who NEED it the most out of the market.

And this should be true, too.
This should be why your product costs what it is.

If not, and you keep hearing this sales objection, maybe it’s a sign to charge more 😉

Overcoming Objections: Your Next Step…

Overcoming objections is one of the most important skills a salesperson will ever learn.

In time, as you become an Elite High Ticket Closer, you’ll come across less sales objections like these.

But they’re always there. You must always anticipate them, and be ready for them.

As I hope you notice after reading this article in full, many of these sales objections actually help you close your prospect. They provide an opportunity to revisit their pain and show them what the solution is.

They resit and come up with sales objections like these because they’re afraid.

You can help them.
So do just that… HELP THEM.

But as I said at the top of this article, overcoming objections only becomes possible once you lay the foundations. So, if you haven’t already… be sure to read/bookmark these articles.

  • Money Mindset: The #1 Tool You NEED To Become a Master Closer
  • The 8 Truths You Need to Master Your High Ticket Closer Mindset
  • Why You Are Losing Sales (+ What THE “EXPERTS” Aren’t Telling You)
  • How To Prepare Your Sales Call Plan for Success in 4 Easy Steps
  • Question-Based Selling: Why Most Closers Fail (and what no one else tells you)
  • The 4 Sales Personality Types You MUST KNOW To Close More Sales

Whereas if you are ready for real action, and to level-up so you too can become an Elite High Ticket Closer, it’s time to surround yourself with other people just like you. Lucky for you… I have the perfect community that delivers exactly this!

This private mentorship group gives you access to me and other high-ticket closers. It’s a place to ask questions and surround yourself with people who force you to level-up. It’s a place that explores sales objections like these in more detail, and how to overcome them so you turn them into your superpower.

Request Access Here ⇒

If you’re not ready to take action, no need to apply. If you hope to read something and expect miracles, no worries. If you’ve yet to lay the foundations and upgrade your mindset, read those articles I list above first.

But if you’re ready to take the next step to unleash your best self…
I invite you to join this Private Mentorship Group now.

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