Professional Guide to Handling Common Objections
Remember: The goal is to have honest conversations and get to the heart of the issue. Don't accept wishy-washy responses that leave you wondering what to do next.
Common Objections and Responses
1. "I Need to See a Brochure/Website"
Suggested Response:
"That's fine, but may I ask you a question? What information are you hoping to see on a brochure or website that we haven't covered yet? I've found that people often say they want to see a brochure or website when it's really just a polite way of saying this isn't a good fit. If that's the case, that's totally fine." [Maintain silence and wait for response]
2. "I Need Time to Think it Over"
Suggested Response:
"Good, I'm glad to hear that as I still have a few questions as well. I want to make sure this is a good fit for both of us. While we still have a few minutes, what haven't we discussed that you still need to think about?" [Maintain silence and wait for response]
3. "I Need to Talk to Another Accountant in the Model"
Suggested Response:
"No problem. In fact, once we both decide this is a good relationship to mutually explore further, I'll provide you access to a private community of accountants working with the team-based model where you can ask any questions. However, it's a little premature to invite you into that community since we haven't decided whether we're a good fit for one another." [Maintain silence and wait for response]
4. "It's Not a Good Time"
Suggested Response:
"[Name], I hear that often from accountants, and I respect how much demand you have on you. But I also know there's really never a convenient time to make a change. However, I also know that if we don't make the time to change, then in 6-12 months from now, you'll still be wrestling with [insert their biggest challenge] and probably not made any significant progress toward [insert their vision]." [Maintain silence and wait for response]
5. "I Need to Check with My Partner"
Suggested Response:
"Totally understand. Let me clarify though - are you saying you would like to work with the team-based model and just need a sign-off from your partner, or is there something else?"
If they need sign-off:
- "When specifically will you be able to talk to them?"
- "Perfect, let's plan our next meeting for [day after]."
If there's something else:
- "Okay, well we still have a few minutes. What other questions do you have?"
6. "I've Seen/Been Involved in Programs Like This Before"
Suggested Response:
- "Tell me more about that."
- After they explain: "Interesting. What specific outcomes would you need to see to make this totally worth your investment of time?"
- Once they answer: "Perfect, then that is exactly what we will focus on." [Maintain silence and wait for response]
7. "I Need to See Specific Examples of Strategies"
Suggested Response:
"Of course, that's the only way this model works. Not only do you get to see all strategies our team can help with, as well as the specialists on the team, you'll also get to ask them any questions and have final say on what gets discussed with your client. However, it's premature to discuss strategies and specialists since we haven't decided whether we're a good fit for one another."
Practice Tips
- Role-play these scenarios with:
- Business partners
- Facebook community members
- Other professionals
- Practice Different Personalities:
- Shy/meek objectors
- Aggressive objectors
- Hesitant decision-makers
- Direct communicators
- Key Elements in Responses:
- Level the playing field
- Remind them decisions are mutual
- Use strategic silence
- Get to the real issue
- Keep control of the conversation
