1) Pre‑Emptive Objection Handling
Don’t wait for objections—address them upfront to build credibility and lower resistance.
Script (Price)
“You might be thinking this is costly compared to others. Many clients felt the same—until they saw it saves ~5× in the long run.”
Where to use
- Before pricing reveal
- Early in proposal
- Marketing one‑pagers
2) The Feel–Felt–Found Technique
Formula
- Feel – “I understand how you feel.”
- Felt – “Others felt the same.”
- Found – “They found that…”
Price Example
“I understand how you feel—many clients felt the same at first—but they found it paid for itself in ~6 months.”
Why it works
- Shows empathy
- Uses social proof
- Ends with a result
3) Turning Objection into a Question
Clarify instead of assuming. Narrow down the real issue.
Script
“I respect that. What specifically would you like to think about—the product, the pricing, or whether it’s the right fit?”
4) The Yes‑Ladder Technique
Stack small agreements before the big one.
Builder
- “Does this solve your problem?”
- “Will feature X save time/money?”
- “If yes, is investment reasonable?”
Use it with objections
If they’ve agreed on value, tie price back to outcomes they already accepted.
5) Using Silence as a Tool
After an objection, pause. Silence invites the real reason to surface.
Example
Customer: “It’s too costly.”
Rep pauses, smiles. Customer adds: “…I didn’t budget for it right now.” → It’s timing, not price.
Tip
Count “1‑2‑3” in your head before speaking. Let them elaborate.
6) Reframing Objections as Benefits
Flip the constraint into a strength anchored on value.
Example
“It takes time to learn.” → “Exactly. That learning curve protects your advantage. Once mastered, you’ll have an edge competitors can’t copy.”
Formula
Objection → Because → Strength
“It’s complex” → because it’s powerful → “more control + customization.”
7) Third‑Party Proof (Social Validation)
Use testimonials, case studies, and metrics to de‑risk decisions.
Mini Proof Script
“Company X (same industry) saw +40% in 3 months after switching.”
What to Collect
- Before ↔ After metrics
- Logos/quotes with permission
- Short case PDF link
Ethics
Be accurate and relevant. Don’t over‑promise.
Scripts & Libraries
Objection → Response Builder
Yes‑Ladder Designer
Objection Log (Save & Review)
Log real objections after calls. Build your personal playbook.
| Objection | Context | Response |
|---|
Role‑Play Scenarios
Scenario A — Price
Customer: “Your competitor is cheaper.” Use clarify → FFF → proof.
Scenario B — Timing
Customer: “Not this quarter.” Use silence → clarify → phased start.
Scenario C — Fit
Customer: “Missing feature X.” Use reframe → roadmap → value check.
Scenario D — Trust
Customer: “Will support be there?” Use proof → SLA → references.
✅ Summary
- Pre‑empt objections before they arise.
- Use Feel–Felt–Found for empathy + proof.
- Clarify with questions to find the real issue.
- Build a Yes‑Ladder of agreements.
- Use silence strategically.
- Reframe objections into strengths.
- Show social proof and case studies.
👉 In short: Top closers don’t fight objections—they reframe them.
Mini‑Quiz: Objection Handling
Choose the best answer. (Instant result below.)