Objection-Handling Library

Before any specific response, do this:

1. Acknowledge it: "That's fair."
2. Understand it: "Can you tell me more about what's behind that?"
3. Then respond to what they actually said, not what you assumed.

Most objections are questions in disguise. "It's too expensive" usually means "I don't yet see why it's worth this."

"It's too expensive."
→ "Compared to what — another quote, or what you'd budgeted?" Then: "Here's what's in the number: [breakdown]. If the total is the issue, we could [smaller scope] at [Price] and build from there."

"I can get it cheaper elsewhere."
→ "You probably can, and sometimes that's the right call. The difference usually comes down to [specific difference]. Which matters more here — the price or [the thing you do differently]?"

"I don't have the budget right now."
→ "Understood. Is it a matter of not having it at all this quarter, or of it not being allocated yet? If it's timing, when should I come back?"

"Can you do it for less?"
→ "I can do less for less — I can't do the same for less. Here's what we could remove: [options]. Which of those could you live without?"

"I need to think about it."
→ "Of course. What specifically do you want to think through? I might be able to give you what you need to decide." Then: "Would it help if I checked back on [Date]?"

"Now isn't a good time."
→ "When would be? And what has to be true for it to be the right time?" Then diarise it and actually follow up.

"Let's revisit next quarter."
→ "That's fine. So I plan properly — is next quarter a firm intention or a polite no? Either answer is genuinely fine."

"How do I know this will work?"
→ "You don't, and I won't pretend otherwise. What I can tell you is [how you work, what's verifiable, what happens if it goes wrong]. Here's the process and the checkpoints where you can change course: [checkpoints]."

"I've been burned before."
→ "Tell me what happened." Then listen fully. Then: "Here's specifically how we avoid that: [concrete mechanism, not a promise]."

"I've never heard of you."
→ "Fair. Here's what I can show you: [work samples, references you have permission to share, licenses, how long you've operated]. What would you need to see to feel comfortable?"

"I need to talk to my [partner / team / boss]."
→ "Makes sense. What will they want to know? I can put together a one-page summary you can forward, or join a short call — whichever is easier."

"We're going to handle it internally."
→ "That can absolutely work. What's the plan and who'll own it?" Then: "If it stalls, the offer stands — no awkwardness."

"Send me some information."
→ "Happy to. So I send the right thing rather than everything — what's the main question you need answered?"

"We're already working with someone."
→ "Good — I'm not going to ask you to leave them. Out of interest, what's working well there, and is there anything they don't cover?"

- If you resolved it, confirm: "Does that answer it, or is there more to it?"
- If you didn't, say so: "I don't think I've fully answered that. Let me come back to you by [Date] with something better."
- Log every objection you hear. The ones that repeat belong on your website, in your FAQ posts, and in your proposals.