People often their reasons for not doing what you want – “You’re too expensive”, “Your competitors are cheaper” etc
And we dread hearing them.
Why?
Because we don’t know how to respond.
Which means there’s an obvious solution:
Work out how to respond
So, invest time creating stock responses to these objections. Examples:
- “You’re too expensive” – “I don’t often hear that. Why do you say that?”
- “Your competitors are cheaper” – “Good! That means our company’s like yours – we both have competitors who are worse than us. But I thought you you wanted the best possible outcomes here. Is that not right?”
You’ll notice both:
- Sound fair
- Are framed from the other person’s viewpoint
- End with a question. This means it’s their turn to speak – much better than the dreaded 10-second silence that can happen
Knowing stock phrases won’t remove every objection.
But the opposite is definitely true: if you don’t respond well, the objections won’t disappear.
And when that happens, nobody wins.
Action Point
Write a list of the phrases you dread hearing. Then create your stock phrases for how you’ll respond to each.