Anticipating Client Objections

My coach once dropped a truth bomb on me: “An objection isn’t a rejection; it’s a neon sign signaling, ‘I need more clarity.’” Yet most salespeople (including me) hear an objection and freeze. They’ve put in all the work, followed every step, and then pull back at the first sign of hesitation. They act like that first “but” is a hard stop. It’s weak. Here’s the truth: objections aren’t necessarily barriers, they’re often openings. An opening to go deeper, to re-establish the value. When someone says they don’t have the time, or the money, or the confidence, it’s not a “no.” It’s a scream for more context. Almost every objection falls into one of these four categories: 1. Money – “I don’t have enough.” 2. Time – “I can’t fit this in.” 3. Belief – “I’m not sure this will work for me.” 4. Need – “I’m not certain this is what I need.” Once you know this, objections become more predictable, and you can approach them with confidence. You’ll walk into every call knowing exactly what’s coming, ready to turn hesitations into decisions. If you’re still treating objections like dead ends, it’s time to level up. Every objection you handle is another chance to solidify your value and move that needle closer to a “yes.” So the next time you hear an objection, don’t back down. Lean in. Ask this: “What’s the one question I could answer right now that would help you feel confident moving forward?” Watch what happens. More often than not, that hesitation dissolves when you open the door for real dialogue. P.S. What’s the biggest objection your prospects throw at you?

You just pitched a $3,000/month retainer to a prospect. They say: "I love it... but that seems expensive." And you panic. You immediately start justifying the price. Or worse—you offer to come down. Sound familiar? I've watched 200+ fractional EAs struggle to overcome price objections. Here's why potential clients are pushing back: The EA space has been commoditized. - $7/hour VAs on Upwork - Freelancers racing to the bottom - AI tools claiming they can replace you It's a buyers market and most assistants are competing on price. So when a prospect hears $3K, they default to comparison mode. But they're not comparing apples to apples. When they say "gee, that seems expensive," they're rarely talking about price. They're talking about uncertainty. They're uncertain you can solve their problem. They're uncertain of the value you provide. They're uncertain about moving forward. To remove uncertainty: 🛑 DON'T say: "We can give you a discount" "What budget did you have in mind?" "Let me explain why it costs this much" ✅ DO say: "Expensive compared to what?" (Make them clarify; then you compare apples -the competition- to oranges -your specific support) "Price aside—are you 100% confident this would get you to your goal?" "If the time savings of this investment generated an extra $300K+ in revenue this year, would $3K/month still feel expensive?" Pricing objections aren't about cost. They're about uncertainty. Your job isn't to defend your price. Your job is to shine a light on the perceived value of what solving their problem is worth. Agree?

A friend has been helping me with one of the trickiest parts of running a business... when a prospect seems interested, then starts backpedaling. For the longest time, I assumed objections meant I’d said something dumb or successfully sold them on doing absolutely nothing. If a prospect pushed back on price, asked for more time, or questioned whether my approach would work for them — I figured all hope was lost. So I’d either: - Try to “explain harder” (never helps) - Take their hesitation as a polite no - Wrap up the call before things got awkward Then my friend dropped a little bomb on me: "Silence is the death knell, Jay. Objections mean they’re still considering it." That completely flipped my perspective. Instead of panicking from objections, I used them as a signal to dig deeper. Here are the 3 objections I hear most, and how I’ve been managing them: 1. “I'm too busy right now.” - Power question: “Totally get it. What's taking precedence over this?” - Why it works: It forces them to name what’s actually taking up their time — and whether it’s truly more important than solving the problem you've spent the entire conversation digging into. Aren't they delaying the inevitable? 2. “I need to think about it.” - Power question: “Totally understandable. What’s holding you back from deciding today?” - Why it works: Instead of accepting a vague delay, it prompts them to voice real concerns—so we can actually address them. 3. “I’m not sure this will work for me.” - Power question: “What specifically are you unsure of?” - Why it works: It gets them to define their own success criteria, so I can connect the dots between what they need and what I offer. Sure, I definitely win more deals these days. But I also feel a lot more comfortable when objections come up. No more panic and cold sweats. Now I treat objections as a natural part of the conversation. What’s an objection you hear during client discovery calls? How do you handle it?

10+ years in recruitment I still hear the same 5 objections  Here’s what they are (and how to handle them): After nearly a decade in recruitment, I've learned something crucial: Your success isn't determined by how many prospects say "yes". It's how effectively you handle every “no." Even billing multiple six figures annually, I still hear the same objections that plagued me as a rookie: > "You're not on our preferred supplier list." > "We're not recruiting right now." > "Your service is too expensive." > "We already have an internal team." > "We don't know you or your agency." The difference between average and exceptional recruiters isn't avoiding these objections… It's how they respond. "You're not on our PSL." -> "Are there any roles your current PSL partners are struggling to fill?" "We're not recruiting right now." -> “When do you anticipate your next hiring phase?" These responses transform an immediate “no” into a potential future “yes”. The "too expensive" objection is actually my favorite. Because it's an opportunity to educate them on the true cost of a bad hire or prolonged vacancy. (I've turned countless price objections into value discussions that ultimately led to full-fee placements.) The key is to stop viewing objections as rejections. And start seeing them as opportunities to understand the client's real pain points. Respond with curiosity, not defensiveness. Ask thoughtful questions. Build long-term relationships by delivering consistent value even when there's no immediate return. In this market especially, the recruiters who thrive won't be the ones who never hear "no"... They'll be the ones who know exactly what to do when they do.

𝐀𝐫𝐞 𝐨𝐛𝐣𝐞𝐜𝐭𝐢𝐨𝐧𝐬 𝐬𝐭𝐚𝐥𝐥𝐢𝐧𝐠 𝐲𝐨𝐮𝐫 𝐬𝐚𝐥𝐞𝐬? Here's how coaching turns roadblocks into opportunities to close deals with confidence. Sales objections are inevitable. Whether it’s concerns about price, timing, or product fit, they can feel like a full stop in your sales process. But here’s the truth: objections aren’t rejections—they’re opportunities to build trust and demonstrate value. The key lies in mastering how to address them effectively. After years of coaching sales professionals, I’ve found that the most successful reps don’t avoid objections; they embrace them with confidence. Here’s how targeted coaching can transform common objections into closing moments: 𝟏. 𝐑𝐞𝐟𝐫𝐚𝐦𝐞 𝐎𝐛𝐣𝐞𝐜𝐭𝐢𝐨𝐧𝐬 𝐚𝐬 𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧𝐬 When a prospect says, “This is too expensive,” what they’re really asking is, “How will this provide value?” Coaching helps you reframe objections as an opportunity to educate and highlight benefits. 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐲: Practice responding with clarifying questions like, “What would make this investment feel worthwhile for you?” This approach deepens understanding and keeps the conversation collaborative. 𝟐. 𝐏𝐫𝐞𝐩𝐚𝐫𝐞 𝐟𝐨𝐫 𝐭𝐡𝐞 𝐓𝐨𝐩 𝟑 𝐎𝐛𝐣𝐞𝐜𝐭𝐢𝐨𝐧𝐬 Every industry has its recurring objections. Identifying the most common ones equips you to handle them with confidence. 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐲: If timing is a common issue, develop a proactive script: “I understand timing might feel tight, but what specific milestones are you aiming to achieve this year? Let’s explore how we can align.” With coaching, you’ll build a library of responses tailored to your market. 𝟑. 𝐒𝐡𝐢𝐟𝐭 𝐭𝐡𝐞 𝐅𝐨𝐜𝐮𝐬 𝐭𝐨 𝐭𝐡𝐞 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 Objections often arise from uncertainty. Coaching teaches you how to dig deeper into your prospect’s pain points and needs, so your responses feel tailored and relevant. 𝐀𝐜𝐭𝐢𝐨𝐧𝐚𝐛𝐥𝐞 𝐓𝐢𝐩: Use role-playing scenarios to practice active listening and empathy. This ensures you’re addressing the root of the concern, not just the surface-level objection. Objections aren’t the enemy—they’re the bridge to better communication and stronger relationships. With the right coaching and strategies, you’ll approach every objection with confidence and leave your prospects feeling heard and understood. What’s your go-to technique for handling objections? Share below! #SalesCoaching #OvercomingObjections #ClosingDeals #SalesSuccess

Building a business, especially one targeting enterprises, is as much about understanding objections as it is about delivering value. Recently, during a client call, I found myself revisiting a familiar scenario—a moment that mirrored countless conversations I’ve had while growing an agency. When we first started Intelekt AI my idea of selling was almost childlike in its simplicity - We build, they buy, and the journey begins. I couldn’t have been more mistaken. In B2B, the decision-making landscape is nuanced, and the stakeholders have evolved. It’s no longer just the CFO scrutinizing risk; every decision-maker is now focused on de-risking, questioning not just what they’re buying but why they should trust it. Midway through this discussion—caught between hypothetical projections and a detailed back-and-forth—I paused and asked, “What’s the one thing stopping you from signing this contract today?” The response was immediate, “We need to know that you’re as invested in this outcome as we are.” In that moment, I could’ve leaned on the strength of our track record, showcasing all the clients who thrive with our model. But I realized this wasn’t about proof. It was about empathy. Instead of defending our approach, I chose to address their concern directly. But here’s the key: the solution wasn’t to change the essence of our model. It shouldn’t be. Instead, I proposed an adjustment, adding a clause to our engagement that aligned our long-term success with theirs—a mechanism that ensured accountability for their goals without jeopardizing the principles that make our work sustainable. That moment of thinking on my feet, guided by empathy, not only preserved the conversation but likely secured a future client. Here’s what I’ve learned: objections aren’t barriers—they’re invitations. They’re a chance to step into the customer’s world, understand their hesitations, and create solutions that honor both their needs and your own. Empathy isn’t just a strategy. It’s the foundation of trust, and trust is what enterprises buy.

Role-playing isn't just for athletes; it's for sales pros too. Here's how practice builds confidence. Sales calls can feel like stepping onto an unfamiliar field. You face objections, rejections, and even moments where someone tells you exactly where you can go (you know what I mean). But here's what separates sales pros from salespeople: preparation. Before any call, I focus on these steps: 1️⃣ Mindset Work ↳ Detach from outcomes. Rejection isn’t personal—it’s about timing, not you. ↳ Get your energy right. If athletes warm up before games, why shouldn’t you? 2️⃣ Framework Development ↳ Every call needs structure: intro, body, conclusion. ↳ Anticipation is key. Think about objections before they arise. During Locomote days, we flipped objections like “no one’s traveling” and turned them *into* reasons for engagement. 3️⃣ Research ↳ Spend one minute on LinkedIn. Find three things about your prospect. ↳ Earn your spot on their calendar by showing you understand their business. 4️⃣ Role-Play ↳ Practice objections with colleagues or on Zoom. ↳ Test your tone, language, and approach. Adjust based on feedback. Role-playing isn’t about memorizing scripts. It's about refining your framework so you’re ready for anything. (𝘠𝘦𝘴, 𝘦𝘷𝘦𝘯 𝘵𝘩𝘰𝘴𝘦 “𝘣𝘢𝘥 𝘵𝘪𝘮𝘦” 𝘤𝘢𝘭𝘭𝘴.) 𝗛𝗲𝗿𝗲’𝘀 𝘄𝗵𝗮𝘁 𝘄𝗼𝗿𝗸𝘀 𝗳𝗼𝗿 𝗺𝗲: → If I catch someone at an off moment, I acknowledge their position. “Sounds like I’ve caught you at an inconvenient time—can we reschedule?” → I lower my tone, slow my pace, and *never* argue. Empathy turns tension down. And sometimes, even after all this, you'll get pushback. That's okay. Not every call leads somewhere. But every practice session builds confidence for your next one. What’s your favorite objection-handling strategy? Have you tried role-playing before? Would love your thoughts!

Exactly in 2008/2009, I began my journey in 𝗱𝗶𝗴𝗶𝘁𝗮𝗹 𝗺𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴. So, here's my expertise in handling sales objections wrapped: > 𝗔𝗰𝘁𝗶𝘃𝗲 𝗟𝗶𝘀𝘁𝗲𝗻𝗶𝗻𝗴: Understanding the root of objections is essential. When a client says, "You are expensive," start by truly listening to their concerns, maintaining eye contact, and asking open-ended questions. > 𝗘𝗺𝗽𝗮𝘁𝗵𝘆 𝗮𝗻𝗱 𝗩𝗮𝗹𝗶𝗱𝗮𝘁𝗶𝗼𝗻: Often, clients who want faster results or question current rankings need to feel understood. By acknowledging their anxiety and validating those feelings, you pave the way for trust and constructive dialogue. > 𝗧𝗮𝗶𝗹𝗼𝗿𝗲𝗱 𝗦𝗼𝗹𝘂𝘁𝗶𝗼𝗻𝘀: Align product benefits with client needs. If a client asks for specific promises like "X" leads for sign-up, tailor your value propositions to fit their unique context, and back your assertions with quantifiable data. > 𝗕𝘂𝗶𝗹𝗱𝗶𝗻𝗴 𝗧𝗿𝘂𝘀𝘁: Overcome objections by being transparent about your offerings. Use case studies and testimonials to illustrate how you’ve navigated similar challenges for other clients. > 𝗖𝗼𝗺𝗺𝗼𝗻 𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀: For hurdles such as price or timing, apply the 𝟯 𝗙𝘀 (Feel, Felt, Found) and the 𝟰 𝗣𝘀 (Pause, Probe, Provide, Prove), turning scepticism into interest. > 𝗣𝗿𝗼𝗮𝗰𝘁𝗶𝘃𝗲 𝗗𝗶𝗮𝗹𝗼𝗴𝘂𝗲: Anticipate objections before they arise by asking insightful questions and clarifying the terms surrounding cost, value, and budget. Knowing these points in advance gives you the upper hand. > 𝗧𝘂𝗿𝗻𝗶𝗻𝗴 𝗥𝗼𝗮𝗱𝗯𝗹𝗼𝗰𝗸𝘀 𝗶𝗻𝘁𝗼 𝗦𝘁𝗲𝗽𝗽𝗶𝗻𝗴 𝗦𝘁𝗼𝗻𝗲𝘀: By mastering these strategies, ever-present objections become opportunities for deeper connection, stronger relationships, and ultimately, boost sales. I am sure I’m missing a few things, but these were the key highlights. Transforming sales objections will always be special. 𝗖𝗮𝗻'𝘁 𝘄𝗮𝗶𝘁 𝘁𝗼 𝘀𝗲𝗲 𝘄𝗵𝗮𝘁 𝘁𝗵𝗲 𝗻𝗲𝘅𝘁 𝗰𝗵𝗮𝗹𝗹𝗲𝗻𝗴𝗲 𝗵𝗮𝘀 𝗶𝗻 𝘀𝘁𝗼𝗿𝗲 #DigitalMarketing #SalesStrategy #ClientEngagement #ActiveListening #EmpathyInSales #TailoredSolutions #BuildingTrust #SalesObjections #ProactiveDialogue #SalesSuccess #MarketingExpertise

❌ "That’s too expensive." ❌ "Can you do it for less?" ❌ "We don’t have the budget." Most creatives hear these objections and immediately think they have to justify their price or drop their rate to close the deal. 🚫 Wrong. Let’s break this down. Here’s what’s actually happening: Clients don’t just object to price. They object to what they think they’re getting for the price. When someone says “That’s too expensive,” what they often mean is: ❌ “I don’t see why this is worth that much.” ❌ “I’ve seen cheaper options and don’t understand the difference.” ❌ “I’m unsure if this will actually work for me.” If you jump into defense mode or lower your price, you’re reinforcing their doubt instead of addressing it. Here’s how to handle it step by step: 🔹 Step 1: Slow Down & Get Curious Instead of immediately responding, dig deeper. Don’t assume price is the real issue. Try this: ➡️ Client: “That’s more than we expected.” ➡️ You: “I totally get that! Can I ask—what are you comparing it to?” This opens up the conversation instead of shutting it down. Maybe they’re comparing you to a freelancer who charges half your price—but delivers half the quality. Now, you can educate them on the difference. 🔹 Step 2: Bring the Focus Back to Outcomes People don’t buy hours—they buy results. Instead of saying: 🚫 “It’s $5,000 because it includes X, Y, and Z.” Say: ✅ “This will position you as the go-to choice in your market, helping you attract higher-paying clients effortlessly.” 🔹 Step 3: Hold Your Ground Without Sounding Defensive When they ask for a discount, don’t immediately say no. Instead, make them choose. ➡️ Client: “Can you do it for less?” ➡️ You: “I can adjust the scope to fit your budget. Which deliverables would you like to remove?” This shifts the conversation from “cheaper” to “what matters most to them.” The Bottom Line: 💡 Price objections aren’t about money—they’re about belief. Dig deeper, reframe the conversation, and lead with value. 🎥 Watch the video where I break this down even further. 👇 Drop a comment—what’s the toughest pricing objection you’ve ever faced? How did you handle it? Yaacov 🎙️🎧 --- Hi, I’m Yaacov Steinberg 👋🏻, and I help creative agency owners and solopreneurs sell with confidence and clarity—without feeling “salesy.” My clients have achieved 200% growth in 60 days (creative solopreneurs) and over 50% growth (agencies). Let’s connect if you want to take your sales to the next level. 🙌🏻

I was recently coaching a client on how she could better handle a sales conversation where the potential client wants to invest but her husband is leery of the cost. 👇   This happens all the time. Nothing has gone wrong when your future clients are nervous about investing with you.   Of course they are.   They've never done it, before.   But this isn't when you should pull back and say, "Ok, I'll follow up with you in a few months."   It's where you lean in and ask more questions to find out what their real objection is.   It's not the money. Read that again.   If someone is getting on a consult call with you to find out more about how you can help them, they either have the money or have access to it.   It's extremely rare for someone to truly not have the means to hire you but still waste their own time by booking a call.   Here is the coaching I gave my client, which you can use to think more strategically about overcoming your ideal clients' money objections, too.   If your client could buy the health result she's wanting off of a store shelf, for the price you're asking, would her husband still object?   He may have concerns about the cost and how they will pay for it, but it doesn't mean he isn't willing to do it.   If he KNEW she would get the results she's seeking, it wouldn't be a matter of if they'll pay for it, but how they'll pay for it. Correct?   The underlying reasons when someone objects to price is one of four things:   1️⃣ They aren't sure about working with you as a coach or practitioner, because they haven't worked with you before. 2️⃣ They aren't sure about your process and if it will work for them. 3️⃣ They aren't sure if they can do it or if they will be able to do your process to get the results. 4️⃣ They feel guilty or irresponsible spending this money on themself.   Knowing this, how could you help your future clients feel safe and confident in each of these areas? What questions could you ask them? How would you respond?   You can ask your future clients directly if one of these things is coming up for them and open up an honest conversation about it.   You can also ask this particular potential client what she thinks the underlying fear is for her husband and ask her what she will say to him. This gives you the opportunity to coach her through her husband's objections (which are the same as hers) so she can articulate out loud why this investment is a no brainer.    Understanding the REAL reasons people say no to themselves and empowering them with this new kind of sales conversation will result in way more clients for you.   Don't shy away from "I have to talk about it with my husband." or "I really want to but it's not in the budget right now."   Lean in. Ask better questions. Find the REAL objection because it isn't money.   You've got this. Happy Friday. Go have some money conversations, eh? 💰