Whether you’re new to selling your services, or have been in business for some time, it’s fair to assume that clients—almost always—have an objection of some kind to what you’re offering.
In this video, Chris Do breaks down the 3 most common client objections in sales, and how to respond to each one of them to a group of ArtCenter students.
The 3 Most Common Client Objections
Clients generally have an automatic answer to every service you offer: no. There are many ways to phrase “no,” but these are the 3 most common objections you’ll hear in the sales cycle:
- You’re too expensive.
- You don’t have enough experience.
- You don’t know enough about ___.
While rejection is tough to face, it doesn’t mean you’ve lost your chances of landing the client. You just have to learn how to turn those objections into something positive.
How to Respond to Objections
How can you turn a ‘no’ into a ‘yes’? The first step to overcoming client objections is to acknowledge their objection first. This is a negotiation technique where you embrace and pivot.
When you acknowledge the client’s objection, you’re demonstrating several things: you’re listening intently, you’re empathizing, and understanding why the client is hesitant to say ‘yes.’
You can’t always outsmart your clients. What you can do, though, is take something negative, like “you’re too expensive,” and turn it into something positive. Embrace, then pivot.