The 5-Step Framework for Handling ANY Objection

Peter Thomson

25d • General discussion

What's the objection you find most challenging to handle?

"It's too expensive"?

"I need to think about it"?

"I need to check with my partner"?

Whatever it is, I want to share a framework I've refined over 30+ years that works for virtually ANY objection.

First, a mindset shift:

When someone raises an objection, they're NOT saying "no."

They're saying "convince me."

They're engaged enough to respond.

You've captured their interest.

That's actually a GOOD thing.

The 5-Step Framework:

Step 1: Listen Completely The cardinal sin? Interrupting. When you hear an objection, take a deep breath and listen fully. Don't plan your rebuttal while they're speaking. Pause for 2-3 seconds after they finish.

Step 2: Acknowledge and Validate Nothing builds rapport faster than validation:

→ "I understand why you'd be concerned about that."

→ "That's a really good point."

→ "I appreciate you bringing that up."

Step 3: Question for Clarity Before responding, make sure you understand the REAL objection:

→ "Just so I'm clear, your main concern is about...?"

→ "When you say it seems expensive, what are you comparing it to?"

Step 4: Respond with Evidence Now respond with specific evidence — not just assertions.

Weak: "Our solution saves clients a lot of money."

Strong: "78% of our clients see a positive ROI within 90 days."

Specificity builds trust. Vague claims trigger scepticism.

Step 5: Confirm and Move Forward "Does that address your concern?"

If yes, move forward. If not, return to step 3 and dig deeper.

The Real Insight:

Most objections are created by what we DIDN'T do or say EARLIER in the conversation — not what we said just before the objection was raised.

Prevention is better than cure.

Over to you:

1️⃣ What objection do YOU find most challenging?

2️⃣ Where do you think that objection actually originates in your conversation?

Drop your answers below 👇

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