How do we handle objections?

01 March 2026

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In the beginning, we get lots of objections.

They are simply reactions to what we say and what we do. Once we learn a few basic skills, most objections disappear. When people are sceptical about this, I give them an example.

Let us say we constantly hear the objection, “Your fees are too expensive.”

Are prospects just waking up one day and deciding to say this?

We do not see people walking down the street suddenly throwing their arms in the air and shouting, “This is too expensive!”

So yes, objections are created by what we say and how we say it.

So what do we do in the meantime?

Before we learn all the skills, we still need something we can use.

Here is a simple template that helps us handle many objections.

There are dozens of templates, but we only need one to start.

The first rule of objections

Always agree with your prospect.

We do not know their past experiences. Their objection may be perfectly reasonable. The moment we disagree, we create resistance.

When that happens, they stop listening.

While we are talking, they are already planning what they are going to say next to defend their position.

A common objection

“I need to think it over.”

Here is the template.

• Agree.
• Allow them to make a “no” decision.
• Point out the consequences of a “no” decision.
• Allow them to make a “yes” decision.
• Point out the consequences of a “yes” decision.

An example

If a prospect says, “I need to think it over.”

We could say something like this:

“Of course, and that is perfectly okay. It is fine to decide not to do anything right now and to rely on the Government O.A.P pension in the future.

It is also okay to decide to start planning for retirement now, so you have more options later and the possibility of retiring earlier with less stress.”

No pressure.

No arguing.

No resistance.​

Humour

At the gym, I asked the trainer which machine would help me look good at the beach. He said, “The ATM.”

My boss told me to have a good day… so I went home.

I started reading a book on procrastination. I’ll finish it later.

I told my computer I needed a break, now it won’t stop sending me holiday adverts.

I tried to be more decisive… but I’m still on the fence about it.

Until the next time, if you have friends who would like to get these newsletters, please send this link:

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