Objections aren't attacks — they're information, and how you handle them decides whether you build agreement or a standoff. Here's how to handle objections calmly and turn them into progress.
Welcome it, don't fight it
Meet objections with openness: 'That's a fair point — tell me more.' Getting defensive escalates; genuine curiosity lowers the temperature and often reveals the real concern behind the objection.
Find the concern underneath
Objections are often surface-level. 'It's too expensive' might really mean 'I'm not sure it'll work.' Ask questions to find the true concern, then address that — solving the stated objection alone rarely works.
Address it, then move forward
Frequently asked questions
How do I handle objections calmly?
Welcome the objection, find the real concern underneath it, address that honestly, then move forward.
Should I fight objections?
No — welcoming them with curiosity lowers the temperature and reveals the real issue.
What if the stated objection isn't the real one?
Ask questions to find the true concern; solving the surface objection alone rarely works.
How can I get better at this?
Book a free 30-minute class to work on it 1-on-1 with Digby R. Kerr.
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