Price, Time, Input, Trust

3.     External input

Objection:

“I need to talk with my spouse”

“I need to talk to my lawyer/CPA first”

This can sometimes result in a positive outcome assuming the client is telling the truth. Try suggesting a group meeting between the prospect and their external counterparts in order to inquire and help facilitate the final decision. “I completely understand, I have a wife as well who would appreciate being kept in the loop. Your wife needs to be on board with this as well. Let me have her contact information and we can set up a conference call to get on the same page.”

4.     Trust

“How do I know I can trust you?”

“Why can’t I do this by myself?”

“What guarantees do I have?”

Trust takes time to build with a prospect, and you need to be trustworthy and consistent throughout the whole process to overcome this objection.

Try and share testimonials and references that will reduce the uncertainty and give them confidence that you can get the job done effectively.

“I plan on working with you for a long time here, and it is essential that we both have trust for each other to achieve the best results. I am going to send you a copy of my Enrolled Agent’s license. I will not put my license at risk by not doing the most ethical and best job I can for you. Let’s get this done early so that we can focus on protecting you and your assets. I suggest you pay us a small retainer amount and we can set up a payment plan as we do the work. If we aren’t doing a satisfactory job for you, you do not have to continue paying us. This will limit your liability and gives you complete peace of mind which we both want.”

Prospects sometimes don’t give you a chance to explain the unique value you can provide. Do your research, be confident, and don’t hesitate while answering these types of objections. If you anticipate and develop great responses for all objections, you will have a much easier time closing the sale and gaining the client.