723 - How do you handle objections?

We all hear objections from time to time, just as we all make objections on occasion.

Most of the objections I hear are due to a lack of understanding about my services, or a perceived (unsubstantiated) dislike of lawyers.

🔴 I don't need a lawyer - Everyone can benefit from the expertise of a qualified #lawyer from time to time. It's not only about doing bad things. It's about taking care of life events.

🔴 I already have a lawyer - There are over 80 areas of law and no lawyer practices them all. I know lawyers who have my services for that very reason. They don't practice all areas of law, nor can they practice nationwide.

🔴 I can't afford your services - People make assumptions about the cost without even knowing the cost. Go figure! I have a client who is on Medicaid and understands the need for sound legal advice.

🔴 I tried it and it doesn't work - What doesn't work? I ask questions to find out what happened. It's interesting how people are so quick to dismiss things they don't understand rather than taking a few minutes to learn more. Products can break, not services. It's a matter of communication.

What I've learned is that it's best to address these types of objections before they come up.

I address objections in conversation with prospective clients before they mention them.

Still objections are to be expected in all businesses. No one buys everything they are introduced to.

Granted, when you know your services/product will benefit someone, clarity is necessary.

When we, as salespeople, ensure that our clients have all the information they need to make sound decisions, we can rest easy if they say no.

Objections aren't a bad thing, they are a necessary part of sales and many can be avoided by bringing them up before the client does.

I would rather hear someone give me an honest objection than the person who continues to put me off without reason.

✅ Yes is great!

✅ No is fine!

👎 Maybe, or not now, is the worst answer a salesperson can get, unless there is clarity on when a better time will be.

Maybe puts us in an awkward position of not knowing if or when to follow up, unless we ASK.

Address possible objections up front, ask questions to gain clarity, and move on when necessary.

How do you handle objections?