How to Overcome the Four Most Common Objections in Closing Prospects for Your Services

Closing clients can be challenging, especially when faced with objections. When I owned my fitness business, I mastered the art of handling objections before they even arose. By qualifying and screening clients during the initial call, I could address concerns proactively and maintain control of the conversation. This approach helped me close 82% of the prospects who came in for complimentary sessions.

In this post, I’ll share insights and sales scripts to help you overcome the four most common objections: price, non-commitment, spouse approval, and opting for a lower package. Let’s dive in!

Step-by-Step Process for Handling Objections

Before addressing specific objections, it’s essential to follow a proven framework every time. Consistency ensures you stay in control and improves your success rate over time. Here’s the 5-step process:

1. Listen to the objection (never interrupt).
2. Question the objection (clarify it).
3. Answer the objection.
4. Confirm the answer to remove the objection.
5. Ask for the close again.

Common Objection 1: Price

“That’s too expensive!”

What They’re Really Saying:

• “You haven’t built my problem big enough to justify the value of your solution.”
• “I might need help financing the payment.”
• “I’m price-shopping and not prioritizing quality.”

How to Handle It:

1. Clarify whether the issue is the price or financing.
2. Rebuild the problem and re-establish the value of your package.
3. Offer a payment plan, if applicable.
4. Highlight your unique qualifications and guarantees.

Sample Dialogue:

Prospect: “That’s too expensive!”
You (clarify): “Can you tell me more about what makes you say that?”
Prospect: “It’s just more than I expected to spend.”
You: “I understand. Let’s review: You said you wanted to [insert goal], and it will take [X months] with [Y sessions per week]. This investment reflects that plan. Does that make sense?”
Prospect: “Yes, but it’s still too much.”
You (rebuild the problem): “I understand. Let’s consider your previous investments—how much have you spent trying to solve this problem before? Now, imagine finally achieving your goal with a guaranteed solution. Wouldn’t that be worth it?”
Prospect: “I guess so.”
You (ask for the close): “Great! Would you like to pay in full or use our payment plan?”

Common Objection 2: Non-Commitment

“I want to think it over.”

What They’re Really Saying:

• “I’m stalling because I don’t trust you or your solution yet.”
• “I’m unsure about the value you’re offering.”

How to Handle It:

1. Dig deeper to uncover the real objection (e.g., price, timing, or trust).
2. Rebuild the problem and your credibility.
3. Reconnect them with their motivation to solve the issue.

Sample Dialogue:

Prospect: “I want to think it over.”
You (probe): “I understand. What specifically would you like to think over?”
Prospect: “It just feels like a big decision.”
You: “That’s fair. Let’s go back to your goal of [X]. What happens if you wait another six months? Will you feel better or worse about this problem?”
Prospect: “Worse, probably.”
You: “Then let’s start solving it today. I’d hate for you to stay stuck when we can fix this together. What’s holding you back from committing right now?”

Common Objection 3: Spouse Approval

“I need to talk it over with my spouse.”

What They’re Really Saying:

• “I’m not the decision-maker.”
• “I’m not confident enough in your solution to justify it to my spouse.”

How to Handle It:

1. Schedule a follow-up consultation with both the prospect and their spouse.
2. Emphasize the importance of addressing the issue as a family.
3. Rebuild the problem and justify the value for both parties.

Sample Dialogue:

Prospect: “I need to talk to my spouse.”
You: “Great! Let’s set a time for both of you to come in together. This is a big decision, and I’d love to answer any questions your spouse might have. Would [Day/Time] or [Day/Time] work better for both of you?”

Common Objection 4: Choosing a Lower Package

“I think I’ll go with the smaller package.”

What They’re Really Saying:

• “You haven’t built my problem big enough to justify the higher package.”
• “I’m not confident in committing fully yet.”

How to Handle It:

1. Rebuild the problem and emphasize the importance of completing the solution.
2. Highlight the long-term financial savings of the larger package.
3. Offer a payment plan or down-sell as a last resort.

Sample Dialogue:

Prospect: “I’ll just go with the three-month plan.”
You (question): “Why do you feel the three-month plan is the best option for you?”
Prospect: “It’s more affordable.”
You (rebuild): “I understand. But remember, you said it would take at least six months to reach your goal. The three-month plan might only get you halfway there. I’d hate for you to miss out on the progress you deserve. What if we set up a payment plan to make the six-month package more manageable?”

Final Tips for Success

• Stay Consistent: Stick to the process every time, no matter the objection.
• Pre-Qualify: Use detailed intake forms or questionnaires to understand prospects’ pain points, goals, and budget upfront.
• Follow Up: Always set a next step before ending the conversation, whether it’s a follow-up call or an appointment with both decision-makers.

By following this framework, you’ll overcome objections with confidence and close more sales while providing real solutions to your clients’ problems.

Happy closing!