The Objection-Handling Swipe File

"I hear you. Can I ask what you were expecting? I want to make sure we are comparing the same things. Sometimes what looks expensive is because it includes [X and Y] that you would otherwise buy separately or hire someone part-time to do."

"You probably can. The question is whether cheaper gets you the same outcome. What matters to you most about this: the price, the result, or how fast you see it? If it is the result, let me walk you through exactly what is included here and why."

"Totally fair. What does your budget look like? I would rather find something that works for both of us than lose you entirely. If the full scope is too much right now, we can start with [the highest-impact piece] and build from there."

"That makes complete sense. New things feel risky, especially at this price. What would help you feel more confident before committing? I can share what past clients have said, show you exactly how it works, or start with a smaller engagement so you see it in action first."

"That is exactly why you should ask hard questions before you sign anything. Tell me what went wrong. I want to understand it so I can either show you this is different or be honest with you if it is not."

"Of course. What would help you make the decision? Is there something specific you are weighing up or a question I have not answered well enough?"

"Absolutely, take the time you need. Before you go, is there anything that is giving you pause? Even a small hesitation is worth talking through now while I can actually address it."

"Let me help with that. The way I think about it is this: [specific outcome] typically means [specific revenue or time impact] for a business like yours. Want to walk through the numbers together so you have something concrete to work with?"

"Sensible. What are you looking to compare or verify? If you tell me what you are trying to figure out, I can either point you in the right direction or save you the research time entirely."

"That is completely reasonable. Can I ask: if the numbers looked good in three months, would this still be the solution you would come back to? I want to make sure we are not losing track of the fit while the timing sorts itself out."

"That makes sense. A few questions: is the thing you are in the middle of going to be easier or harder because you do not have [this solution] in place? And when does that period end? I want to make sure we have a real plan to reconnect, not just a vague 'later.'"

"What would ready look like for you? I ask because most people who say that have already done more of the groundwork than they realise. Sometimes 'not ready' means 'I am nervous' and sometimes it means there is a real gap. Help me understand which one this is."

"I will. Before I let you go: what specifically do you want to have sorted before we talk properly? That way, when I call in three months, I can actually help you move forward rather than starting from scratch."

"Understood. Can I leave you with one thought? The work we are talking about takes [X weeks] to set up properly. If you want it running at full speed before Q1, the start date needs to be [date]. Happy to hold that spot or revisit when you are ready."

"I get it. Can I ask: is the plan to have less on in a few months, or is 'a lot on' just the nature of your business? I ask because if it is always busy, waiting for a quiet patch may not be realistic, and we might need to find a way to fit this around the busyness rather than waiting for it to stop."

"Absolutely. I will put it in the diary. One thing worth knowing: [specific result] typically takes [X months] to materialise from the start date. If you want to see it by [target date], we would need to start by [month]. Just so you can factor that into the planning."

"Fair enough. Here is the short version: [one sentence on your background]. Here is what I think matters more than my name: [specific result you have delivered and for whom]. Want me to send you a couple of case studies so you can judge the work rather than the reputation?"

"I do work with [relevant adjacent industries], and here is what I find: the tactics that move the needle are often the same across sectors. What is different is the language and the audience. But I want to answer your question honestly: which part of your industry worries you most? Let me tell you whether I have handled it before."

"Yes. [Specific client type] went from [starting point] to [result] in [timeframe] using [approach]. I can share the full case study. What would be most useful for you to see: the before-and-after numbers, the actual process, or both?"

"Tell me about it. What did you try, what happened, and what do you think went wrong? I want to know before I say anything else, because the worst thing I can do is promise you the same approach with a different label on it."

"You do not know for certain, and I will not pretend you do. What I can tell you is [specific evidence point]. What I can also do is walk you through exactly how I would approach your situation so you can spot the gaps before you commit to anything."

"It probably is in some ways. Tell me what makes it different. I would rather understand the real constraint than assume it is the same as everyone else. Sometimes the difference matters a lot, sometimes less than people expect. Let's find out which."

"Of course. Can I help you prepare for that conversation? Tell me what their main concern is likely to be and I will give you the clearest way to address it. I can also put together a one-page summary if that would make it easier to share."

"Understood. The number they will want to know first is what the return looks like. Here is how I would frame it for them: [specific ROI framing based on the client's situation]. Want me to put that in writing so you have something concrete to take in?"

"That is worth taking seriously rather than rushing past. What is their hesitation? If you tell me, I can either address it properly or be honest with you that it is a legitimate concern. Either way, you both need to feel right about this."

"No problem. What does the committee need to see to approve it? I have prepared materials for this kind of review before. If you tell me the format and the questions they will ask, I can make sure you walk in with exactly the right information."

"Here is what I can genuinely promise: [specific deliverable, timeline, process]. What I cannot guarantee is [honest caveat], because that depends on [variable outside your control]. What I can tell you is what happens if the work does not land as expected: [your actual policy or commitment]."

"That is a fair concern. Let me flip it: what happens if you do not invest in this and the problem stays exactly as it is for another year? Sometimes the cost of standing still is higher than the cost of trying something. What is the current situation costing you?"

"That is reasonable. Here is how I structure it: [your actual terms]. The reason for [any minimum commitment] is [honest explanation, e.g., the work takes X weeks to show results]. Outside of that, [what flexibility you actually offer]."

"Good question. Here is the timeline: [specific milestone map]. Week one we do [X]. By week three you will see [Y]. By [date] you will have [Z]. If we are not on track by [early checkpoint], we course-correct before it costs you more."

"Tell me what success looks like for you specifically. If we agree on that now, we both know what we are working toward and I can tell you honestly whether I think it is achievable. If it is and we fall short, here is what I do: [your actual process for handling underperformance]."

"You can. AI does a lot of this well. What it does not do is [specific gap: strategy, implementation, knowing which levers to pull, interpreting the data, connecting the tools]. Most people I work with have already tried to DIY it. Tell me where you got to and I will tell you honestly whether you need me or not."

"That is great. What is on their plate right now? I ask because most of the time the person handling it is juggling ten other things, and [specific problem] is not getting the focused time it needs. Tell me what they are working on and we can figure out if there is actually a gap."

"Good to know. How are the results? I am not asking to be provocative. I am asking because if what you are doing is working, you probably do not need me. If there is a specific area where the numbers are not moving the way you want, that is where I would start."

"You probably could. The question is when. How long have you been planning to sort this out, and what has got in the way? If the answer is months or longer, the real cost is not the fee. It is the time and the compounding cost of not having it done."

"Tell me about it. What did it involve and what was the outcome? I want to know whether the problem was the approach, the execution, or the fit, because those are three very different things and they have three different fixes."

"I notice we keep coming back to the price. I want to be direct with you: is the number the real issue, or is there something else you are weighing up that we have not talked about yet? I would rather know the real thing than keep talking around it."

"We have talked about timing twice now. I want to ask you honestly: is this a timing issue, or is this not the right fit? Both are fine answers. But if it is the fit, I would rather we figure that out now than have you come back in three months to the same conversation."

"I want to ask you something and I hope it does not land the wrong way. What would need to be true for you to say yes to this today? If you tell me, I can either give you that or tell you I cannot. Either way, we stop going around in circles."

"Hi [Name], I wanted to check in rather than assume. If the proposal landed and the answer is yes, great. If something in it gave you pause or the situation has changed, I would rather know. Either way, happy to talk it through."

"I am going to be straight with you. I think there is a fit here but I am also getting the sense that something is holding you back that we have not named yet. I am not going to push. But if you tell me what it is, I will either solve it or tell you honestly that this is not the right move for you right now."