Key Takeaways
- Most objections are actually requests for more information
- Behind every objection is a concern worth understanding
- Questions reveal what clients really need to hear
Understanding What Objections Really Mean
"An objection is not a rejection. It's a request for more information or understanding."
Every objection a client gives you is actually an invitation—they're telling you what concerns them. Your job is to understand the concern, not overcome the objection.
The Top 10 Client Objections
| Objection | What They're Really Saying |
|---|---|
| "I need to think about it." | I'm not convinced yet / I'm overwhelmed |
| "I can't afford it." | I don't see the value / This isn't a priority |
| "I'm too busy right now." | I don't see this as urgent / I'm avoiding |
| "I'm happy with what I have." | I don't want change / What's the benefit? |
| "I need to talk to my spouse." | I can't make decisions alone / I'm not sure |
| "Send me some information." | I want to escape this conversation |
| "I don't trust financial people." | I've been burned before |
| "The market is too risky." | I'm afraid of losing money |
| "I'll do it later." | I'm procrastinating / No urgency |
| "I can do this myself." | I don't see your value |
The Curiosity Response Framework
For any objection, follow this pattern:
- Pause — Don't react immediately
- Acknowledge — "I hear you" or "That makes sense"
- Get curious — Ask an open question about their objection
- Listen deeply — Understand the real concern
- Address the real concern — Not the surface objection
Example: "I Need to Think About It"
Surface level: They need time. Real concern: Could be many things—fear, confusion, spousal approval, information overload, not seeing value.
Your response: "Of course—this is an important decision. Help me understand: what specific parts are you thinking through?"
This tells you whether they need:
- More information (they're confused)
- Reassurance (they're afraid)
- Spousal involvement (they need buy-in)
- Better value explanation (they're not convinced)
I Need to Think About It
A prospect at the end of a meeting who wants to delay
Setup
You've had what seemed like a productive meeting with a new prospect. They asked good questions, seemed engaged, and the solution clearly fits their needs. But as you move toward next steps, they pull back.
Client says:
“This all sounds really good, and you've given me a lot to think about. I definitely want to move forward, but I just need some time to think it over. Can you give me a week or two? I'll call you when I'm ready.”
Practice Objectives
- 1Do NOT accept "I need to think about it" at face value
- 2Use curiosity to understand what specifically they're thinking about
- 3Determine if there's a specific concern or if they're just avoiding
- 4Find out if there's someone else involved in the decision
- 5Establish a specific next step (not "I'll call you")
I Can't Afford It
A prospect who objects on cost
Setup
You're presenting a comprehensive financial plan to a dual-income professional couple. They clearly have the income to afford your recommendations, but one spouse just said they can't afford it.
Client says:
“I appreciate all the work you've done here, but honestly, we just can't afford this right now. Between the mortgage, car payments, the kids' activities... there's nothing left at the end of the month. Maybe next year when we get raises.”
Practice Objectives
- 1Do NOT challenge their spending or suggest they can afford it
- 2Get curious about their financial situation without being judgmental
- 3Understand what "afford" means to them
- 4Explore whether it's truly a budget issue or a priority issue
- 5Help them see the cost of NOT acting, if appropriate
When a client says "send me some information," they usually mean: