Objections Are Buying Signals in Disguise “They’re not saying ‘No.’ They’re saying ‘Not yet, show me more.’”

If you’ve ever had a sales conversation where someone raised a concern, paused, or pushed back, you might have thought the deal was slipping away. But here is the truth: objections are actually a good thing. Yep, you heard that right. When someone objects, they’re showing they are interested; they just need more clarity, more assurance, or more value. One thing I’ve learnt over the years coaching entrepreneurs and business owners is this: Objections mean your offer matters. If there is silence, that is when you should worry. But if there are questions, doubts, or even challenges, then they are listening and that is your chance to lean in.

As I like to say in my spoken word sessions, “If they challenge it, they cherish it.” It means you are close, closer than you think, to a breakthrough. So the question becomes: How do you respond in a way that moves the conversation forward? That is where the L.A.E.R framework comes in. It’s a simple but powerful way to handle objections with confidence and empathy. L.A.E.R stands for Listen, Acknowledge, Explore, and Respond. First, you Listen, really listen, without interrupting. Let them express their concerns fully. Then you Acknowledge, say something like, “That’s a fair point,” or “I totally get where you are coming from.” Next, you Explore, this means that you ask questions to understand what is behind the objection. Is it price? Timing? Competing priorities? Finally, you Respond, by offering a thoughtful answer that meets them where they are.

Let me give you a few quick examples. When someone says, “It is too expensive,” what they are really saying is, “Help me understand the value.” When they say, “I need to think about it,” they might be trying to see how your offer fits into their bigger picture. And if they tell you, “We are already working with someone,” it doesn’t mean they are closed, it means you have a chance to show why your solution might be better. So next time someone objects, don’t back off. That is your signal to lean in. You are in the conversation because something about your offer caught their attention. Now it is time to guide them toward a decision that feels right for them and great for you.

Now, speaking of breakthroughs, I’d love to invite you to our upcoming event: BREAKFAST AND BREAKTHROUGHS happening on 13th May 2025. We will be diving into real-life strategies to turn objections into opportunities, strengthen your influence, and close with confidence. Register using the link below and join us for a powerful morning of connection, clarity, and growth. 🔗 Register Here: https://lnkd.in/dG8q37Ug Let’s turn those objections into doors of opportunity.

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