The best way to overcome an objection from the client

The best way to overcome an objection from the client

Have you ever found yourself in a situation where a potential client challenges your sales proposal or key pitch points? I experienced exactly that today—and it served as a reminder that constructive dialogue and healthy debate around a product, service, or proposal are not only normal but also valuable parts of the sales process.

I had submitted a well-crafted proposal for the services I offer totally in line with all the information they shared about their product, their expectations and their scope of works. After several follow-up attempts and a period of silence, the client finally responded with a request to meet and discuss the proposal. Naturally, I was optimistic.

During the meeting, however, they went straight to criticism. They felt the proposal wasn’t fully aligned with their industry context, that the pricing exceeded their expectations, and that the scope didn’t quite match their needs.

I could have just become absolutely devastated about it. But instead, I chose not to be. Instead, I chose to defend my proposal with dignity and respect for them as potential clients.

I think it depends on your sales mindset how you react and act upon the client’s criticism. It is important to know your proposal 100% and being able to bounce back on their points if they are not fair but by staying calm and respectful to the clients. It is also important to have business owner mindset.

What is business owner mindset? It is a set of skills which helps you to respect your time, your client’s time, your product and the client’s opinion. I teach at my Bright Taurus Academy how to obtain this mindset. It helps to be certain in your words, your pitch and your explanation of the points the client objected on.

I listened attentively and respectfully, allowing them the space to express their concerns in full. Once they had shared their feedback, I responded with thoughtful counterpoints.

I explained that the proposal appeared higher than anticipated because it included an additional service they had previously requested—a significant component with associated costs. I reassured them that if this element was no longer necessary, we could remove it to better align with their budget.

I also clarified that the proposal was indeed tailored to their industry. In fact, we had delivered three similar projects within the same sector, ensuring consistency and relevance in our approach. Regarding the scope, I highlighted that our proposal had been based on the original specifications they provided. If their scope had since evolved, we would, of course, be happy to revise the proposal and pricing accordingly. It was no issue at all.

Being calm and friendly but still firm with your counterpoints is important

As you can see, each objection was addressed and diffused effectively—because I approached the conversation with a business owner’s mindset. I wasn’t intimidated by their concerns, as I was well-versed in the details of my proposal and fully prepared to stand behind it.

At the same time, I respected their perspective and responded without defensiveness. I focused on creating an open, constructive dialogue, encouraging a collaborative tone throughout the conversation.

We ended the meeting on a very positive note. They acknowledged the need to refine their scope and agreed to send over an updated version, so I can revise the proposal accordingly.