Objections are opportunities in disguise. Start by actively listening—understand the client's concerns, goals, and constraints. This builds trust and uncovers valuable insights. Then, pivot. Instead of pushing your standard solution, showcase flexibility. Customize your offering or suggest alternative approaches tailored to their needs. Sometimes, being a connector is key—recommend a solution outside your portfolio. It shows integrity and positions you as a trusted advisor. Ultimately, handling objections with empathy and creativity isn’t just about closing the deal—it’s about opening the door to lasting partnerships.

from my previous experience, we typically engage with customers by first gathering their input and listening carefully to their problems. This helps us understand their needs deeply. We then present the value we can provide, focusing on how our solutions address their specific challenges effectively.

When a client’s needs don’t align with your offerings, listen to their concerns and empathize. Highlight relevant benefits, get creative with custom solutions, and address objections directly with data or examples. Ask, “What would make this work for you?” to gain insights, then adapt your approach. Closing with confidence and flexibility builds trust and turns objections into opportunities!

Ask questions. Listen to the answers. Probe. Hear the responses. Relay the information back with your teams and understand how you can innovate and adapt around your solutions to align and be relevant to your clients needs. You have a team. Use them well. Involve them. Together you can achieve must more and develop the strategies needed to address your clients objections and win the prize. Getting close to, getting to know, your clients is the key. That will build trust and empathy, and that is what will helps you to win.