Practical Sales Training™ > How To Convert > Objection Suggestion
What is it?
Objection suggestion is when you raise potential concerns before the buyer does. Instead of waiting for them to bring up objections, you surface them yourself and deal with them openly. It shows confidence, honesty, and empathy. You are not hiding from what might worry them, you are leading the conversation and removing doubt before it grows.
How does it work?
Buyers often hold back their real objections because they do not want to appear difficult or unsure. When you suggest the objections for them, it makes them feel understood and disarms tension. For example, saying “You might be wondering what happens if this does not work as expected” gives you the chance to answer the concern before it becomes a reason to say no.
This approach also shows you have nothing to hide. By proactively bringing up challenges, you show that you are experienced and transparent. It builds trust because the buyer can see that you already know what might worry them and that you have clear answers ready.
How can you use it?
Use objection suggestion during your pitch, in your content, or throughout the buying process to show honesty and control.
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Pre-empt the common concerns: “You might be thinking this sounds expensive, but most clients find one new deal covers the full cost.”
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Address timing: “You could be worried this will take too long to implement, so we have a setup process that gets you live in 7 days.”
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Handle uncertainty: “If you are not sure this will work for your industry, here is an example from a client just like you.”
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Acknowledge risk: “You might be thinking, what if it doesn’t work? That’s why we include a performance guarantee.”
The aim is not to plant doubt, but to show foresight and confidence. When you handle objections before they appear, you take control of the conversation and make the buyer feel safe to move forward.
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