Objection Handling Q&A for Referral Agents
Q: How should I respond when a prospect says, “I’m not interested”?
A: This is often a knee-jerk reaction rather than a real objection. Instead of walking away, try to engage them with a curiosity-driven question:
- “Out of curiosity, what would make this worth your time?”
- Use humor if appropriate to break the ice.
- Stay persistent—prospects may take you more seriously after seeing you a few times.
Q: What do I say if a prospect says, “We’re happy with our current provider”?
A: Instead of arguing, use their response to start a conversation:
- “That’s great! What is it that truly makes you happy with them?”
- “Switching can feel like a hassle, but if we could make it seamless and save you money, would that be worth exploring?”
Q: How do I tell the difference between a brush-off and a legitimate concern?
A: A brush-off is a quick, dismissive response meant to end the conversation, like:
- “Not interested.”
- “We’re good.”
- “Come back later.”
A legitimate concern has more detail, such as: - “We just signed a contract.”
- “We had a bad experience switching before.”
To handle a brush-off, pivot the conversation: - “I totally understand. Just so I don’t waste your time, are you currently working with someone who handles this for you?”
Q: What’s the best way to reframe an objection into an opportunity?
A: Instead of pushing back against objections, turn them into openings for a conversation:
- “We already have a provider.” → “That’s exactly why we should talk—industry changes may mean new savings for you.”
- “I don’t need this right now.” → “A lot of businesses feel that way, but a quick statement review can show if you’re overpaying.”
Q: How can I keep a conversation going without sounding pushy?
A: Avoid questions that can be answered with a simple “no.” Instead of:
- “Can I have a few minutes of your time?” (Leads to an automatic rejection)
Try: - “Would it be okay if I asked a quick question about your current setup?”
If you know the industry, relate to their frustrations and show you understand their challenges.
Q: What’s the best way to follow up with a prospect who asks me to come back later?
A: If they give you a time frame, make sure you follow up exactly when they asked:
- “If the beginning of March works for you, I’ll call then.”
- Take notes and remind them of your previous conversation.
For prospects who show mild interest but can’t talk immediately, set up a structured follow-up: - Call three times over a period.
- Leave a voicemail and send a text.
- Make follow-ups meaningful, not just reminders.
Q: How do I handle a prospect who insists they don’t want to switch?
A: Use permission-based openers to get them talking:
- “I totally get that. Before I go, can I ask what made you choose your current provider?”
- “Just so I don’t reach out unnecessarily, what’s most important to you in a payment processor?”
If they tell you to check back later, note the timeframe and follow through exactly when they requested.
Q: What’s the key takeaway for handling objections?
A: You’re not begging for business—you’re providing a solution. Confidence and persistence make the difference. The right approach can turn a quick rejection into a real opportunity.