If You Can Handle This Objection You'll Double Your Sales Guaranteed
- byrmarketinguk
- Jun 20
- 3 min read
I know for a fact that no matter what business you own, you’ll have something to do with sales.
Email, cold calling, scheduled calling, etc. And if you’ve been in sales for more than 5 minutes, you’ll know there are 101 different objections your prospect can hit you with.
In this article, I’m going to cover the solution to an objection that’s only becoming more, and more common as the year goes on.
Can You Predict The Future?
Unless you can predict the future, or you’ve been in the game since caveman days, you never know what a potential client is going to say 100 percent of the time. Some are ready to buy now, and some will throw up one thousand objections in the first 5 minutes. You never can tell in this game.
I remember the very first time I got this objection, the funny thing is, it was actually on my very first sales call.
We got on the phone, went through my opening, then onto the pitch. Everything seemed to be going really well.
Then he hit me with it, the statement I never anticipated: “Well Josh, it all sounds great but I could just do that myself.”
That was the breaking point, I knew I’d lost the sale because I had no idea what to say.
Avoid This To Avoid Failure
So I did the worst thing possible, I started to ramble.
If you’ve read some of my other content, you’ll know why. If not check this out:
All the hours of training and I forgot everything.
Rambling for what felt like a solid 20 minutes about why we are the best and how no one else compares to us.
Little did I realise at the time, rambling, persuading, and pretty much begging just sends them running away faster than they already were.
My colleague Jack, also new to the sales game, got the same objection that afternoon, his response… “Maybe that’s the best idea, you’re probably better than me anyway.”
Even I was gobsmacked at that answer. If there’s one thing to avoid in sales it’s disrespecting yourself and completely destroying your frame.
This really knocked me back, I got this same objection for 2 weeks straight and could never come up with a solid answer, no matter how hard I tried. Luckily for me on my final call of the day my mentor was listening in.
After I was done with his head in his hands his exact words were: “Joshy boy, what the hell was that? This is one of the easiest objections to overcome. I’ve taught you better than this.” That was like a kick in the teeth, I felt as if I’d failed him, and myself.
Especially since the answer was right in front of me the entire time.
The Answer Is Right In Front Of You
When they give you the good old “I could do that myself.” You ask them one simple question:
"Why haven’t you done it yourself?”
You wouldn’t believe how much this changes the trajectory of the conversation. It catches them completely off guard. Usually they give you this objection to try and gain control of the conversation.
Once I started doing this, my sales doubled overnight. As if by magic, they would reel off one hundred reasons why they haven't done it. BOOM, now they’ve just given you a boat load of ammo for you to use to overcome the objection, without you having to do even an ounce of thinking.
“I don’t have time.”
“My wife says it’s not a good idea.”
“I’ve been meaning to get round to it but I just don’t.”
“My daughter has a cold.”
“I’m too tired at the end of the day to be worrying about that.”
There’s thousands more I’ve heard but that would be an article in itself.
Let's Recap
So remember, anytime you get hit with this objection, just ask them “well, why haven’t you done it yourself?” And let them give you all the answers.
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