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Listening Time:

35 min

Episode 78: Overcoming Client Objections So They Hire You—with Deb Zahn

In this Craft of Consulting podcast episode, Host Deb Zahn talks about how to anticipate, prevent, and address common objections that prospective clients raise when you give them a proposal. She also shares how to ensure you have the right mindset when negotiating and what goals you should have to keep it on the right track.


Deb Zahn

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Episode Details

Host Deb Zahn shares her insights for expecting and responding to objections so that you get hired more. In this podcast, I talk about:

  • Getting your mindset in the right place so you take the right actions

  • Preparing for objections by expecting the expected and embracing your value

  • Anticipating objections or things that they might want to negotiate so you can address them first

  • Doing the calculations of your value and the cost-benefit of what you are proposing for them

  • Offering three tiers of value so they have options

  • Showing them, that you care more about them than closing the deal

  • Understanding that you get them and their circumstances

  • Responding when a prospective client objects to:

  • Something that you proposed

  • Your price

  • Your team

  • The timelines

  • Asking clarifying questions to know how to change the proposal or guide them correctly

  • Negotiating the aspects of your proposal

  • Signaling the consequences of proposal changes

  • Knowing when to walk away and when to run

  • Getting paid to help them clarify what they want

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