Objection Response Techniques

The LARC framework: your response structure

The LARC framework (Listen & dig, Acknowledge, Respond, Confirm) is the most effective method for handling objections in a structured way.

L — Listen & Dig

Never respond to a surface objection. Dig to find the real one.

Surface objection: "It's too expensive"

❌  "We can give you a 10% discount"
✅  "Too expensive compared to what? Your current budget,
     a competing solution, or the expected return?"

Powerful digging questions:

• "What makes you say that?"
• "If price weren't an issue, would the solution work for you?"
• "Can you tell me more about what's holding you back?"

A — Acknowledge

Restate the objection in your own words to show you understood and to refocus the discussion.

Prospect: "We tried a similar tool last year and it didn't work."

Acknowledgment: "So you had a bad experience with a tool like this
and you don't want to make the same mistake again. Is that right?"

R — Respond

Answer with an argument specific to the real objection (not the surface one).

C — Confirm

Verify the objection is resolved before moving forward.

"Does that address your concern?"
"Is there anything else holding you back?"
"On a scale of 1 to 10, where are you on moving forward?"

The "Feel, Felt, Found" technique

A classic but devastatingly effective technique, based on empathy and social proof:

1. Feel — "I understand how you feel..."
2. Felt — "Other clients in your situation felt the same way..."
3. Found — "What they found was that..."

"I understand your hesitation about the price.
Several e-commerce marketing directors felt exactly the same way.
What they found after the first month was that the tool
saved them 15 hours per week — equivalent to a part-time
employee at $2,500/month."

The isolation technique

Before handling an objection, make sure it's the only one.

Prospect: "The price is too high for us."

Salesperson: "I understand. Apart from the price, is there anything else
that would prevent you from moving forward with us?"

→ If yes: you discover the real objection
→ If no: you can focus solely on price

The boomerang: turning the objection into an argument

This advanced technique uses the objection itself as a reason to buy.

The 3-step reframing method

Step 1: Change the frame of reference

Objection: "$500/month is a lot"
Reframe: "That's $16 per day — less than a business lunch"

Step 2: Compare to the cost of inaction

"How much does each lost prospect currently cost you
because your follow-up process is manual?
If it's even 5 prospects per month at $1,000 average deal,
we're talking about $5,000 in missed revenue."

Step 3: Project future gains

"In 6 months, with a 15% improved conversion rate,
your investment will have paid for itself 3 times over."

Fatal mistakes to avoid

Key takeaways

• Use the LARC framework as a systematic structure
• Always dig before responding — the surface objection hides the real one
• Choose your technique based on the type of objection and the prospect's personality
• Always verify the objection is resolved before moving on