Would it help if you knew how to turn any objection around like a lawyer?
Lawyers are notoriously difficult to negotiate with—and for good reason. They do this every day and have honed the key skills that consistently get them results.
Watching lawyers go against each other offers a valuable insight: the way they present information, and especially how they are precise and artful with their language.
One thing stands out as key to their success: they remain extremely calm under pressure. Their self-confidence in their position makes them hard to disrupt or find holes in.
They know their facts inside out. They anticipate the worst-case scenarios and prepare accordingly. They understand that negotiation is both a psychological and skill-based process—one cannot succeed without the other. Most importantly, they see that an objection is really a belief disguised as resistance.
In my experience observing hundreds of salespeople, one problem consistently resurfaces: a lack of confidence and structure in responses, combined with an overreliance on a “magical word track” that’s supposed to work every time.
Think of it this way: a lawyer in a courtroom sometimes has to adjust their approach based on new information. Do they stubbornly stick to a script? No—they process, adapt, and respond.
Key Items to Use in a Reframe
- Understand that objections are actually beliefs held by people.
- Use techniques like repeating key words or using “because” to uncover the deeper meaning behind objections. You need to gather more information.
- Support reframes with facts and points of view (POV) to persuade the client effectively.
- Assess your status and position in the negotiation, as it impacts the success of your reframe.
- Consider attending a 2-hour training module on reframing to become a “frame master.”
Almost everything in life involves reframing. Unless you develop the ability to really listen and understand the deeper meaning behind an objection, you risk losing more deals, compromising on fees, or accepting delays from clients.
I’d be very interested to hear how you handle objections—especially the ones that catch you off guard.
