Handle common objections
A practical way to use AI for this job in a small business, with a prompt you can copy.
'It's too expensive.' 'We'll think about it.' 'The other bloke's cheaper.' You hear the same objections every week, and you still fumble the answers.
The prompt
Customers often say these things before buying [service]: [list objections e.g. 'too expensive', 'need to think about it']. For each, write an honest, non-pushy response I could say in person or by email.
Replace everything in [square brackets] with your own details. Don't paste in anything you wouldn't want stored by the AI provider.
Steps
- List real objections you hear.
- Run the prompt.
- Rewrite responses in your own words.
- Practise them out loud.
A worked example
A Bendigo solar installer lists his five most common objections and gives Claude some context: what he offers, his warranty, typical payback, and how he differs from cheaper installers. The prompt asks for calm, honest responses for each, plus a question to ask back.
For 'the other quote is cheaper', the suggested answer explains the difference in panel and inverter brands and warranty, then asks, 'Would it help if I went through both quotes side by side with you?' He practises the five answers on his partner over dinner. Next week, he says he felt less defensive on calls.
Where it goes wrong
AI scripts can sound slick and fake. If you wouldn't say a line naturally, rewrite it. Watch for exaggerated claims about savings or results: those are the ones that get businesses into trouble with the ACCC. And don't use high-pressure tactics. 'This offer ends today' when it doesn't is misleading. Finally, don't memorise scripts word for word. Know the key points and say them your way.
Time saved
This is a one-off investment of about an hour. The payoff is every sales conversation after that. These are my estimates for a typical small business, not measured results.
What it costs (AUD)
Free plans handle this easily.
The free plans of ChatGPT, Claude and Gemini handle this fine. If you end up using AI every day, the paid plans are roughly: ChatGPT Plus approx. A$30 a month, Claude Pro approx. A$29 a month billed monthly (US$20, or about A$24 a month if you pay yearly), and Google AI Pro approx. A$33 a month through the App Store. Prices approx., October 2026. Some are billed in US dollars, so your bank may add a foreign transaction fee. Check the vendor's pricing page before you buy.
Australian notes
Any claims you make about savings, payback periods or rebates must be accurate and not misleading under Australian Consumer Law. Government rebates and schemes change often, so check current details on official websites rather than trusting AI's memory.
Privacy: the Privacy Act and the Australian Privacy Principles (APPs) cover most businesses turning over more than $3 million, plus some smaller ones such as health providers. Even if you're under the threshold, treat customer details with care: strip names, phone numbers and addresses before you paste anything into an AI tool.
My verdict
Helpful for confidence. Honest beats clever.
Common questions
Isn't this a bit salesy?
Not if your answers are honest. It's about explaining clearly, not pressuring.
How many objections should I prepare for?
Start with the five you hear most.
Should staff use the same answers?
Yes. Share them as a one-page guide so everyone's consistent.
Do this today
Write down the three objections you heard most this month. Run the prompt and practise the answers out loud once.
More sales use cases
Next: Write a referral request email · All sales · Want a bot to do this automatically? See bot setup guides.