Working with Objections in French

Working with Objections: certes, mais... / je comprends, cependant...

Principles of Working with Objections

1. Listen fully — do not interrupt
2. Acknowledge — show that you have heard
3. Explore — clarify the nature of the objection
4. Respond — provide an argument or alternative
5. Confirm — make sure the answer satisfies

Acknowledging the Objection

• Je comprends votre point de vue. — I understand your point of view.
• Je vois ce que vous voulez dire. — I see what you mean.
• Vous soulevez un point important. — You raise an important issue.
• C'est une préoccupation légitime. — That is a legitimate concern.

Formulas for Transitioning to a Response

Typical Objections and Answers

“C'est trop cher” (too expensive):

• I understand this concern. However, one must consider the total value you receive. If you compare to the [competitor / alternative], our solution offers... Indeed, the initial investment is higher, but the return on investment over 3 years is significantly greater.

“Nous avons besoin de plus de temps” (we need more time):

• I respect your need to reflect. What would you say if we set a deadline for your decision? That would allow you to consult stakeholders while keeping the opportunity open. Note that the current conditions are particularly favorable.

“Votre concurrent propose moins cher” (your competitor offers for less):

• It is true that there are lower-priced offers on the market. However, let's look at the differences: our solution includes [X, Y, Z] which are not included with the competitor. Taking these factors into account, our total cost of ownership is actually competitive.

“Nous sommes satisfaits de notre fournisseur actuel” (we are happy with our current supplier):

• I respect your loyalty. There is no question of undermining this relationship. I simply suggest that you objectively compare what we can offer as a complement / alternative. You have nothing to lose by evaluating our capabilities.

When There Is No Answer to the Objection

• C'est un point sur lequel je reviendrai vers vous avec plus d'informations. — On this point I will get back to you with more information.
• Vous avez raison, c'est un aspect que nous devons travailler. — You are right, this is an aspect we need to work on.