Frances PrattDirector, Metisan Pty Ltd · Chief Sales Architect, Metisan · Helping expert-led firms win clients without the ick

Let’s Talk Objections (Why They’re a Good Sign) How to reframe objections in your sales process.

1 Jul 2025 · 1 min

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Frances Pratt argues objections aren't problems to solve but signs a client is thinking about buying. Reframe them as momentum: address what they raise, then ask for the next step. This mindset shift can improve your sales outcomes.

Chapters

Hey there, I'm Frances Pratt from Accelerate Sales, and I'd love to give you a little tip. Some people use the term handling objections, but I hate it. Let me tell you why. You handle a snake or a problem, but here's the thing, objections are actually the way a client thinks about buying from you, so it's part of their buying process. So why would we try and get rid of it or handle it or push it away? No, I want you to love objections. I want you to think about what the client has told you. I want you to show them how you help them or how you overcome that objection, and then I want you to ask for more. This one change will make a massive difference in your sales process. Give it a go. Let me know how you go.