What is an effective phrase to use when overcoming objections?

Using the phrase "I can totally understand how you feel" is an effective way to overcome objections because it demonstrates empathy and validation towards the customer. Acknowledging a customer's feelings helps to establish rapport and build trust. When a customer feels heard and understood, they are more likely to lower their defenses and engage in a more open dialogue.

This empathetic approach allows for a smoother transition into addressing the specific concerns raised by the customer. Instead of dismissing their objections or asserting authority, this phrase shows that you are aligning with their perspective, which can facilitate a constructive conversation about possible solutions or alternatives.

In contrast, phrases that seem dismissive or authoritative, such as stating an inability to assist or emphasizing that others agree with your opinion, may push the customer further away rather than providing a basis for addressing their concerns. Additionally, describing an option as the "best" without acknowledging the customer's specific needs or objections may come off as too pushy or insincere, further alienating them rather than fostering a cooperative dialogue.