How to Handle Objections in the DMs (With Word-for-Word Replies)

This article is part of our complete guide: DM Sales: The Complete Guide for Coaches and Creators.

An objection in a DM is good news. It means the lead is still in the conversation and is thinking seriously enough to raise a concern. People who are not interested simply stop replying.

This article gives you a method and example replies for the objections that come up most.

The method: acknowledge, clarify, answer

Acknowledge. Show that the concern is reasonable. “Totally fair.”

Clarify. Find the real issue behind the words. “Is it the total amount, or the timing?”

Answer. Respond to that issue only, then offer a next step.

Most people skip the middle step and answer the wrong objection. “Too expensive” can mean “I cannot afford it”, “I am not sure it will work” or “I did not expect that number”. Each needs a different reply.

“It’s too expensive”

Start by clarifying.

“Totally fair, it’s a real investment. Is it more that the total is out of reach right now, or that you’re not sure it’ll pay off?”

If it is cash flow:

“That makes sense. There’s a 3-payment option at [amount] a month. Would that make it workable?”

If it is doubt about results:

“Good question to ask. The first [period] focuses on [their goal], and here’s what a recent student did with it 👉 [link]. What would you need to see to feel confident?”

Do not discount in your first reply. A price that drops the moment someone hesitates tells your whole audience the price was never real.

“Now isn’t a good time”

“No problem at all. Out of interest, what would make it the right time? Is it something on your calendar, or more of a budget thing?”

If the reason is specific, agree a date:

“Got it. Shall I check in after [event]? I’ll keep a note.”

If the reason is vague, the real objection is usually something else. Ask gently:

“Fair enough. Is there anything about the programme itself you’re unsure of?”

“Let me think about it”

“Of course, it’s worth thinking through. What’s the main thing you’re weighing up?”

This single question resolves more stalled conversations than any other. If they name the concern, you can address it. If they need time, set a specific check-in:

“Take your time. I’ll message you Thursday, and if it’s a no, that’s completely fine.”

“I need to talk to my partner”

“That makes sense for a decision like this. What do you think their main question will be? I can send you something that covers it.”

Then give them what they need to have that conversation: a short summary, the price and the expected result.

“Will this work for me?”

This is a request for proof that matches their situation.

“Good question. Tell me a bit more about [their situation], and I’ll be honest about whether it’s a fit.”

If it is a fit, point to a similar client or the exact module that addresses their case. If it is not, say so. Turning someone away builds more trust than any testimonial, and they often return when they are ready.

“I’ve tried something like this before”

“I hear that a lot, and it’s frustrating. What happened last time?”

Listen for what was missing: support, accountability, a method that fit them. Then explain plainly how your offer differs on that one point.

“Can I get a discount?”

“I keep the price the same for everyone so it’s fair to current students. What I can do is [payment plan or bonus]. Would that help?”

What not to do

• Do not argue. You are clarifying, not winning.
• Do not send a wall of text. Three short lines is enough.
• Do not go silent. An unanswered objection is a lost sale.
• Do not push past a clear no. Thank them and leave the door open.

After the objection

Once the concern is answered, return to a specific next step: two call times or the checkout link. If they still hesitate, move them into a follow-up sequence.

An AI sales agent can apply this method consistently. With SalesInDMs, you set rules such as “never discount” and “offer the payment plan when price is raised”, and the agent follows them in every conversation.