Common Objections and How to Overcome Them: Sales Scripts for ISO Partners
Master the art of handling common restaurant owner objections. Get ready-to-use responses for concerns about fees, timing, complexity, and trust. Includes real-world examples and proven closing techniques.
Objection 1: "The Fees Are Too High"
Response Framework
- Acknowledge: "I understand fees are important to consider."
- Reframe: "Let's look at the net amount you'll receive. On a $40,000 credit, you keep $28,000 after all fees."
- Value: "This is money you wouldn't have recovered otherwise. The fees are only paid from the credit recovery."
- Close: "Would you rather have $28,000 or $0?"
Pro Tip: Use the in-claim calculator to show them the exact net amount. Visual numbers are more persuasive than percentages.
Objection 2: "I Don't Have Time for This"
Response Framework
- Empathize: "I completely understand - running a restaurant is demanding."
- Simplify: "That's why we've made this as easy as possible. The onboarding takes 5-10 minutes, and document collection is done through a simple link - no meetings required."
- Time Value: "For 10 minutes of your time, you could recover $40,000. That's $4,000 per minute."
- Offer: "I can handle most of it for you. You just need to upload documents when convenient."
Objection 3: "This Sounds Too Good to Be True"
Response Framework
- Validate: "I appreciate your skepticism - that's smart business."
- Explain: "Restaurant tax credits are a legitimate IRS program under IRC Section 45B that's been available since 1993. Many restaurants just don't know about it."
- Proof: "We've helped hundreds of restaurants recover an average of $40,000. I can share case studies if you'd like."
- Risk Reversal: "There's no upfront cost. We only get paid when you get paid. If you don't recover anything, we don't charge anything."
Objection 4: "I'll Do It Later"
Response Framework
- Create Urgency: "I understand, but there's a reason to act now. The longer you wait, the more years of credits you might miss."
- Easy Start: "Let's just get you started - it takes 5 minutes. You can always pause if needed."
- Schedule: "When would be a good time? I can send you a calendar invite for 10 minutes this week."
- Close: "What's one thing that would make you feel comfortable starting today?"
Objection 5: "I Don't Have My Documents"
Response Framework
- Normalize: "That's totally fine - most restaurants don't have everything organized right away."
- Simplify: "We can start with what you have. Our document portal makes it easy to upload as you find things."
- Help: "I can help you figure out what you need. Usually it's just W-2s and tax returns from the past few years."
- Timeline: "You have time - we can work on this over the next few weeks as you gather documents."
Objection 6: "I'll Talk to My Accountant First"
Response Framework
- Encourage: "That's a great idea - I'd love to talk to your accountant too."
- Offer: "I can send you materials to share with them, or we can schedule a call together."
- Value: "Many accountants aren't familiar with Restaurant tax credits (claimed on Form 8846), so I can help educate them on the program."
- Next Step: "When can you connect with your accountant? I'll follow up in a few days."
The Objection Handling Formula
- Listen: Let them finish their objection completely
- Acknowledge: Show you understand their concern
- Reframe: Present the situation from a different angle
- Provide Value: Offer information, proof, or solutions
- Close: Ask for a commitment or next step
Practice Makes Perfect
The best way to get comfortable with objections is to practice:
- Role-play with colleagues or managers
- Record yourself handling objections and review
- Keep a log of objections you hear and refine your responses
- Share successful responses with your team
Sources & References
- • IRS Form 8846 Instructions - Credit for Employer Social Security and Medicare Taxes Paid on Certain Employee Tips
- • IRS Form 8846 - Credit for Employer Social Security and Medicare Taxes Paid on Certain Employee Tips
- • 26 U.S.C. § 45B - Credit for portion of employer social security taxes paid with respect to employee cash tips