How to Handle the ‘Our Legal Team Needs to Review the Contract’ Sales Objection

When a prospect says, “Our legal team needs to review the contract,” they’re not saying no—they’re signaling that the deal is moving into a formal review stage.

What they’re really thinking:

• We need to make sure the contract protects our company.
• Legal might slow things down, and I don’t know how long this will take.
• We’ve been burned by contracts before, so we have to be extra careful.
• There might be back-and-forth negotiations, and I want to be prepared.

Legal reviews are a standard part of business deals, but they can sometimes introduce delays or unnecessary friction. Your role is to support the process, minimize obstacles, and keep momentum going without pushing too hard.

How to Respond in a Strategic, Trust-Building Way

1. Acknowledge & Validate—Legal Reviews Are Normal

Show that you understand legal involvement is a standard process and offer to help.

Example:
"That makes total sense! Legal reviews are an important part of any agreement. We work with legal teams all the time, so I’d be happy to make this process as smooth as possible. What’s the best way to work with your legal team?"

GPT Prompt:

Generate a response that acknowledges the legal review process while offering support to simplify it.

2. Ask About Their Legal Review Process & Timeline

Legal reviews vary from company to company. Understanding their process can help you anticipate potential roadblocks.

Example:
"Every company’s legal process is a little different. How does your legal team typically handle contract reviews? Do you have an idea of how long this usually takes?"

GPT Prompt:

Create a response that uncovers the legal review process and expected timeline.

3. Identify Potential Legal Concerns in Advance

Legal teams often focus on liability, data security, compliance, termination clauses, and payment terms. Ask about key areas of concern.

Example:
"From what you’ve seen in past contracts, are there specific areas your legal team tends to focus on the most? If there are any red flags we can address now, we’d love to be proactive."

GPT Prompt:

Generate a response that uncovers potential legal concerns before the review starts.

4. Offer Preemptive Documentation to Speed Up the Process

Many legal teams request compliance reports, security policies, or contract templates. Offering these upfront can help streamline the review.

Example:
"Would it help if I sent over a contract summary or key compliance documents in advance? That way, your legal team has everything they need from the start."

GPT Prompt:

Create a response that offers preemptive legal documents to speed up the review process.

5. Offer to Connect Directly with Legal

Instead of relying on back-and-forth communication, offer to engage directly with legal to clarify terms quickly.

Example:
"Would it be helpful if we connected directly with your legal team? That way, we can quickly address any questions or adjustments they might need."

GPT Prompt:

Generate a response that suggests direct communication with the legal team without being pushy.

6. Share Social Proof—How Other Companies Navigated Legal Approvals

If they’re concerned about delays, show them how similar companies successfully navigated their legal review process.

Example:
"We worked with [Company X], and they had a similar legal review. By aligning early on key terms, they were able to complete the review faster than expected. Would you like me to share how they approached it?"

GPT Prompt:

Craft a response that shares a success story of a company moving through legal approvals quickly.

7. Lock in a Timeline & Next Steps

Legal reviews can drag on if there’s no clear next step. Ensure there’s a follow-up plan.

Example:
"That makes sense! When do you expect your legal team to start the review? I’d love to check in after to see if any questions come up—does [specific date] work for a follow-up?"

GPT Prompt:

Generate a response that ensures a follow-up after the legal review begins.

8. Keep the Door Open—Offer Additional Support

If legal needs more time, reassure them that you’re available to assist whenever needed.

Example:
"I completely understand that legal reviews take time. If your team needs additional case studies, compliance reports, or a quick call to clarify any contract terms, just let me know—I’m happy to help however I can."

GPT Prompt:

Create a response that keeps the conversation warm for future engagement.

Cheat Sheet for Handling ‘Our Legal Team Needs to Review the Contract’

Final Thoughts

When a prospect says, “Our legal team needs to review the contract,” they’re not rejecting you—they’re just following internal procedures. The best approach is to:

• Acknowledge that legal reviews are normal and necessary
• Ask about their specific legal process and timeline
• Identify potential concerns and address them early
• Offer documentation upfront to speed up the review
• Suggest direct communication with legal to avoid back-and-forth delays
• Use social proof to show how others successfully moved through legal reviews
• Lock in a follow-up date to keep the deal from stalling
• Keep the conversation open and supportive

At the end of the day, legal reviews aren’t a roadblock—they’re just another step in the process that you can help streamline.

How DocketAI Can Help

DocketAI helps sales teams navigate legal approvals by providing pre-built contract templates, compliance documentation, and negotiation insights—so when a prospect says, “Our legal team needs to review the contract,” you have everything you need to keep the deal moving.

🎯 See how it works—Book a demo today!