How to Handle the ‘How Can We Be Sure This Will Work for Us?’ Sales Objection

When a prospect asks, “How can we be sure this will work for us?”, they’re not just looking for a standard sales pitch. They’re weighing risk vs. reward and trying to avoid making a mistake.

What they’re really thinking:

• This sounds good, but we’ve been burned before.
• We don’t have time or budget for something that might not work.
• How do we know this will solve our specific challenges?
• Are we going to regret this decision six months from now?

This isn’t about convincing them—it’s about helping them feel confident that they’re making the right decision based on real-world success, not just promises.

How to Respond in a Warm, Trust-Building Way

1. Acknowledge Their Concern—It’s a Smart Question

Reassure them that skepticism is completely normal and even a sign of a good decision-maker.

Example:
"That’s a great question, and I totally get why you’d ask. No one wants to invest in something that doesn’t deliver real results. Can I ask—what’s the biggest outcome you’re hoping for? That way, I can show exactly how this would work for you."

GPT Prompt:

Generate a response that validates their concern while inviting them to share what success looks like for them.

2. Share Real-World Success Stories—Not Just Features

People trust proof over promises. Share how companies in similar situations have seen success.

Example:
"I hear you. One of our customers, [Client A], had the same hesitation. They were struggling with [specific problem], and within [timeframe], they saw [specific result]. I’d be happy to share exactly what they did and how that might apply to your team—would that be helpful?"

GPT Prompt:

Create a response that shares a compelling customer success story to build trust.

3. Offer a Low-Risk Way to Test It

Seeing is believing. If they’re unsure, give them a way to experience results firsthand before fully committing.

Example:
"That totally makes sense. The best way to know for sure is to see it in action. We offer a [trial, pilot program, proof of concept] so you can test it in a low-risk way. Would that help you feel more confident?"

GPT Prompt:

Generate a response that offers a trial, pilot program, or other low-risk way to test the solution.

4. Flip the Script—What’s the Cost of Not Doing This?

Sometimes, the bigger risk isn’t trying something new—it’s staying in the same place.

Example:
"I totally understand wanting to be sure. Just out of curiosity, have you considered the cost of not solving this? If [pain point] continues, how much time, revenue, or efficiency is at stake? Sometimes, waiting is actually the bigger risk."

GPT Prompt:

Create a response that shifts the focus from the cost of investment to the cost of inaction.

5. Highlight Customization—This Will Be Tailored to Them

They don’t want a generic solution—they want something that fits their unique needs.

Example:
"I hear you. One of the reasons customers choose us is because we don’t believe in a one-size-fits-all approach. We take the time to understand your needs and tailor the solution to work for you. Would it help if we walked through what that could look like?"

GPT Prompt:

Generate a response that reassures the prospect that the solution will be customized to their needs.

6. Offer Social Proof—Let Others Speak for You

People trust other customers more than they trust salespeople.

Example:
"Some of our best customers started with the same concern. If it helps, I’d be happy to connect you with someone who was in your shoes and can share their experience firsthand. Would that be helpful?"

GPT Prompt:

Create a response that offers a direct customer reference or testimonial for reassurance.

7. Keep the Door Open—Let Them Move at Their Own Pace

If they’re not ready yet, make sure they know you’ll be there when they are.

Example:
"I totally respect that you want to be sure before moving forward. If you’d like, I can check in later or send over some case studies so you can see more success stories. Would that be helpful?"

GPT Prompt:

Generate a response that keeps the conversation open for future engagement without pressure.

Cheat Sheet for Handling ‘How Can We Be Sure This Will Work for Us?’

Final Thoughts

When a prospect asks, “How can we be sure this will work for us?”, they’re not saying no—they’re saying, “I need more confidence before I commit.”

• Validate their concern—it’s a smart question!
• Share real-world success stories, not just features
• Give them a way to test it in a low-risk way
• Help them consider the cost of inaction
• Show them this isn’t one-size-fits-all—it’s built for them
• Let your happy customers do the talking
• Keep the door open so they don’t feel pressured

At the end of the day, people don’t just buy a product—they buy confidence in the results it will deliver.

How DocketAI Can Help

DocketAI helps sales teams overcome hesitation by providing real-time customer success stories, ROI-driven insights, and tailored demo experiences—so when a prospect asks, “Will this really work for us?”, you have the perfect answer.

🎯 See how it works—Book a demo today!