How to Handle the ‘What Happens If We Don’t Get the Results We Expect?’ Sales Objection

When a prospect asks, “What happens if we don’t get the results we expect?”, they’re not just concerned about performance—they’re weighing risk vs. reward and making sure they’re not walking into a situation where they’ll regret their decision.

What they’re really thinking:

• “What if this doesn’t deliver on its promises?”
• “Will we be stuck in a contract with no way out?”
• “Can we afford to take this risk if we don’t see immediate ROI?”
• “How do we know this won’t just create more problems for us?”

This isn’t about convincing them to trust you blindly—it’s about showing them that their investment is protected, that success is a shared goal, and that they won’t be left stranded if things don’t go as expected.

How to Respond in a Reassuring, Trust-Building Way

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

Nobody wants to feel like they’re taking a gamble. Recognize their hesitation and reassure them that this concern is normal.

Example:
"That’s a completely fair question. If I were in your position, I’d want to be sure this was a smart investment too. Our goal isn’t just to sell you something—it’s to make sure you see real value. Can I ask—what specific results matter most to you?"

GPT Prompt:

Generate a response that validates the prospect’s concern while inviting them to define success.

2. Show That Success is a Shared Goal

They don’t want to feel like they’re on their own after they sign the deal. Let them know you’ll be working with them to ensure success.

Example:
"We see this as a partnership, not just a transaction. That’s why we don’t just hand you the product and disappear—we work closely with your team to make sure you’re getting the results you expect. If something isn’t working, we adjust, refine, and optimize together. Would it help if I walked you through how we ensure success?"

GPT Prompt:

Create a response that emphasizes a collaborative approach to achieving results.

3. Offer Proof—Real Customers, Real Results

Nothing builds confidence like hearing how others overcame the same doubt and got great results.

Example:
"I totally understand that concern. One of our customers had the same hesitation—they weren’t sure if they’d see a measurable impact. But within [timeframe], they saw [specific improvement: revenue growth, efficiency increase, cost savings]. I’d be happy to share their experience—would that be helpful?"

GPT Prompt:

Craft a response that includes a compelling customer success story to build trust.

4. Reduce the Risk—Trial, Pilot, or Guarantees

If possible, offer a way for them to see results before making a full commitment.

Example:
"That makes complete sense. That’s why we offer a [trial, pilot program, money-back guarantee, flexible contract]—so you can experience the impact before fully committing. Would that help ease some of the risk?"

GPT Prompt:

Generate a response that provides a low-risk way for the prospect to experience results before full commitment.

5. Flip the Script—What’s the Risk of Doing Nothing?

Sometimes, sticking with the status quo is the bigger risk than trying something new.

Example:
"I hear you. Just out of curiosity—what happens if things stay the same? If [pain point] continues, how much time, money, or opportunity might be lost? In many cases, the cost of waiting is actually higher than the cost of trying something new."

GPT Prompt:

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

6. Offer a Plan B—What Happens if Results Fall Short?

Sometimes, knowing there’s a backup plan makes the risk feel smaller.

Example:
"That’s a completely fair concern. If we ever find that results aren’t meeting expectations, we don’t just leave you stuck. We work with you to find solutions, adjust the approach, and ensure you’re getting the most out of your investment. Would it help if I shared some examples of how we’ve handled this in the past?"

GPT Prompt:

Generate a response that reassures the prospect by outlining how the company handles situations where expectations aren’t met.

7. Keep the Door Open—They Might Just Need More Confidence

If they’re still hesitant, offer to check in later once they’ve had more time to consider.

Example:
"I completely understand that you want to be sure before moving forward. If it helps, I can send over some additional case studies or even check in later once you’ve had time to think it over. Would that be helpful?"

GPT Prompt:

Create a response that keeps the conversation warm for future engagement without pressure.

Cheat Sheet for Handling ‘What Happens If We Don’t Get the Results?’

Final Thoughts

When a prospect asks, “What happens if we don’t get the results we expect?”, they’re not just looking for a guarantee—they’re looking for confidence. The best way to handle it is to:

• Acknowledge that their concern is valid—this is a big decision
• Emphasize that success is a shared goal, not just a sales promise
• Share customer success stories that prove results are achievable
• Offer a trial, pilot, or flexible contract to minimize risk
• Help them consider the cost of doing nothing
• Show them what happens if results don’t meet expectations
• Keep the conversation open so they don’t feel pressured

At the end of the day, people don’t just want a product—they want certainty that they’re making a smart choice.

How DocketAI Can Help

DocketAI helps sales teams confidently handle ROI-related objections by providing real-time customer success stories, ROI-driven insights, and transparent proof of results—so when a prospect asks, “What if this doesn’t work?”, you’ll have the perfect answer.

🎯 See how it works—Book a demo today!