Sales objections are part of life when you run an HR consultancy or workplace-related business.
(HR includes anything workplace-related such as DEI, Talent Acquisition, OD, ER, L&D, and so on).
If you’ve ever heard:
- “That’s more than we expected.”
- “Can you just do a quick version for less?”
- “We already have HR in-house.”
- “Can we think about it and get back to you?”
You’re not alone.
The problem is, when you’re caught off guard, one of three things tends to happen:
- You lose a good client you could have helped
- You lower your price and regret it later
- You underquote just to win the work
Most objections in HR consulting aren’t really about price.
They’re about uncertainty, risk-aversion, or a lack of perceived value.
That’s why knowing how to handle them calmly and confidently is key to running a profitable consultancy.
Who Should You Avoid Selling To?
Before we get to objection-handling, it’s important to remember:
You don’t need to work with everyone.
Avoid:
- Clients who only care about price
- Projects with no clear scope or timeline
- Businesses that treat HR as admin instead of strategy
- Clients who ghost or delay decisions for weeks
- Buyers who want a quick fix for deep-rooted problems
Trying to win over the wrong clients often leads to frustration, rework, and burnout.
Your job is to help, not to convince.
Common Sales Objections in HR Consulting (And How to Respond)
Here are some of the most frequent objections you’ll hear in HR consultancy sales conversations, along with simple ways to reframe the conversation.
Objection: Your fees are too high
Why they say it: They’re comparing you to a cheaper option or template.
What’s really going on: They haven’t linked your work to a meaningful business result.
Possible replies:
- “Compared to what?”
- “It may seem that way, but what’s the cost of hiring the wrong person or getting compliance wrong?”
Objection: Can’t you just send us templates or give quick advice?
Why they say it: They assume HR is about having the right forms.
What’s really going on: They’re underestimating the role of implementation.
Possible reply: “That’s like asking a doctor for a prescription without a diagnosis. I can’t do that responsibly.”
Objection: Other consultants are quoting less
Why they say it: They’re price-shopping.
What’s really going on: They don’t know how to compare value beyond cost.
Possible reply: “You can always find someone cheaper. But do you want cheap, or do you want it done right?”
Objection: We already have HR in-house
Why they say it: They assume you’re redundant.
What’s really going on: They’re unsure how you’d add value.
Possible reply: “I don’t replace your internal HR. I support them and help move faster when things are complex or strategic.”
Objection: We don’t have budget right now
Why they say it: They’re stalling or cautious.
What’s really going on: They’re not yet convinced of the ROI.
Possible replies:
- “If budget weren’t an issue, would you want to proceed?”
- “We can phase the project so it works with your cash flow.”
There Are 17 Sales Objections You Should Know
The five above are just the start.
Inside the HR Business Growth Hub, I’ve included a full Sales Objection Playbook covering all 17 of the most common objections you’ll face as a solo consultant or small HR firm, including:
- How to handle early pricing questions
- How to respond when they say “we’ll think about it”
- What to say if they prefer DIY, HR software, or in-house
- How to deal with past bad experiences or lack of urgency
- What to say when they ask for internal use of your materials
You’ll also get access to done-for-you tools that make selling easier:
- Sales proposal generator
- LinkedIn post and message writer
- Follow-up script creator
- HR BIZBOT: Sales Meeting Practice
…and more
Want personal coaching?
The HR Business Accelerator includes everything in the Growth Hub plus my one-to-one support to help you refine your offer, pricing, and sales strategy.
You don’t need to discount your services to win clients.
You just need to learn how to respond like a pro.
- Explore the HR Business Growth Hub
- Apply for the HR Business Accelerator
