What you will learn
- The most common objections tax offices hear
- A simple method to respond: acknowledge, ask, answer, confirm
- How to handle price objections honestly
A four-step method
- Acknowledge: “I understand.”
- Ask: find the real concern behind the objection.
- Answer: give clear, accurate information.
- Confirm: “Does that answer your question?”
Common objections
- “It is too expensive.” Explain what is included and the value of accuracy and support; never cut corners to lower a price.
- “I can do it myself with an app.” Ask what changed this year; complex situations often benefit from a professional.
- “I will think about it.” Ask what information would help them decide.
- “I do not trust tax offices.” Explain your process, credentials and data security.
Never use pressure
No fake deadlines, no guarantees, no fear tactics. An honest answer that loses a sale today protects your reputation and the Nationwide brand.
Sample script (fictional)
Prospect: Your fee is higher than the app.
You: I understand. Can I ask what your situation looks like this year? If you have a side business or dependents, having a professional review everything can make a real difference, and you will have someone to call if the IRS sends a letter.
Practice
Use the four-step method to answer: “I will just wait until April.”
Training content for Nationwide Tax Experts. All scenarios use fictional prospects. Never promise refund amounts, dates or results.