How to respond to “Our lawyers want changes”

Customers say “Our lawyers want changes” for a reason. Here is what usually sits behind it, how to respond and what to avoid.

What is really behind it

A legal review has produced edits. This is normal, but it can drag on. Do not offer legal opinions. Treat it as a process: find out what they want to change, who decides on your side and what the timeline is, so that it does not stall.

Typical in: Software and SaaS, Professional services, Manufacturing and logistics

How to respond

Pick the framework that fits the customer. The wording is an example direction, not a script: say it in your own words.

Clarify before you answer

Ask what sits behind the objection, so you answer the real concern.

“Thank you. Could you send me the changes they want, and tell me which are most important to you? I will get the right people on our side to look at them.”

Propose a smaller step

Shrink the decision to something low-risk that moves things forward.

“Shall we agree a short call between the right people on both sides, so the points can be resolved in one conversation instead of many emails?”

Redirect

Point to the right person, time or channel without losing the thread.

“I will pass this to our contracts team and come back to you with their response and a date. Is there a deadline on your side that I should keep in mind?”

The follow-up question

After your response, ask:

Are there any points that are deal-breakers for your side, so we can start there?

What not to say

Avoid: Our contract is standard, we don’t change it.

Without checking, a flat refusal may be wrong, and it halts a process the customer has already invested in.

Practise it out loud

Reading is not the same as saying it. Talk to an AI customer who raises this kind of objection and see in the report which sentence helped.

Practise this objection

Questions about this objection

What does “Our lawyers want changes” really mean?

How do you respond to “Our lawyers want changes”?

Clarify before you answer: “Thank you. Could you send me the changes they want, and tell me which are most important to you? I will get the right people on our side to look at them.” Propose a smaller step: “Shall we agree a short call between the right people on both sides, so the points can be resolved in one conversation instead of many emails?” Redirect: “I will pass this to our contracts team and come back to you with their response and a date. Is there a deadline on your side that I should keep in mind?”

What should you ask after “Our lawyers want changes”?

Are there any points that are deal-breakers for your side, so we can start there?

What should you not say when a customer says “Our lawyers want changes”?

Avoid “Our contract is standard, we don’t change it.” Without checking, a flat refusal may be wrong, and it halts a process the customer has already invested in.

Educational conversation training. It is not legal or financial advice and it promises no results. Always follow your company’s rules, the terms of the product and a customer’s clear no.