Customers say “Why should I believe your numbers” for a reason. Here is what usually sits behind it, how to respond and what to avoid.
A figure you quoted has made the customer suspicious, perhaps because it sounded too tidy or because they cannot see where it comes from. They are asking about its source and the conditions that apply. The answer is to be exact: say what it measures, where it comes from, and where it does not apply to them.
Typical in: Software and SaaS, Professional services, Manufacturing and logistics
Pick the framework that fits the customer. The wording is an example direction, not a script: say it in your own words.
Show you heard it, then ask an open question before you respond.
“You are right to ask where it comes from. That figure is [describe the source and what it measures], and it will not apply in every situation. Let me explain what it does and does not show, and you can judge whether it fits you.”
Offer an example, a reference or a sample the customer can check. Never an invented figure.
“I would not ask you to simply take it on trust. I can send the source behind that number and how it was worked out, so you or someone on your team can check it. Would that help?”
Move from the objection to the result the customer said they want.
“Use my figures as a starting point, not a verdict. A better test is your own numbers. If you share what you currently see, we can work out what a realistic change might look like for you, with the assumptions written down.”
After your response, ask:
Which figure bothered you, and what would you expect it to be based on your own experience?
Avoid: These numbers are accurate, we’ve checked them.
“Checked by us” answers nothing about source or method. It repeats the claim they doubt instead of showing where it came from.
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 objectionA figure you quoted has made the customer suspicious, perhaps because it sounded too tidy or because they cannot see where it comes from. They are asking about its source and the conditions that apply. The answer is to be exact: say what it measures, where it comes from, and where it does not apply to them.
Acknowledge, then ask: “You are right to ask where it comes from. That figure is [describe the source and what it measures], and it will not apply in every situation. Let me explain what it does and does not show, and you can judge whether it fits you.” Offer proof: “I would not ask you to simply take it on trust. I can send the source behind that number and how it was worked out, so you or someone on your team can check it. Would that help?” Reframe around the outcome: “Use my figures as a starting point, not a verdict. A better test is your own numbers. If you share what you currently see, we can work out what a realistic change might look like for you, with the assumptions written down.”
Which figure bothered you, and what would you expect it to be based on your own experience?
Avoid “These numbers are accurate, we’ve checked them.” “Checked by us” answers nothing about source or method. It repeats the claim they doubt instead of showing where it came from.
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.