How to Handle Scentsy Customer Objections
# How to Handle Scentsy Customer Objections
Hearing "no" is part of any business. But in Scentsy, most objections aren't actually "no" — they're "I'm not sure yet." Here's how to address the most common objections without being pushy, manipulative, or that person everyone avoids at parties.
"It's Too Expensive"
Don't say: "Well, it's worth it!" (That dismisses their concern.)
Do say: "I totally get that. Let me show you the math though — a Scentsy Bar lasts 80+ hours and costs around $6. That's about 7 cents per hour of fragrance. A typical candle gives you 30-40 hours for $20+. Scentsy actually ends up being more affordable per hour."
Key: Reframe from sticker price to cost-per-use. People understand value when you show the numbers.
"I Already Have Candles"
Don't say: "Candles are dangerous!" (Fear-selling is gross.)
Do say: "Candles are great! I used them for years. What I love about Scentsy is that I don't have to worry about the flame — I have two kids and a curious cat, so that peace of mind is huge for me. Plus the scent throw fills my whole living room, which candles never quite managed."
Key: Validate their current choice, then share your personal experience. Let them arrive at the conclusion themselves.
"I Don't Really Use Home Fragrance"
Don't say: "You should start!" (Presumptuous.)
Do say: "Totally fair! Just in case — Scentsy actually goes way beyond warmers. They have laundry products, body care, car fragrance, even stuffed animals with scent packs for kids. If any of those interest you, I'd love to help you find something."
Key: Expand their awareness of the product line. Many non-warmer customers become body care or laundry customers.
"I Can Get Something Similar at the Store"
Don't say: "Scentsy is SO much better." (Unsubstantiated.)
Do say: "You can definitely find fragrance products at the store. The difference I've noticed is longevity and scent quality — Scentsy's wax bars last significantly longer than most store brands, and the fragrances are more complex and layered. But honestly, the best way to compare is to try one. Want me to send you a Scent Circle sample?"
Key: Offer a low-commitment trial. Let the product prove itself.
"I Don't Want to Be Sold To"
Don't say: Anything salesy. At all.
Do say: "I hear you, and I promise I'm not here to pressure anyone. I share what I love, and if it resonates, great. If not, no hard feelings ever. Can I just add you to my VIP group where I share deals? You can mute it anytime."
Key: Respect the boundary immediately. The fastest way to lose someone is to push past their stated comfort zone.
The Golden Rule of Objection Handling
Listen first. Validate second. Share your experience third. Offer a low-pressure next step fourth. Never argue, never dismiss, never pressure. Your best customers will be the ones who came around on their own terms.
*Individual results may vary. Scentsy does not guarantee income from consultant activities.*
*[Learn more at Scents Cart.](https://scentscart.com)*