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7 Tips to Overcoming Objections in Sales That You Hear Constantly

16 min
Average Score

Marc Wayshak

Founder, Author & Sales Strategist

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Navigating through sales objections can be challenging. Understanding and mastering these objections is crucial for any sales professional. This session delves into seven effective strategies to skillfully handle the most common sales objections.

The Proactive Approach to Sales Objections

Anticipating and Preventing Objections

A proactive approach is key in handling sales objections. This involves anticipating potential objections and addressing them before they arise. The objective is to create a sales dialogue where objections are preemptively resolved, making the sales process smoother and more effective.

1. Addressing the "High Price" Objection

Establishing Value Over Price

A frequent objection in sales is the concern about high prices. The focus should be on building value. Are you solving a significant problem for your prospect? Does the value you offer justify the price tag? It's essential to establish the value of your product or service early in the conversation to mitigate price concerns.

2. "Not a Good Time" – Overcoming Timing Objections

Assessing Urgency and Decision-Making

When faced with timing objections, it’s essential to have previously assessed the urgency of the problem and understood the prospect's decision-making process. This helps in establishing the importance of a timely solution, making the timing less of a hurdle in the sales process.

3. Redirecting "Talk to My Subordinate"

Keeping Conversations Strategic

Being asked to talk to a subordinate often means the conversation wasn’t aligned with the interests of high-level decision-makers. Keep discussions strategic, focusing on broad, impactful topics like profitability and organizational growth. If this objection arises, inquire about their reasoning and use the feedback to steer the conversation back to a strategic level.

4. Handling "Call Me Back Next Month"

Understanding Real Intentions

This objection is often a polite way of deferring or avoiding the conversation. Challenge the prospect with respectful directness, asking if this is a subtle way of expressing disinterest. This approach can lead to a more honest dialogue, uncovering the real reasons behind the request to delay the conversation.

5. Tackling "We Don’t Have the Budget"

Investigating Budget Concerns Thoroughly

The "no budget" objection can indicate either a lack of decision-making authority or insufficient perceived value. It's important to engage with questions to understand the true nature of this objection. Determine whether it's genuinely a budget issue or a matter of the prospect not seeing the value in your offering.

6. Responding to "I’d Like to Think This Over"

Clarifying and Addressing Decision Factors

When a prospect needs time to think, it's vital to understand what exactly they're considering. Encourage an open discussion about any concerns or missing elements in your proposal. This can help reorient the conversation to address their specific hesitations or reservations.

7. "I Need to Run This by Others" – Decoding the Decision Process

Understanding the Complete Decision-Making Framework

If you're caught off guard by a prospect needing to consult others, it suggests a gap in the initial discovery process. Understanding their decision-making framework from the beginning is essential. Inquire about who else is involved in the decision and suggest including all relevant parties in future discussions to maintain control over the sales narrative.

In conclusion, mastering sales objections involves a combination of anticipation, strategic conversation, and empathy. From addressing pricing concerns to understanding decision-making processes, each strategy plays a vital role in creating an effective sales dialogue. Watch this session for a deeper understanding of these strategies, which are designed not only to counter objections but to prevent them from arising, enhancing your overall sales approach and building stronger, more trusting customer relationships.

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