Get Them to COMMIT in Sales: How to Handle Brush-Off Objections

How to Effectively Handle “We’ll Get Back to You” Objections in Sales Calls

In sales, hearing “We’ll get back to you if we’re interested” is a common objection that can derail your progress if not handled effectively. Mastering the art of managing these objections can elevate your sales game, positioning you as a trusted authority and improving your close rates. This guide explores the best strategies to address this objection, whether it comes at the start or the end of a sales conversation.

Why Do Prospects Say “We’ll Get Back to You”?

Understanding the psychology behind this response is crucial to handling it effectively.

1. A Fight-or-Flight Reaction

When prospects say, “We’ll get back to you,” they’re often experiencing a fight-or-flight response to sales pressure. This reaction is not necessarily a reflection of disinterest but a way to deflect or delay the conversation.

2. Lack of Trust or Authority

If the prospect doesn’t view you as an expert, they’re less likely to engage. Letting them “think about it” without follow-up erodes trust and positions you as just another salesperson. Maintaining your status as a professional is key to avoiding this.

3. A Convenient Exit Strategy

This objection often acts as a polite way for prospects to avoid making a decision. They might genuinely need time or may simply be hesitant to share their real concerns. It’s your job to uncover those hidden objections.

How to Address “We’ll Get Back to You”

1. Establish Authority Without Desperation

The biggest mistake salespeople make is appearing desperate. For example, agreeing to call back at the prospect’s convenience lowers your status. Instead, confidently say:

"Well, possibly. I’d need to check my schedule to see if I’d even be available for you."

This response subtly conveys that your time is valuable and positions you as a professional in high demand.

2. Schedule a Specific Time

Avoid vague follow-ups like “Sure, call me when you’re ready.” Instead, suggest booking a specific time:

"If you have your calendar handy, I can pull up mine so we can book a time that works for both of us."

This approach:

• Creates urgency by setting a clear next step.
• Elevates your status as someone who values time management.
• Builds trust by showing organization and professionalism.

Handling Objections Early vs. Late in the Sales Call

Objections can arise at different stages of the sales process. Here’s how to tackle them effectively.

Early Objections (First 30 Seconds of the Call)

If a prospect says, “I’m busy right now, can I call you back later?” within the first minute of the call, follow this approach:

"Well, possibly. I’d need to check my schedule. If it helps, we can book a specific time so you don’t have to chase me down later."

This response helps establish authority while respecting their time. Prospects will start to see you as a confident professional instead of just another salesperson.

Late Objections (At the End of the Call)

When objections occur after a detailed conversation, such as “We’ll think about it and get back to you,” the real concern is often hidden. Use disarming phrases like:

"Before I go, what were you wanting to go over in your mind, just so I know what questions you might have when we talk again?"

This phrasing lowers their guard and encourages them to share what’s truly holding them back, whether it’s budget, timing, or understanding your offer.

Why Booking a Time Works

Suggesting a specific follow-up time isn’t just about convenience—it’s a psychological strategy that elevates your status. When you offer a scheduled time, you’re subtly showing that:

• Your time is valuable.
• You’re confident and professional.
• You’re not dependent on their decision, but rather collaborating with them.

This approach shifts the dynamic of the conversation, helping prospects view you as a trusted advisor instead of someone chasing a sale.

Pro Tips for Handling Objections

1. Stay Detached from the Outcome

Appearing overly eager or desperate signals to prospects that you need their business. Instead, maintain a detached mindset that communicates confidence.

2. Use Disarming Questions

To uncover hidden objections, ask questions that make the prospect feel comfortable opening up. For example:

• "Before I go, what were you wanting to go over in your mind?"
• "Just between you and me, what’s really holding you back from exploring this further?"

These questions create a safe space for the prospect to share their real concerns.

3. Don’t Call Immediately After a Missed Appointment

If a prospect misses a scheduled call, wait 2–3 minutes before following up. Calling immediately signals desperation, while waiting a bit reinforces your professional status.

Mistakes to Avoid

1. Agreeing to Vague Follow-Ups

Never let the prospect dictate the timeline with vague promises like, “I’ll call you back.” Always propose a specific next step to keep the momentum going.

2. Ignoring Hidden Concerns

When a prospect says, “We need to think about it,” they’re often masking a deeper objection. Failing to uncover this can result in losing the sale.

3. Sounding Desperate

Avoid language that suggests you’re overly eager or reliant on their decision. For example:

• Don’t say: “Can I call you back later today?”
• Do say: “Let’s book a specific time so we’re both prepared.”

How to Uncover the Real Objection

When a prospect says, “We need time to think about it,” the real concern is often something deeper. Use this strategy to uncover it:

1) Schedule a Follow-Up

• First, book a specific time:
• "What I can do is pull up my calendar, and we can book a specific time that works for both of us. That way, you don't have to chase me down and vice versa."

2) Ask a Disarming Question

• Once the follow-up is scheduled, use this phrase:
• "Before I go, just between you and me, off the record, what’s really holding you back from exploring this further?"

3) Clarify and Collaborate

• When they share their real concern (e.g., budget, timing, or implementation), clarify it and work together to find a solution. This collaborative approach builds trust and moves the sale forward.

The Importance of Status in Sales

Establishing and maintaining your status during a sales call is critical. When prospects view you as an equal or higher authority, they’re more likely to engage.

How to Build Status:

• Act Detached: Confidence shows that you’re in demand.
• Be Organized: Suggest clear next steps and follow-up times.
• Use Expert Language: Phrases like “Well, possibly” and “Let me check my schedule” reinforce your professionalism.

Final Thoughts

Handling objections like “We’ll get back to you” is an art that requires confidence, strategy, and the right phrasing. By establishing your authority, using disarming questions, and avoiding desperation, you can navigate these objections and guide your prospects toward the next step in your sales process. Apply these proven techniques in your next sales call, and watch how prospects respond differently when you position yourself as a trusted expert.