I’ve been in sales for more than 10 years, and I’ve been on the receiving end of countless sales calls. I’ve also been the person making cold calls and trying to sell my company’s products.
Through my years in sales, I’ve become very familiar with the most common objections I hear from prospects. I’ve also learned the best ways to handle these objections and turn a “no” into a “yes.”
While all salespeople will face different objections based on the industry they’re in and the prospects they sell to, there are a few common objections that most salespeople will encounter. In this post, I’ll review the 12 most common objections and the best ways to handle them.
1. “I don’t have time to talk right now.”
This is one of the most common objections salespeople hear, but it doesn’t mean the prospect isn’t interested in what you have to say. They might actually be interested but busy.
If you get this response, respect the prospect’s time and ask them when would be a better time to talk. If they’re truly not interested, they’ll tell you. Otherwise, they’ll give you a time that works for them.
2. “I’m not the right person to talk to.”
In larger companies, you might find that the person you’re speaking to simply isn’t the right person to make a decision. They might not have the authority to purchase, or they might not be the best person to speak to about your product or service.
In these cases, you can ask them who the best person to speak to would be and request an introduction. You can also ask them what their role is in the company and what their goals are. This will help you understand their needs and see if your product or service is a good fit for them.
If you find that the person you’re speaking to is the right person to speak to, but they’re just not interested in what you have to say, you can use the other tactics we’ve discussed to handle their objections.
3. “I’m not interested.”
In a world where your prospects are bombarded with sales messages, it’s not surprising that some might not be interested in your offer. But that doesn’t mean you should give up on the lead.
Try to dig deeper to understand why the prospect isn’t interested. Ask questions to uncover their pain points, and then explain how your product or service can help. You might be able to change their mind. For example, if you’re selling a solution tied to workplace culture or productivity, you could highlight the benefits of employee engagement, showing how it drives motivation, retention, and overall performance.
4. “I need to think about it.”
This is the classic stall, and it can be a tough objection to overcome. It’s a polite way of saying, “I’m not interested.”
If you get this objection, it’s likely because you haven’t built up enough value in the sales process. If you had, the prospect would be eager to buy instead of wanting to think over their decision. This is where asking the right questions and uncovering what’s most important to your prospect comes into play.
How to respond: If you get this objection, don’t panic. Instead, ask your prospect what they need to think about. Then, ask them what would happen if they didn’t have to think about it. This question will allow you to uncover any hidden objections and to talk about the next steps in the sales process.
5. “I don’t have the budget.”
Budget objections are tough because you don’t know if the prospect truly can’t afford your product or if they’re just trying to get a discount. You can also point out creative ways to stretch their marketing dollars — for example, by using referral marketing tools like ReferralCandy, which let them turn happy customers into a sales channel without the high costs of traditional advertising. Showing prospects that you understand their budget concerns and can offer smart growth solutions helps reframe the conversation around value instead of price.
If you’re not sure, ask. It’s better to know the real reason behind the objection than to make an assumption and lose a deal.
If the prospect truly can’t afford your product, you can try to find a cheaper solution. But if they can afford it and are just trying to get a discount, you need to address the objection head-on.
How to respond: “I understand that budget is a concern. Let’s talk about what you can afford and see if there’s a way we can make this work.”
If the prospect can’t afford your product, you might need to walk away from the deal. But if they can afford it, you need to stand your ground and not give in to their demands for a discount.
6. “I’m already working with another vendor.”
Prospects who say they’re already working with a vendor are often looking for a way to end the conversation without being rude. They might not want to admit that they’re not interested in your product, or they might just be too busy to talk.
In some cases, however, you may be able to win over prospects who are working with a competitor. If they’re not happy with their current vendor, they might be open to switching. If they are happy, you can use the opportunity to learn what you could do to win their business in the future.
If a prospect says they’re already working with a vendor, ask them how they feel about the relationship. If they’re not happy, you can ask what it would take for them to switch. If they are happy, you can ask what you could do to win their business in the future.
In either case, you can use the information to build a relationship with the prospect and position yourself as a trusted advisor.
7. “I can’t talk right now.”
If a prospect tells you they can’t talk right now, it could be for any number of reasons. But the key thing to remember is that this objection is not a no.
If a prospect tells you they can’t talk right now, ask them when would be a better time to call. If they don’t know, suggest a time yourself. If they’re not free to talk now and don’t want to schedule a time to talk in the future, offer to send them a follow-up email with some more information about your product or service.
The key to handling this objection is to make sure you don’t hang up the phone without scheduling a follow-up call or getting the prospect’s email address so you can continue the conversation.
8. “I don’t see the value.”
Sometimes, prospects don’t see the value in your product or service. This is a great opportunity for you to ask questions and dig deeper to uncover what’s really important to them.
If a prospect doesn’t see the value, it’s likely because they don’t fully understand what your product or service can do for them. For instance, just as a photo enhancer makes a blurry picture clearer, your sales pitch should highlight the features that sharpen the value of your product in the prospect’s eyes. This is your chance to explain the benefits of your product or service and how it can help them solve their problems or achieve their goals.
You can also use this opportunity to ask questions and get a better understanding of what’s important to your prospect. This will help you tailor your pitch and explain the value of your product or service in a way that’s meaningful to them.
9. “I need to talk to someone else.”
It’s not uncommon for a prospect to want to speak to someone else at their company before making a decision.
When this happens, you have a few options. You can offer to join the call with the other person, you can ask the prospect to relay the information you’ve discussed to the other person and get back to you, or you can offer to send an email with more information.
10. “I’m just not ready.”
Many prospects will tell you they’re not ready to make a purchase. This could be because they’re not ready to commit, they don’t have the budget, or they don’t have the time.
In real estate, this often comes down to understanding critical timelines—buyers and sellers frequently delay decisions until they feel more confident about key dates in a real estate transaction.
In these cases, it’s important to ask questions to understand why they’re not ready. If they don’t have the budget, you can ask if there’s anything you can do to help them afford your product or service. If they don’t have the time, you can ask when they will have time to make a decision.
If they’re not ready to commit, you can ask if there’s anything you can do to help them feel more comfortable. If they say no, you can ask if you can follow up with them at a later date.
11. “I’m too busy.”
If your prospect is too busy to talk, it’s likely because they are. Don’t take it personally. Instead, ask when a better time to talk might be. If they don’t know, suggest a few times. You can also ask if they’d prefer to communicate over email.
If they’re too busy to talk, they’re probably too busy to read a long email. So, keep it short and sweet, and don’t be afraid to follow up if they don’t respond.
12. “I don’t trust you.”
Trust is the foundation of any relationship, including the relationship between a salesperson and a prospect. If a prospect doesn’t trust you, they’re not likely to buy from you.
If a prospect doesn’t trust you, it’s important to get to the bottom of why. Ask questions to understand the root cause of the trust issue, and then work to address it.
For example, if a prospect doesn’t trust your company, you could share customer testimonials or case studies that demonstrate your company’s track record of success. If a prospect doesn’t trust you personally, you could share your background and experience to build credibility.
In some cases, you may need to acknowledge the trust issue and work to rebuild trust over time. This could involve sharing information, being honest and transparent, and following through on your commitments.
Conclusion
The key to successfully handling objections is to practice, practice, practice. You won’t know how to respond to every objection out there, but if you know your product, your customer, and your competition, you’ll be able to think fast and respond effectively.
