When I worked in marketing, I often got the same response after making countless calls and sending multiple emails daily ➜ ❝I’m not interested!❞ 👎🏼
Sounds familiar, right? This scenario is familiar to many of us. Common sales objections are a daily challenge for many marketers. 🙁
However, I should admit that these objections are an essential part of the sales process, which can provide a wealth of information about a customer’s concerns and build trust by addressing them.
In this article, I will review 30 common sales objections with responses. You’ll learn how to confidently handle each objection, ultimately increasing your chances of closing the deal. 😊
What Is Sales Objection?
A Sales Objection is a customer’s opposition or resistance to a product or service. It is not outright rejection but more of a signal that a prospect needs more information or reassurance before making a purchase decision. 🚫
Common sales objections include ➜ Price, Relevance, Urgency, and Trust. These are natural parts of any sales conversation, and a prospect may need further clarity or evidence to say yes.
Objections vs. Obstructions
Objections must not be confused with obstacles. While an objection is an apparent, articulated reason not to proceed with a purchase, an obstruction is often an unvoiced or underlying concern the prospect might not state directly. Objections can be overcome, but obstacles may require deeper engagement to uncover and resolve.
30 Common Sales Objections with Responses
As mentioned in the introduction and in many other articles, objections are a part of sales, just like your hands are a part of your body. No matter how great the quality of your products and services and how skilled a salesperson you are, you will occasionally encounter these objections.
Whether they concern price, time, the perceived value of the product, etc., objections can seem like obstacles to closing the deal. But in my experience, they shouldn’t be seen as rejections but rather as opportunities to engage with potential customers on a deeper level. Understanding common objections and crafting thoughtful, empathetic responses can help you turn “no” into “yes.”
In this section, I will explore thirty of the most common sales objections, analyze the reasoning behind each one, and tell you how to respond to them in these challenging moments to close more deals confidently. 👇🏼
Category 1: Price-Related Objections 💰
1. “It’s too expensive.”
📌 Why This Happens: The first thing many customers object to is price, especially if they haven’t seen the product’s or service’s full value. It doesn’t matter what you’re selling or what service you offer.
📢 How to Respond:
“I totally understand that cost is a concern for any business, but let me explain how this product can save you up to 40% in the long run. Many of our customers report a 35% ROI after a quarter [I suggest mentioning specific benefits here]. Would you like me to walk you through how we can help reduce your overall costs?”
2. “We don’t have the budget.”
📌 Why This Happens: Many businesses may have budget constraints or feel that purchasing what you offer is not a priority for them right now.
📢 How to Respond:
“Oh, I totally get it; budget constraints are all too common these days. But many of our clients are companies with similar challenges. We brainstormed and developed some sensible solutions to this challenge [mention specific ways to adjust the terms or emphasize ROI]. Would it be helpful to explore a phased implementation or payment plan?”
3. “Can you offer a discount?”
📌 Why This Happens: It’s perfectly normal for them to try to negotiate better terms, especially when they have objections in the previous two cases.
📢 How to Respond:
“I can certainly understand wanting to maximize value. We seek to offer a fair price to all of our clients. If cost is a concern, we can explore alternatives that might be more budget-friendly, or I can offer more value for the valuable investment, such as [offer additional benefits like long-term service or support].”
4. “We don’t see the value for the price.”
📌 Why This Happens: This is actually one of the ways customers try to negotiate prices with. It could also be because the customer may not fully understand how your product or service can justify the cost.
📢 How to Respond:
“I completely understand your concern. Let me explain the value our product/service provides to you. For instance, [specific benefit] will help you save [time/money] and achieve [specific result]. Many of our customers report that the good performance of our product quickly compensated the price they paid.[area of business].
Category 2: Timing Issues ⌛
5. “I need more time to think.”
📌 Why This Happens: The purchase decision may require careful consideration and your customer may still need time to reach this decision.
📢 How to Respond:
“Of course. We should always be sure of our decisions in any case. Do you have a specific concern that you feel I might be able to help you with? I can also follow up on it next week to ensure the problem is resolved. That will give you more time to consider everything.”
6. “It’s not the right time.”
📌 Why This Happens: This objection is usually related to various factors that affect the timing of companies and individuals. These few factors can include many things, such as budget cycles or ongoing projects.
📢 How to Respond:
“I completely understand. Timing is everything. Let’s follow up at a time that is better for your schedule. Until then, I’m happy to provide any information that you need or want so when the time does come, you’re in a better place to move ahead.
7. “We’re too busy right now.”
📌 Why This Happens: Your offer may not even be at the top of your lead’s mind right now, and they may see it as extra work.
📢 How to Respond:
“I know how crazy it can get, which is one of the reasons our solution is designed to save you time and make things more efficient. Can you set a brief call or meeting next week so I can show you how quickly this could benefit your team?”
8. “We’re waiting for the right opportunity.”
📌 Why This Happens: Your potential customer may be waiting for a change in external or internal conditions within the company or even their own life before making a decision.
📢 How to Respond:
“I understand that you may be waiting for the right moment. But ironically, for so many of our customers, their uncertainty was actually the thing that delayed growth or caused a loss of opportunities. Can I share with you how this solution gives you the competitive edge you’re seeking instead of waiting for that ‘right moment’?”
Category 3: Trust and Credibility 💯
9. “I’ve never heard of your company.”
📌 Why This Happens: One of the most significant barriers to sales success is that people don’t know you or are unfamiliar with your company.
📢 How to Respond:
“I completely understand that trust is hard to come by these days. I can send you some information about our company and the results our customers have achieved. Many of our customers were in the same position, and they’ve since seen great success with our product/service.”
10. “How do I know this will work?”
📌 Why This Happens: Many potential customers are understandably skeptical about the effectiveness of any product/service, especially new ones.
📢 How to Respond:
“That’s a great question! Of course, I could give you some examples of the other companies we have had great success with and really helped in bringing about positive operational change. We offer a [guarantee/a trial period/demonstration] so that you could easily see for yourself how well it will work inside your business at absolutely no risk.”
11. “I need to see more proof/testimonials.”
📌 Why This Happens: Many customers want to make sure that the claims you make about the performance of your product or service are valid.
📢 How to Respond:
“Oh, I totally understand. I can provide you with case studies, customer reviews of this product, and the analytic results we achieved to clear up any doubts. Additionally, I can set up a reference call with one of our satisfied customers so you can hear firsthand how this has helped them.”
12. “I’m worried about customer support after purchase.”
📌 Why This Happens: Potential customers may be concerned about the level of support they will receive after purchase.
📢 How to Respond:
“I know how important support is, and we’re committed to top-of-the-line customer service. We provide [describe the support services you offer] and have a dedicated team ready to help at any time of day. Most of our clients appreciate our [Mention any unique features of support you provide, like 24/7 help, live chat, etc.].”
Category 4: Needs and Fit Concerns 😟
13. “We don’t need this.”
📌 Why This Happens: Your potential customers may not fully understand how your product or service can solve their problems or improve their current performance.
📢 How to Respond:
“I hear you; this is an idea many of our clients had initially. The point that changed their views was when they realized how it simplified [mention relevant process]. I would like to explain how this may align with your goals..”
14. “I don’t see how this will help us.”
📌 Why This Happens: The customer may not yet understand the connection between their problems and pain points and your solution.
📢 How to Respond:
“I understand. Let me explain how our product can help you solve your [mention relevant area] challenges. Many customers initially didn’t see the fit, but after understanding how it impacts [specific problem], they quickly saw its value.”
15. “We already have a solution.”
📌 Why This Happens: The customer is probably comfortable with their solution and is unwilling to change it.
📢 How to Respond:
“I understand that change is a hassle. But most of our clients once felt the same way you do. Then they tried our solution and found how much bigger [specific benefit] paid dividends compared to their old system. Would you like to see a comparison?”
16. “This isn’t a priority for us right now.”
📌 Why This Happens: Many businesses have very different priorities that are more urgent and important than buying from you.
📢 How to Respond:
“I know that priorities can change. However, this solution has helped other companies solve their biggest problems more quickly and easily. This, in turn, helped them reach their urgent goals faster. Can we briefly talk about how this can assist with your current priorities?”
Category 5: Decision-Making and Authority Issues 👔
17. “I need to check with my boss.”
📌 Why This Happens: The customer may not have the authority to decide independently.
📢 How to Respond:
“Sure. Would it be helpful if I provided you with a summary of the benefits so you could easily share it with your boss? I’d be happy to join a call to answer any questions you might have.”
18. “We’re happy with our current provider.”
📌 Why This Happens: Customers may be happy with their provider and see no reason to switch.
📢 How to Respond:
“I’m glad to hear you’re happy. However, many of our customers initially felt the same way. After using our solution, they realized that we offer additional features like [special advantage], which helped them become even better. Are you ready for the comparison?””
19. “I’m not the decision maker.”
📌 Why This Happens: The person you’re talking to may not be qualified to purchase.
📢 How to Respond:
“I understand. Can you help me connect with the decision maker, or would you be willing to share their contact information? I’d like to discuss how we can help them achieve their goals.”
20. “The budget for this decision is already allocated.”
📌 Why This Happens: The company may have already set aside funds for other acquisitions, leaving no room for your offer.
📢 How to Respond:
“I understand that budgets can be tight. However, many of our customers have found that investing in our solution actually allows them to save money or reallocate funds elsewhere. Can we explore options for a future purchase or discuss how we can work with you?”
Category 6: Skepticism and Indifference ⚠️
21. “Not interested.”
📌 Why This Happens: Customers may not see immediate relevance or value in your offer.
📢 How to Respond:
“I understand that you are not interested in this right now. Many of our customers were like that when they first spoke to us. Can I share how we have helped companies like yours, just so you can see if this can be a good option?”
22. “Send me an email, I’ll look into it later.”
📌 Why This Happens: The client isn’t prioritizing your offer but is not rejecting it outright.
📢 How to Respond:
“Sure, I could email you, but would it be helpful if I scheduled a quick follow-up in a few days to talk about any questions you might have after you’ve had a chance to review it? I want to make sure I’m giving you everything in one package. I mean, the information you might need to make the right decision.”
23. “I feel like you’re trying to sell a dream.”
📌 Why This Happens: The client is skeptical that everything looks so good and feels like it’s too easy.
📢 How to Respond:
“I can imagine why you’d feel that way. Let me explain in detail how we do all of this. Many people, when they first use our product/service, think the same way until they see the results even in our free trial.”
24. “I don’t trust technology.”
📌 Why This Happens: Some clients may resist using new technologies due to fear of change or having had some other negative experience.
📢 How to Respond:
“I completely understand your concern. Most of our clients felt this way, but when they saw how easy our technology was to implement and use, they were convinced that it simplified their processes. We also provide full training and support to ensure a seamless transition.”
Category 7: Miscellaneous Issues ✖
25. “I had a bad experience with this type of product once.”
📌 Why This Happens: Past negative experiences may be the reason.
📢 How to respond:
“I completely understand and am sorry to hear that. We are working hard to find different solutions. Can I share with you how our product/service differs from what you have had and how we try to ensure a positive experience for all our customers?”
26. “I don’t have time for this conversation.”
📌 Why This Happens: People are busy. Sometimes, they don’t feel like they can or will take the time.
📢 How to Respond:
“I totally understand. I respect your time, but I believe our solution could save you time in the long run. Can we schedule a quick 10-minute follow-up to see how we can help?”
27. “We’re too small to need this.”
📌 Why This Happens: Smaller companies may feel your offering is for larger or more complex needs.
📢 How to Respond:
“In fact, many of our smallest customers have found that our solution perfectly fits their needs and often enables them to compete more effectively with larger companies. I would love to show you how it can help streamline your operations and save you time.”
28. “We don’t want to make any big changes right now.”
📌 Why This Happens: Sometimes companies don’t like change, even if what you offer is just “good” for them.
📢 How to Respond:
“I totally get it. Sometimes, change can seem overwhelming; however, our experience shows that small steps often lead to big ones. Would you be interested in learning more about how we can help your organization make small changes that make big differences?”
29. “This isn’t the right solution for us.”
📌 Why This Happens: The customer may feel that your offer doesn’t solve their problem.
📢 How to Respond:
“I understand. Can you help me understand what you’re looking for so we can see if we have a solution that’s a better fit? We have a wide range of options, and I’m confident we can find one that aligns with your needs.”
30. “We have a contract with another vendor.”
📌 Why This Happens: The customer feels locked into an existing contract and fears switching.
📢 How to Respond:
“I totally understand. This is certainly a very valid consideration in honoring prior commitments. Fair enough, but let me point out that many of our customers have found that switching earlier has saved them money in the long run. Can we explore how we might be able to work with the salesperson or your current transition over time?”
Conclusion
We’ve reviewed thirty of the most common sales objections with responses. It can be tough to face objections, and it is! It feels terrible to be constantly rejected, but believe me, it’s not the end of the sales journey! You can use them to build trust, clear up misunderstandings, and finally, use value to deliver what you offer.
You should learn about common objections to best respond to your prospect at every stage. Remember, often, your lead is interested but is using these objections to learn more about the product or increase their bargaining power. So, master answering them! Every objection gets you one step closer to a “YES!” ✔️
FAQs
1. What are the 4 P’s of objections in sales?
The four P’s of handling objections in sales are Personalization, Perceived Value, Performance Value, and Proof.
2. What are the 3 F’s for handling objections?
The 3 Fs for handling objections are Feel, Felt, and Found. This approach involves empathizing with the prospect’s feelings, sharing that others have felt the same way, and explaining how they solved their concern.
3. What are hidden objections in sales?
Hidden objections represent a block to the sale that is either not stated or is wrapped up in something else that the client said and, therefore, easily ignored or missed by the salesperson.
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