Many people who have taken one of our sales management courses will know that when prospecting, objections are inevitable. There’s no magic trick that can make them vanish. Most objections arise due to poor-quality prospecting where the prospect sees little to no value, and they use objections as an excuse to end the conversation. However, some objections are genuine and your goal is to get to the truth – understanding whether it makes sense to continue the conversation or not.
There are only a few objections salespeople typically encounter. The best salespeople, those who have completed a solid sales management course, are well-prepared to handle objections and navigate the conversation. They don’t give up at the first no, but instead engage in meaningful dialogue to uncover the real reason behind the objection.
Here are six of the most common objections and how to handle them effectively.
#1 – Not interested
When a prospect expresses no interest, it often means that what they’ve heard so far isn’t compelling enough. To reduce the chances of hearing this objection, you need to focus on making your engagement more interesting. Our sales management course teaches you how to ask relevant questions about their challenges rather than pushing your solution.
Prospect: I’m not interested.
Response: Thanks for letting me know upfront. Can I ask, is there any particular reason why you’re not interested?
This response does two things: It acknowledges their objection respectfully and encourages them to open up about the real issue. Often, this is where a sales management course can equip you with the right questioning skills to dig deeper into their concerns.
#2 – I have a current supplier / I’m happy with my supplier
Many prospects will already be using a competitor’s service. Unless you catch them at a time when they are facing significant issues with their supplier, this objection will often come up. Instead of discrediting their current supplier, focus on asking questions that get them to reflect on whether they could be better off with a new solution.
Prospect: I have an existing supplier.
Response: Can I ask how long you’ve been with them? And have you had the chance to compare their service, value, and outcomes recently?
By asking open-ended questions, you’re not attacking their current supplier but instead offering a discussion to explore potential improvements. This shows the value of discussing alternatives without being confrontational.
#3 – Too expensive
When you hear this it’s essential not to rush into defending your price. Instead, focus on uncovering why they feel that way.
Prospect: You’re too expensive.
Response: Can I ask what makes you say that? When did you last review our pricing?
This approach helps you understand whether the objection is based on a misunderstanding, a lack of value or a real budgetary concern. A sales management course will help you frame these questions and respond with confidence.
#4 – Send me information
When a prospect replies with this line, it’s often a polite way of saying they’re not interested. However, sometimes they genuinely want more details. Your job is to clarify their intentions.
Prospect: Send me some information.
Response 1: Not a problem. To ensure I send the right details, could you tell me what you’re looking to improve?
Response 2: Do you mind if I ask you a direct question? Sometimes when people say ‘send me information,’ it’s their way of telling me to go away. Is that the case here?
These responses help you figure out whether the prospect is genuinely interested or just looking for a way to end the conversation.
#5 – Call in three months
This objection can either be a brush-off or a genuine request. Either way, you need to find out the reasoning behind it.
Prospect: Call me in three months.
Response: Can I ask why in three months? If it’s not a good time now, would you be open to a brief three-minute call to see if it’s worth following up on in three months?
By offering a quick call now, you show that you respect their time and still want to explore whether it makes sense to reconnect later.
#6 – I don’t have budget
This may mean that they can’t afford your solution or perhaps they haven’t allocated funds for it yet. Your job is to uncover the real reason.
Prospect: I don’t have a budget.
Response: That’s not a problem. I’m not trying to sell you anything right now, as I don’t even know if we’re a good fit. But would you be open to a quick discussion to see if it would make sense for your company when budget allows?
This approach positions you as a solution provider, not a pushy salesperson, and it keeps the door open for future conversations.
Objections don’t have to derail your prospecting efforts. With the right approach, you can turn objections into valuable conversations that lead to meaningful business opportunities.
If you’re serious about honing your skills in sales prospecting and overcoming objections with confidence, consider exploring a sales management course. These courses equip you with the tools and strategies to engage with prospects more effectively, helping you to confidently handle objections and close more deals.
For more insights and professional development, contact SalesGuru to find the right sales management course for you.
