Let’s Get Real About Sales Objections
If you’ve been in sales for more than five minutes, you’ve heard some version of:
- “It’s too expensive.”
- “I need to think about it.”
- “We’re happy with our current provider.”
- “Send me more information.”
These aren’t brick walls — they’re speed bumps. And guess what?
Every objection is a buying signal in disguise.
Yup. That “no” is actually a “not yet, help me understand more.”
So let’s break down how the best closers in the world conquer objections and turn them into opportunities.
Step 1: Reframe the Mindset — Objections Are Good
Objections mean the buyer is engaged.
If they weren’t interested, they’d ghost you.
Here’s the shift:
Objections = Interest. Resistance = Momentum.
Once you see it this way, you’ll stop bracing for impact and start leaning in.
Step 2: Pre-handle Before They Handle You
The top 1% of salespeople are psychics.
Not really. But they do predict objections and address them before they come up.
Examples:
- “Now you might be thinking, this seems expensive. But compared to [alternative], here’s why it’s actually saving you money.”
- “A lot of people wonder if now is the right time. Let me show you why this timing is actually perfect.”
This kills the objection before it ever sees daylight.
Step 3: Listen Like a Therapist
When someone says “It’s too expensive,” don’t jump into defense mode.
Ask:
“Expensive compared to what?”
“What would make it worth the investment for you?”
You’re not fighting them. You’re fighting with them — against doubt, fear, or uncertainty.
Don’t attack the objection. Unpack it.
Step 4: Use the 3A Framework – Acknowledge, Ask, Advance
- Acknowledge– “I hear you, totally fair concern.”
- Ask– “Can I ask what’s behind that?”
- Advance – “If we could solve that part, would you be ready to move forward?”
This keeps the conversation moving. Objection conquered. Momentum retained.
Step 5: Turn Objections Into Social Proof Gold
When one client hesitates, others will too.
So every time you overcome an objection, document it and turn it into a case study or testimonial.
- “We thought it was too expensive — but within 30 days we made it back 3X.”
- “I wasn’t sure about switching vendors, but the onboarding was easier than I imagined.”
Now future prospects have their objections answered before they ask.
Bonus: The Top 5 Objections & How to Flip Them
| Objection | FLIP |
| It’s too expensive | Totally fair. Let’s break down the ROI together. |
| I need to think about it | What part are you still considering? Maybe I can help. |
| I’m not sure it’ll work for us | What would make you confident that it would? |
| We already work with someone | Great — what do you like about them, and what would you improve? |
| Just send me info | Absolutely. But just so I send the right info — can I ask a quick question? |
Final Word: You Don’t “Overcome” Objections. You transform them.
Sales isn’t about bulldozing resistance.
It’s about dismantling doubt with clarity and confidence.
Every objection is a signal.
Every “no” is a test.
Every “maybe” is a challenge.
And you? You’re built to win.
Now go out there and turn resistance into revenue.
Want to really level up?
Drop a comment below with the wildest objection you’ve ever gotten — I’ll give you the perfect response.
Or better yet… share this post with a fellow sales warrior who needs to read this today.
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