An objection is not a refusal; it is a request for information or a protective reflex. Handling it involves acknowledging the statement, asking a question, and then proposing a specific next step.
Availability objections
- “I don't have time”: I'm not asking for time now, I suggest Thursday 11 AM or Friday 9 AM.
- “Call me back later”: Of course, Tuesday 10 AM, I'll note it and call you.
- “I'm in a meeting”: I'll hang up and call you back at 4 PM, does that work?
Legitimacy objections
- “Where did you get my number?”: It is in our professional sources; I can remove you immediately if you prefer.
- “Who are you?”: I'm Paul from Vitecall, we work with sales teams like yours.
- “Is this a sales call?”: Yes, I'm cold calling, and I'll tell you why in one sentence.
Status quo objections
- “We already have a provider”: What works best with them today?
- “We do this in-house”: How much time does this take your team every week?
- “It’s not a priority”: What would make this subject a priority?
Price and process objections
- “It’s too expensive”: Compared to what? Let’s look at the scope together.
- “Send me some documentation”: I will. To make it useful, one quick question.
- “I need to check with management”: Perfect, let’s organize a three-way call.
The general rule
Never defend your product on the first objection. Ask a question. The prospect's second sentence contains the useful information.
