Objection Handling in Sales

1. Objection Handling in Sales – 19 Expert-Backed Strategies (2025) If you’re in sales, objections aren’t a roadblock… they’re an invitation to do better. Here’s how top salespeople in India handle the toughest objections—without sounding pushy or desperate. 1. Situational awareness first Before reacting, first understand the customer’s situation deeply: ✅ Their company’s current challenges ✅ Their decision-making power ✅ Industry trends ✅ Previous experiences with similar solutions Why it works: You’ll frame your responses in their exact context—not just generic sales talk. 2. Stay calm and relax Jeb Blount (Sales Gravy) says the biggest mistake is reacting emotionally. ✅ Breathe ✅ Don’t get defensive ✅ Stay curious, not confrontational Remember: Emotional control = higher closing chances. 3. Use a structured objection-handling framework Austin Twamugabo recommends: ✅ Listen fully ✅ Ask clarifying questions ✅ Validate their concern ✅ Offer solutions ✅ Confirm resolution

2. Why it works: Keeps the conversation professional and productive. 4. Isolate the real objection Chris Orlob (Gong.io) says: “Many objections are smokescreens.” ✅ Ask: “Apart from this, is there anything else holding you back?” ✅ If they say no, you’ve found the real objection. ✅ If they say yes, get the full list—then tackle the most critical one first. 5. Make them feel heard Anita Nielsen suggests: ✅ Acknowledge their concern ✅ Use high-impact follow-up questions like: “That’s a valid point… Can you help me understand what’s most important for you right now?” Why: It shifts the conversation from resistance → collaboration. 6. Handle “We can’t because of COVID/External factors” Bryce Sanders recommends: ✅ Listen empathetically ✅ Help them list what conditions need to change before they can say yes ✅ Stay in touch with updates as those conditions improve 7. Relevance is key If your outreach feels irrelevant… the delete button is one click away. ✅ Rethink your messaging ✅ Tailor emails/calls for their current situation ✅ Always tie back to their most pressing need 8. Follow the Two-Objection Rule Anthony Iannarino says:

3. ✅ Don’t push too hard after the second objection ✅ If they still resist, pause and revisit later ✅ The goal: Stay persistent without becoming annoying 9. Empathy plus proof Daryl Spreiter (Salesforce.org) suggests: ✅ Start with empathy ✅ Back it up with real customer stories or case studies ✅ Learn and memorise at least 3 new stories every month for your pitch arsenal 10. Handling financial objections Thomas Philip (Freshworks) recommends: ✅ If they like the product but don’t have budget → Extend their free trial ✅ Keep them engaged until they’re ready to buy Key principle: Support now, close later. 11. Predict objections before they arise Yaagneshwaran Ganesh’s approach: ✅ Analyse past deals ✅ Map common objections ✅ Preemptively address these points during discovery or early demos 12. Clarify and get specific Keenan says: ✅ Avoid vague back-and-forth ✅ Get numbers, examples and context from the customer ✅ Example: “What exactly feels expensive? Compared to what?” 13. Pause. Don’t oversell. Felice Verrecchia’s advice:

4. ✅ Pause for 2–3 seconds after hearing an objection ✅ Let them finish ✅ Reflect before you respond Why it works: It shows maturity and real listening. 14. Find patterns and prepare a cheat sheet Dan Thompson (Dialpad) recommends: ✅ Analyse past lost deals ✅ Spot recurring objections ✅ Build a cheat sheet with top 5 objections and 2–3 strong replies for each 15. Handle both “too expensive” and “too cheap” Alex Cattoni says: ✅ If too expensive → Focus on ROI and long-term value ✅ If too cheap → Highlight quality, reliability and customer support Key: Frame the price as a reflection of value. 16. Prepare and reinforce Jim Ninivaggi (Brainshark) suggests: ✅ Train your team to practice common objections ✅ Build objection-handling into your sales process ✅ Reinforce key messaging during every sales interaction 17. Discuss pricing upfront Jared Knotts (Nutshell): ✅ Address budget and pricing early in the sales process ✅ Don’t hide it till the end ✅ If budget is tight → Offer short-term discounts or trial extensions 18. Aim for common ground, not defence

5. Colleen Francis says: ✅ Acknowledge if your pricing isn’t the cheapest ✅ Focus on why you’re worth the extra cost ✅ Keep eye contact and deliver with confidence 19. See objections as buying signals David Brock (Partners in Excellence): ✅ No objections = No engagement ✅ Objections show they’re considering you ✅ Use them to clarify needs and align your offer Conclusion: Objections aren’t rejection… they’re an invitation to engage deeper If your prospect objects, they’re interested enough to think critically. ✅ Stay calm ✅ Listen well ✅ Address the real concern ✅ Reframe with value Master these 19 techniques → And you won’t fear objections again. You’ll welcome them. Want to read more? Read the whole article on objection handling here.