1. We're not interested
Ah, the “we’re not interested” objection. This is a common one, but it’s not necessarily a bad thing. Just because they’re not interested now doesn’t mean they never will be.
Rebuttal: “I understand that you’re not interested at the moment, but I think it would be beneficial to schedule a follow-up meeting in a few weeks. By then, you might have a better idea of what your needs are, and we can see if our product is a good fit for you.”
2. We're too busy
Don’t allow yourself to be brushed off, even if they are legitimately busy. Instead, take it one step further and ask them when would be a better time to call back.
Rebuttal: “Sounds like timing isn’t on our side to connect this quarter… no worries! Let’s find a time that works better with your schedule to connect. Please select an option in my poll below:
Which month would be better for me to reconnect?”
Fun fact: The Mixmax poll feature is a great way to gather information from your prospects. You can use it to find out when would be a good time to reconnect or to get a better understanding of their needs. It’s an easy way to get feedback and helps you overcome the objection of being too busy.
3. We're not sure what we need
This is an opportunity to learn more about the prospect’s needs. By asking follow-up questions, you can get an adequate understanding of their requirements and see if your product is a good fit for them.
Rebuttal: “That’s okay! Many of our customers don’t know exactly what they need when they come to us. Can you tell me more about the problem you’re trying to solve? That way, I might be able to offer some suggestions.”
4. We don't have the budget for that
Budget is always a tricky subject, but everyone has one. This objection is common, but it’s not always accurate. There are ways to work around budget constraints, and you should explore those options with the prospect.
Rebuttal: “I understand that budget is a concern for you. Many of our customers had the same concern, but most of them saw ROI within the first year of implementing our product. Let me break it down for you...”
5. That's not our priority right now
Why is it not a priority? Is there something else that’s a bigger priority for them? Can you help them see how your product can help them achieve their priority?
Rebuttal: “Our solution may be able to help you with achieving that ‘priority.’ Can you tell me more about the ‘priority’ and how our product can help you with that? We might be able to offer some guidance.”
6. We're happy with what we have
You’ll get this objection a lot, especially from companies that have been using the same product for a long time. It’s important to show them how your product is different and focus on value proposition.
Rebuttal: “I’m glad to hear that you’re happy with what you have–many of our new clients had said the same thing when we first started talking to them. Our product is different because ____. We are confident that we can offer more value because ____.”
7. We're already using a similar product
It’s not always easy to convince someone to switch products, but it doesn’t mean it’s impossible. Don't trash the competition, but similar to the “we’re happy with what we have” objection above, you can show how your product is different and why it’s better.
Rebuttal: “I understand you’re using [Competitor] today. The majority of our customers were using [Competitor] before they decided to switch to us.
<Insert Survey* with this question> Curious, what is [Competitor] missing today to be the ABSOLUTE perfect tool for your sales team?”
Mixmax in-email poll & survey feature
*One of the best ways to overcome objections is by using data. With the Mixmax survey feature, you can easily create polls and surveys to get feedback from your prospects. This helps you better understand their needs and see if your product is a good fit for them. It’s an easy way to get feedback and is a crucial tool in the sales process when it comes to objection handling.
8. We've heard bad things about your product
This one can be tricky, but it’s essential to stay calm and always be professional. You can use this as an opportunity to learn more about the prospect’s concerns and see if there’s anything you can do to address them.
Rebuttal: “That’s unfortunate to hear. It’s not easy to please everyone, but we’re always trying to improve our product. Can you tell me more about the specific concerns you’ve heard? We’re not a fit for everyone, but the customers that do fit our product love us. Part of my job is to make sure that it’s a good fit for your business.”
9. I'm not the right person...
So they’re not the right person, but do they know who is? If not, can you help them find the right person? If they do know who the right person is, can you set up a meeting with that person?
Rebuttal: “That’s fine! It was nice speaking with you. Do you have any idea who the right person would be that I could speak with? If so, could you introduce me?” OR “No problem! Could you direct me to the right person? I’ll be happy to reach out.”
10. I’ve got it taken care of
Here’s an objection handling framework that Armand Farrokh from 30 Minutes to President’s Club shared on LinkedIn (see post) for when a prospect tells you that “they’ve got it taken care of”.
Rebuttal: I should’ve assumed you had something in place. Just so no one calls again, is it that you’ve got something going on internally, or you’re working with a vendor like [A,B,C]?
(WAIT FOR ANSWER)
Honestly, I’m impressed. When someone’s this good at doing this themselves, they don’t switch. But every once in a while, things like [X,Y,Z pinprick pains] get a bit old.
I don’t think you’ll switch, but completely against taking a look for 15 minutes? If nothing else, you might get some inspiration for your own internal process.
11. We’re locked in a contract with another vendor
If your prospect is locked in a contract that they can’t legally get out of (which is a genuine concern), you might have to pull some strings for them to win the deal. Here’s how you can go about that.
Rebuttal: "Many of our clients were in similar positions when we first engaged. How about we look into whether our solution can complement or enhance your current vendor's offering?"
“Depending on the circumstances, we've occasionally helped clients with buyout options or transition plans to make the switch smoother. We can explore these possibilities to make sure you have all the information to make a decision."
12. We don’t have time for a long implementation process
If your product/service has a long implementation process, you can overcome this objection by offering a staggered implementation instead. Here’s what that looks like.
Rebuttal: "Our onboarding process is designed to be as streamlined as possible. We've also seen clients benefit from a phased approach, starting with critical features and expanding over time. This way, it won't disrupt your current operations. Can I walk you through what that might look like for your team?"
13. Your solution seems overpriced
If a prospect tells you your solution seems overpriced (and it’s not), you can make them feel a little uncomfortable by asking them what they think a reasonable price is. Here’s what Nick Cegelski from 30 Minutes to President’s Club suggests.
Rebuttal: “I'm surprised to hear that. What did you have in mind?”
14. We don’t see the potential ROI
If a prospect can’t envision the return on investment, they’ll hesitate to make a commitment. That’s why you have to provide concrete examples or metrics that show them the value of your solution.
Rebuttal: "Let's dive into that. I can provide you with specific case studies or a detailed breakdown showing the ROI other clients have experienced in similar situations. Would that be helpful?"
15. I need to talk to my team about this
Although this isn’t a sales objection per se, it’s still a blocker from being able to move forward. Decisions in business often involve multiple stakeholders. Prospects might need to gather input from their colleagues or secure buy-in from other team members before committing to a new product or solution. Here’s how to respond.
Rebuttal: "Absolutely! I’ll send you some collateral to share with the team. And would it be helpful to organize a joint call to address any questions or concerns they might have?"
16. We’ve tried something like this before but it didn’t work
Past experiences can heavily influence a prospect's perception. If they've tried a similar solution that didn't meet their expectations, they might be wary of going down the same path, worried they’d get the same negative outcomes.
Rebuttal: "I understand your concerns given your past experience. Can we discuss what specifically didn't work for you? That way, I can show you how we've approached these issues."
17. We’re just searching options right now
A prospect who is in the early stages of their buying journey might not be ready for a hard sell. They probably just gathering information and comparing different solutions.
Rebuttal: "That's a great approach! I can give you all the information you need to make an informed decision when you're ready. Would it be helpful if we touch base in a few weeks or months to see where you're at in your research process?"
18. Your product doesn’t seem like the right fit for our industry
Every industry is different with its own set of problems. If a product doesn't look like it's made for a particular industry, potential clients might question if it'll work for them.
Rebuttal: "I can see where you're coming from, but we've had success stories with a lot of different industries, some of which faced the same concerns initially. Would you be open to a case study or testimonial from a similar industry to see how they benefited?"
19. Your solution seems too complex for our needs
People don’t like things that are complicated. Prospects want to know that they're investing in something that aligns with their needs without burdening them with a huge learning curve.
Rebuttal: "I totally get where you’re coming from. The great thing about our solution is that it's modular and can be customized for your exact needs. Let’s discuss what features are critical to you, and I can show you how we can align with those."
20. We’re not taking on new tools right now
This is a common objection, especially during a cold call. Here’s how Jason Bay, Founder and CEO of Outbound Squad, advises handling this objection (full post here).
Rebuttal: “I figured you’d say that. Most [industry] leaders I’m talking to are saying the same thing. A big concern they’re sharing right now [relevant concern]. How are you thinking about that at [company]?”
21. We’re undergoing internal changes, so it’s not a good time
Internal transitions can be chaotic (you’ve been there), and the thought of adding another change, like a new vendor or solution, can be overwhelming.
Rebuttal: "Understood. Internal changes can be tough. But sometimes a new tool can help with that. Can I show you how our product can help make things smoother for you post-transition?"