How To Handle Common Sales Objections

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It’s never fun. You’re on the brink of selling to a new client, and then it comes: The objection.

“I just think this is too expensive for me.”

“I don’t know enough about your company to trust your services.”

“I don’t see how this will benefit me.”

Whatever it is, an objection is never pleasant to encounter. It can feel like a stumbling block that keeps the sale from going through.

Thankfully, though, it doesn’t have to be that way. If you linkedin database how to handle common sales objections, you’ll be able to navigate anything that comes your way. On this page, we’ll walk through seven tips for overcoming sales objections, including:

Ask clarifying questions
Understand the potential impact
Ask what might alleviate the objection
Shift the conversation to the positive
Repeat back and validate any concerns
Prepare for common objections
Learn when to take “no” for an answer
Keep reading to learn more. Then subscribe to Revenue Weekly — our email newsletter — to get more helpful digital marketing info delivered straight to your inbox!


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1. Ask clarifying questions
When you receive an objection, the first thing you should do is ask some questions to get a better feel for what the objection is and what prompted it.

Expert insights fromwebfx logo
A smiling man with a beard wearing a checkered shirt.
Chris Zingone
Web Strategist at WebFX
“Before offering any explanation, we need to ask questions to further understand where the objection is coming from. Is it from a previous experience? Is it based on a review they saw? Is it coming from someone in their organization?”

For example, if the prospect says they have concerns about the quality of your services, it could be from something more than their own perception. Maybe they saw a poor review that criticized your services. Or maybe the objection doesn’t come from them, but from someone else at their company.

By asking some clarifying questions about what prompted the objection, you can understand which points you need to address in your response.

2. Understand the potential impact
Often, when a prospect has an objection, they’re worried about a particular negative outcome of buying from you. That outcome could be anything from overspending to getting scammed. Whatever it is they’re worried about, you want to make sure you understand it so you can address it.

Expert insights fromwebfx logo
A smiling man with a beard wearing a checkered shirt.
Chris Zingone
Web Strategist at WebFX
“This is so we can understand the fear that might be driving this objection/concern. To do this, you can ask something like, ‘How do you foresee this objection can impact the outcome of moving forward with the product/service?’”

Basically, if you understand what your prospect is afraid of, you can address their concern head-on and reassure them that that negative outcome is not something they need to be worried about.

3. Ask what might alleviate the objection
Once you’ve established the source of a prospect’s concern, you can start to move toward a solution. The first step toward doing that is to simply ask them what might alleviate their fear.