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Advice Copywriting Strategy to Conquer Sales Objections


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Sep 15, 2021
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Here are 15 Examples of How to Conquer Sales Objections

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We may despise them, but they are unavoidable.
They'll come in before a pitch, after a pitch, and a lot of times in between pitches.
They stink, but they're a necessary evil.

But here's the thing.

Sales objections may always be used as leverage to improve connections, educate prospects, and ease them into your sales funnel.
In this article, we'll break down the psychology behind typical objections, show you how to overcome them, and even give you
with sample scripts to help you reduce the number of individuals who leave.

I've got you covered today!


Make sure you've done your homework before you go to the meeting.
And we're not just talking about the research you did before you put together your list of contacts and contacted your prospect.
We're talking about things like looking them up on LinkedIn to see who they are and where they fit in your target customer profiles, looking up their old jobs to see what kind of work cultures they were a part of, stalking their Twitter accounts, etc.

1. "Why do I have to talk to you on the phone? Why can't you just tell me?" "

This is true for prospects you talk to through messages or emails, and their questions are reasonable.
They don't want to waste any time and want to know the bottom line.
The answer to this question is pretty easy to figure out.
Our solutions will help you fix the problems in your organization, but we need to know more about them so we can make them fit your needs. If we don't do any tests, we can't write a prescription.
Why don't we start with a short call, like five minutes? I just need some specifics so I can really SHOW you how we can do what your solution does and give you real numbers.
Do you agree?
Yes, it really is that easy.
You don't want to make them mad or force them to call, so you need to be clear about what you want them to do.
Also, telling them how long the call will last shows that you value their time.

2. "Right now, I don't have time for this."

This is one of the most common reasons why people don't want to buy, and it's pretty easy to deal with.
Set up a new time to talk with the prospect.
Here's how to do it right.

That's fine, I'm sorry to bother you.
Do you mind if I give you a quick call on [date] around [time slots]?
That sounds great, I can't wait to talk to you then!
P.S. I'll also send you a quick email with more information about our offer. *Make sure they have an email address*

3. "Who else acknowledges these ideas?"

Everyone wants to fit in.
So that's why they ask these kinds of questions.
But sometimes they also ask in a roundabout way for social proof so they know what they're getting into.
So, what do you do when a question like this comes up?
You show them that people like them.
Most of our clients come from the *industry they're in* because it helps them solve their *common pain points*. When you can fix the "pain point," it's easier to...
Make sure you mention their competitor if you want to be specific and get their attention.
*Competitor name* and *other competitor name* use similar solutions, but they don't take into account *unique feature that sets your product apart from theirs*. Because of this, they can figure out what their competitor is doing right.
Last but not least, statistics can help you narrow it down even more.

This kind of solution is used by a large percentage of the industry. And the numbers don't lie: companies like [names of their competitors] have grown faster than them because they fixed [what your solution fixes].

4. "What is your assurance?"

There is never a sure thing.
Even insurance companies have small print with their guarantees, and so should you.
If a prospect asks for a guarantee, make sure you can turn the question around and talk to them honestly.
The most you can do is tell them how likely it is that something will happen.
This is especially true when it comes to lead generation services. You can tell them they "might" get 200 leads, but you don't have to "guarantee" that they will.
Here's how to handle it:

That is a really good question.
But we can't promise that you'll get *possible results* because that depends on things like how you use our system and how the market is doing.
Let me help you out and explain how model works.
Then I'll tell you how our clients are able to get *possible results*. So I can "guarantee" you understand how it works!
Keep things simple and casual. This is especially important when prospecting on social media.

5. Where Does Each of These Work?

Our list of scripts and strategies for dealing with sales objections is meant to work most of the time when you're talking to the prospect in question.
This could be done through emails, DMs on LinkedIn or other social networks, or even triage or sales discovery calls.
If you want to use these sample scripts for longer conversations, like emails, make sure to create a more personalized message that goes into more detail about the points made in the script.

6. "Not interesting"

Seems like one of those lines that will make you give up and move on to the next prospect so you don't waste time, right?
Not yet.
Still, there are many things you can do.
One reason they might not be interested is that they might not know much about your solutions.

You can still help them move through the funnel by nurturing your leads.
Here's a quick script you can use if this is one of the things that stops you from making a sale:
I understand everything! Why don't we talk on the phone this week about a few ideas so we can work together on something?
Before your next call with them, you can send them information about the solutions you offer.

7. "I heard that "your competitor" is doing this..."

First, you need to answer what sounds like a question.
Do your competitors really do something that will help them beat you, or is your prospect spreading false rumors?
By responding directly to what they say, you come across as honest, which goes a long way toward making friends.
If a competitor is doing something great, you can say, "That's right, they're really doing a good job with Product Y." They have the right set of features, but with our product, Product X, we do things a little differently. We make sure that... *Talk about how much better your product is.
If they have heard something bad about your product, don't back down. People like when you're sure of yourself, and they'll take that as a sign that your product is good.
That's not true at all. *Pause, then continue with a short, factual rebuttal*

Be kind and sure of yourself when they compare you to someone else.
Customers will sometimes use this as an excuse to get you angry and see if you can stand up for your product.

"I don't need this right now."

This sentence can be said in many different ways, and that's fine.
Some prospects might say that they don't need it yet, but they'll keep in touch, while others won't even give you a time frame.
Keeping the lines of communication open is a quick way to deal with these kinds of sales objections.
No problem, *client name*!
Do you mind if I keep you on our list of people to contact and let you know what's going on in case you change your mind?
But here's the thing: that's the "quick way" if you know they might not be ready to buy from you.
How about if they are just trying to be difficult or don't know what they want?
Then, instead of this script, try one of these:

That's fine, I know what you mean.
May I ask if (ask a question about qualifications that you can answer with your answer)?
Depending on what they say, you should tell them how your product can help them.

8. "How do you make your money?"

Strange question, but some prospects are honest when asked strange questions.
This is why.
Some deals sound so crazy that it almost seems like they can't be real. Anyone who knows how to run a business knows that if something seems too good to be true, it could be a way to scam them.
If a potential customer asks you this, it makes sense to tell them the truth.
When someone asks a direct question, they want a direct answer.
And if you give them the real answers they're looking for, they'll start to trust you.
People know that you have a business and that you are making money.

9. "It costs a lot!"

One of our all-time favorites and a sales objection you can use to get creative.
Before you go any further, you need to know that this is usually just a reflex for your prospects, and since they've already asked for the price, you know they're interested.
The problem isn't always how much it costs, but rather, "Does it add value to my business?"
This is your chance to show your prospect how much they can grow if they use the solutions you have for them.
Since you're not a broker, you don't want the conversation to be all about price.

What's important here is the value.

Here's a sample script that you can easily use to answer them, making sure to change it to fit your own needs.
The *industry pain point* is easy to solve with our solution's *unique feature of your product,* and I'd love to show you how you can use that to grow your sales.
Once that is taken care of, the product almost pays for itself and brings in money. Also, here we're only talking about one feature.
For instance... *talk about the value of the product* Why don't we talk about this on the phone this week?

10. "I don't know if this will make me money or not."

It sounds like they don't want your product, but what they're really trying to say is, "Show me the numbers so I can make a better decision!"
At this point, you should be as polite as you can and tell them you'll put together a formal quote with the possible numbers so they can check the return on investment.
Make sure it has as much information as possible and that the math works.
Here's a good way to write a sales objection script:
Let me send you the numbers today so you can see how it has helped our other clients make more money.

If you know their email address:
Is this email still yours? *Make sure they have an email address*
If you don't know their email address:
Do you mind if I ask for your email address?

11. "I want to pitch my idea" (Applies to individuals or smaller groups)

This happens a lot these days, and even though it seems strange, it's not at all a bad thing!
What happens if you're selling to them and then they want to sell to you?
Then you turn your attention back to working with them.
At the end of the day, you want to connect with your potential customers in a real way, and one way to do that is to listen to what they say and do.
You don't have to agree with what they're selling, but they need to know you want to help them grow.
Here's an example of a script that has helped us a lot.

I really like what you do! Talk about what you liked about their organization, and be honest!
So, I really wanted to get in touch with you and help you take your business to the next level.
Why don't we do this? Let's set up a call for [insert a date for the call] around [insert a range of possible times for the call].
How does that sound? We can talk about how we can help each other out!

12. "Give me time to think about it"

This is one of the most common reasons for not buying something.
Even though your prospect might be thinking about the solutions you offer, there's a chance they're just putting you off. You need to make sure they're not just putting you off.
You want your marketing campaigns to be as effective as possible, so think of this as a qualification step.
Be kind to your prospect but firm.
Sure, sure! Making these choices takes time, and I want you to feel good about them.

Let's talk next week on *insert a date* at around *insert a range of dates*.

* I can't wait until then to talk to you.
*Be sure to send something to your leads during the week.

13. "What's the price?"

When a prospect asks about price, it shows that they are interested in what you have to offer.
This is a common belief in marketing, and it's usually true.

No matter how interested they are, you should still be careful about how the conversation goes.

Don't try to sell them the most expensive item you have. Instead, try to be more subtle. Half the time, they might say it's too expensive, which is fine. If this is the case, please read the next section.
That depends on the package we're looking at, *prospect name*.
I can't tell you anything for sure until I talk to you on the phone and find out what you need.
Don't worry, the prices do start at (name the lowest price) and we offer packages.
Again, though, we can't be sure until we make our first call. Would you be free on [insert a date] between [insert a range of times]?
I'd love to talk more about this and see if we can get prices to go down!

14. "I'll keep in touch"

How many times have you said this just to be nice in the past?
Is that right?
When people say they'll get back to you, it's also possible that they're just trying to make you feel better.
Okay, that's fine. You can't do anything about that, but you can decide how to respond to your prospects.
This sales objection has a good answer:

"That sounds great! Do you think you'll be ready in the next quarter, half, or month?
Wait for them to answer. *May I ask how you feel about or think the next *time period* will go for you?
The answer to that question should tell you if they are still interested or just trying to get away from you.
If they're doing the second option, it's time to either add them slowly to a lead nurturing funnel, get to know them better, or send them a few more facts about how your service can help them.

15. "I don't trust you"

Fair enough.
This is especially important for cold DMs or emails to prospects.
If they just met you, how can they trust you?
The only way to fix this is to accept it, make friends with them, and invite them to look at what you've done before.
They're already talking to you, so you've got one foot in the door. Now it's time to show them what you're made of.

But here's a challenge: why don't you look at our portfolio and see how we solve problems for other clients?
- Can I ask what you don't trust about the offer?
- Why don't we talk on the phone so we can figure out how we can work together?

More Tips

Don't forget to make each message unique. You want to write messages that each prospect can relate to. This builds trust and lets you connect with them.
Make sure to use emojis and have fun in DMs. No one wants to talk to people who are too serious on platforms that are meant to be fun. It's not only annoying, but it also kills the conversation.
Make sure you don't sound like a computer. The truth is that a lot of marketers have started doing cold outreach, and some people on DMs are hesitant to deal with you because they don't think you're a real person. be yourself and go with how the conversation is going.
Don't be afraid to give up on a lead if they're not really interested in what you're selling.
...but don't take them off your list just yet. You can always put them on a list of cold leads and get in touch with them when you find a product that fits them well. Don't throw away your leads.
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