How to Handle Early Sales Objections, According to Science [VIDEO]

Objection: “Just send me some info…”

How to Respond:

“Sure, I want to make sure I send the right info. Tell me more about…”

Why it Works:

• This uses the ‘Context Effect’ in psychology.
• The context surrounding an event affects how it’s perceived.

Related: How to Spot a “Requested More Information” in Every Sales Objection

Objection: “We already work with your competitor.”

How to Respond:

“That’s great. What results are you getting?”

Why it Works:

• This response reverses the direction of change.
• It’s the best way to overcome status quo bias.

Related: Telemarketing: Why Singaporean Prospects Turn You Down

Objection: “Call me back in 6 months…”

How to Respond:

“What are your company’s other priorities right now?”

Why it Works:

• Prioritizing activities is better than time management.
• Best-selling author Rory Vaden shows this approach defeats procrastination.

Related: The Follow-up Strategies in Cold Calling to Counter the Five “NOs”

Objection: “We don’t have any budget right now.”

How to Respond:

“That’s okay. I’m not calling to sell you anything today.
But if I could ask you about…”

Why it Works:

• This response shows empathy.
• Harvard neuroscience research finds that trust depends on empathy.

Related: How to make Prospect Realize They Need your Product or Services

Try these tactics out for yourself
…and take the conversation to the next level.