10 Most Common Sales Objections and How to Overcome Them
Sales objections aren’t roadblocks—they’re opportunities. Every “no” is a chance to address doubts, build trust, and guide prospects closer to a “yes.” But without the right responses, even the best products can lose momentum. Drawing from strategies by Chase Dimond, this guide breaks down the 10 most common objections sales teams face, why they happen, and exactly how to tackle them. Whether you’re in e-commerce, SaaS, or coaching, these actionable fixes will turn hesitation into conversion. Let’s dive in!
Why Objections Matter (And How to Reframe Them)
Before we dissect each objection, understand this: objections reveal what your prospect truly cares about. They’re clues to their fears, priorities, and unmet needs. Instead of dreading them, use objections to:
Build rapport by showing empathy.
Educate prospects on overlooked benefits.
Position your product as the only solution.
Pro Tip: Train your team to say, “That’s a great question—let me explain how we handle that.”
1. “I Don’t Trust You”
Why It Happens: Trust is the foundation of sales. Prospects won’t buy from strangers, especially in crowded markets.
How to Respond:
Share Your Story: Humanize your brand.
Example: “I started this company after struggling with [problem] myself. Here’s how we’re different…”Leverage Social Proof: Display certifications, client logos, or media features.
Offer Transparency: Link to “About Us” pages or team bios.
Script:
“I completely understand. Before I go further, let me share why we started [Brand] and how we’ve helped [X] clients like you.”
2. “How Is This Product Different from the Rest?”
Why It Happens: Prospects compare options but need clarity on your unique value.
How to Respond:
Highlight Your USP: Focus on what competitors don’t offer.
Example: “Unlike others, we include lifetime support and quarterly updates.”Use Comparison Charts: Visualize features vs. competitors’.
Tell a “Switch” Story: Share testimonials from customers who left competitors.
Script:
“Great question! Here’s how we’re different: [X]. Let me show you why [Client Y] switched to us.”
3. “I’m Not Sure If This Product Will Work for Me”
Why It Happens: Fear of mismatched solutions.
How to Respond:
Share Case Studies: Detail how similar customers succeeded.
Offer a Pilot or Trial: “Try it free for 7 days—no risk.”
Ask Qualifying Questions: “What specific goals are you aiming for?”
Script:
“Let me show you how [Client Z], who had the same concern, achieved [result] using this.”
4. “It’s Too Expensive”
Why It Happens: The prospect doesn’t see ROI or value.
How to Respond:
Break Down Costs: Compare price to long-term savings.
Example: “This 500toolsaves10hours/month—worth1,000 in productivity.”Offer Payment Plans: “Split it into 3 interest-free payments.”
Reframe as Investment: “This isn’t a cost—it’s a profit multiplier.”
Script:
“I get it. Let’s explore how this pays for itself within [timeframe].”
5. “What If It Doesn’t Work?”
Why It Happens: Fear of wasted money and effort.
How to Respond:
Provide Ironclad Guarantees: “100% refund within 30 days.”
Share Success Metrics: “93% of users see results in 2 weeks.”
Highlight Support: “You’ll get weekly check-ins from our team.”
Script:
“We stand by this so strongly that we offer [guarantee]. If it doesn’t work, we’ll make it right.”
6. “I Don’t Need This Product”
Why It Happens: The prospect doesn’t connect the product to their pain points.
How to Respond:
Ask Discovery Questions: “What’s your biggest challenge right now?”
Reveal Hidden Needs: “Did you know [problem] costs businesses $X yearly?”
Use Storytelling: “One client thought the same—until they tried it.”
Script:
“Many think that initially. Let me show how this solves [specific pain point] you mentioned.”
7. “I Need More Time to Decide”
Why It Happens: Indecision due to lack of urgency or clarity.
How to Respond:
Create Scarcity: “This offer expires in 24 hours.”
Highlight FOMO: “Clients who waited missed out on [benefit].”
Simplify Next Steps: “Let’s start with a no-commitment demo.”
Script:
“Totally fair! But since [benefit] is time-sensitive, let’s secure your spot now.”
8. “I Don’t Want to Give My Credit Card Details”
Why It Happens: Security concerns or skepticism.
How to Respond:
Show Trust Badges: Norton, McAfee, or BBB logos.
Offer Alternative Payments: PayPal, Apple Pay.
Provide a Phone Option: “Call us to process manually.”
Script:
“Your security is our priority. We use bank-grade encryption and accept PayPal for peace of mind.”
9. “What’s the Catch?”
Why It Happens: Skepticism about “too good to be true” claims.
How to Respond:
Be Transparent: Disclose limitations upfront.
Show Behind-the-Scenes: “Here’s how we deliver [result].”
Invite Scrutiny: “Read our 1,200+ reviews to see real results.”
Script:
“No catch—just hard work. Here’s exactly how we do it…”
10. “I Still Have Questions”
Why It Happens: Incomplete information or lingering doubts.
How to Respond:
Add an FAQ Section: Cover pricing, timelines, and support.
Offer Live Chat: Instant answers reduce drop-offs.
Provide a Checklist: “Here’s everything you need to know.”
Script:
“Let’s address those now! Here’s a quick rundown of what others usually ask…”
Bonus: 3 Pro Strategies to Prevent Objections
Preempt Objections in Copy: Address common doubts in product descriptions or sales pages.
Example: “Worried about complexity? Our one-click setup takes 2 minutes.”Train Your Team with Role-Play: Practice responses until they feel natural.
Analyze Objection Patterns: Use CRM data to identify recurring issues and fix them at the source.
Conclusion
Objections aren’t rejections—they’re invitations to deepen trust and refine your pitch. By empathizing with concerns, providing clear solutions, and leveraging social proof, you’ll turn skeptics into advocates. Remember:
Listen First: Understand the root cause before responding.
Educate, Don’t Sell: Position yourself as a consultant, not a pushy salesperson.
Follow Up: Send case studies or testimonials post-conversation to reinforce value.
Ready to Master Sales Conversations? Bookmark this guide, share it with your team, and follow Chase Dimond for more conversion secrets.
FAQ Section
Q: How do I handle aggressive objections?
A: Stay calm, validate their concern (“I’d feel the same way”), and pivot to solutions.
Q: What if the prospect still says no?
A: Ask for feedback (“What would make this a yes for you?”) and leave the door open.
Q: Can I use these strategies for cold emails?
A: Absolutely! Address common objections preemptively in your subject line or opening lines.