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Lesson 4 of 6 · 20 min

Handling Sales Objections Calmly: Price, Timing and Trust

Acknowledge, ask and answer, without arguing.

In this lesson1. A simple method2. Common objections3. Know when to step back4. Worked example: the current vendor5. Common objection mistakes

A simple method

Acknowledge the objection, ask a question to understand it, then answer briefly or suggest a next step. For example: That makes sense. When you say the timing is not right, is that budget or team bandwidth? The answer tells you what to do next.

Common objections

Most objections fall into a few groups.

  • We are happy with our current vendor
  • Not a priority right now
  • Send me an email
  • It is too expensive
  • We do not work with offshore teams

Know when to step back

Some objections are real. If the timing is truly wrong, agree a follow-up date and leave a good impression. Pushing too hard can close the door permanently, while a respectful follow-up often reopens it.

Worked example: the current vendor

A buyer says they are happy with their vendor. The seller replies: Great to hear. If you could improve one thing about the current setup, what would it be? The buyer mentions slow response at night their time. The seller suggests a short call about overlap hours, and the buyer agrees.

Common objection mistakes

Arguing turns a conversation into a contest.

  • Arguing or interrupting
  • Answering without understanding
  • Dropping the price immediately
  • Never asking for a follow-up date
Key takeaways
  • Acknowledge, ask, then answer.
  • Learn the common objection groups.
  • Do not discount as a first reflex.
  • Agree a follow-up when timing is wrong.
Try it

Write acknowledge, ask and answer responses for the five common objections in this lesson. Practise them out loud with a partner.

Check your understanding

1. What is the first step with an objection?

2. Why ask a question after an objection?

3. What if the timing is truly wrong?

← PreviousDiscovery Questions for Busy US BuyersNext lesson →Sales Pipeline and CRM Hygiene: Habits That Get You Promoted
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Practise this lesson

Templates from our playbooks

Copy ready templates with when to use each one and why it works.

Playbook · Sales development60 LinkedIn Sales Messages That Earn Replies, With the Cadence to Send ThemConnection notes, first messages, trigger openers, follow ups, objection replies and breakup notes for SDRs, founders and agency sellers. Each one comes with when to use it and why it works.60 templates · 28 min readOpen the playbook →Playbook · Sales development45 Cold Email Templates for SDRs, Plus the Deliverability Setup That Keeps Them Out of SpamFirst emails by angle, follow ups, objection replies, event invites, re-engagement and referral emails, with a plain English guide to domains, authentication and sending volume.45 templates · 26 min readOpen the playbook →Playbook · Getting hired30 LinkedIn Messages to Get Hired in Sales, HR or Customer Success, Plus a 30 Day Job Search SystemMessages to hiring managers and recruiters, referral asks, thank you notes and offer replies, with a profile checklist, a proof of work method and a daily routine for freshers and career switchers.30 templates · 22 min readOpen the playbook →