Close more deals by turning your lead’s objections into advantages

Whether you’re just starting out, or a seasoned veteran, potential clients can still throw you curveballs during sales conversations.

What do you say when they say they can’t afford you?

Or they can’t meet your timeline?

How do you navigate these obstacles without Olympic-level verbal gymnastics?

This client objection handling template shows you how to reply to 33 different objections you’ll likely encounter as you grow your business or sales career.

What you get:


Share on twitter
Share on facebook
Share on linkedin

By submitting this form, you agree that ActiveCampaign may send you promotional emails about our products and services. You can unsubscribe at any time, free of charge. View our Privacy Policy.

Ready to get started?

Start a 14-day free trial of ActiveCampaign. No credit card, no setup, no hassle.

What are the most common sales objections?

The six most common sales objections are:

  1. Price — “It’s too expensive,” or “I can get a cheaper version somewhere else.”
  2. Competitor/Relationship — “I don’t like being locked into a contract,” or “I’ve been burned before”
  3. Time/Resources — “I don’t have time right now,” or “We don’t have resources to implement the changes.”
  4. Timing — “Call me back next quarter.”
  5. Product/Value — “XYZ feature is a deal breaker” or “We need XYZ services that aren’t included.”
  6. Dragging their feet —  “I don’t see the potential for future value” or “I don’t see what your service could do for me.”



The 4-step process to handling sales objections

To successfully handle sales objections follow these four steps: question and encourage, check for understanding, address concerns, and confirm the process.

Here’s what that can look like:

  1. Question and encourage — Ask open-ended questions and encourage the prospect to tell you more about their objection.
  2. Check for understanding — Confirm that you’re accurately understanding the objection. Often, you’ll take a statement at face value and misunderstand the intention (or emotion) behind it.
  3. Address concerns — Agree with the objection and reposition it as a benefit.
  4. Confirm the process — Confirm what you’ve discussed and the process you’ve gone through together noting each of the previous steps along the way.



Get a free objection handling template

As a business owner, you wear all the hats. You’re the:

  • Marketing department
  • Accountant
  • Operations manager
  • Sales team

While this balancing act is hard enough, it’s a little harder if you don’t have any sales experience or training.

Whether it’s price, timing, or a competitor — this objection handling template and cheat sheet will help you to turn their objection into your benefit.

Ready to get started?

Start a 14-day free trial of ActiveCampaign. No credit card, no setup, no hassle.