What are the most common sales objections and how do you coach your team to overcome them?

Many prospects believe the price is too high or out of their budget. Coach your team to shift the conversation toward ROI instead of cost Provide case studies to demonstrate long-term value Emphasize flexible payment terms or discounts when appropriate

Instead of just focusing on cost, encourage your team to dig deeper into the prospect’s real concerns. Sometimes, it’s not about the price itself, but a fear of risk or uncertainty. Train your team to reframe the conversation around long-term value and how your solution directly addresses the prospect’s specific pain points. It’s about building trust and showing that your offer is an investment, not just an expense.

1- Address price concerns by emphasizing value and ROI 2- Create urgency through time-sensitive offers or trends 3- Offer flexible solutions for budget limitations 4- Highlight unique features to counter competitor comparisons 5- Personalize demos to resolve product fit doubts 6- Involve stakeholders to overcome decision-making delays

Prospects may not see the full value of your offering. Train your team to clarify how your product addresses the prospect’s specific pain points Offer product demos or free trials to show the real impact Highlight customer success stories to build credibility

Prospects often claim they’re not ready to make a decision yet. Encourage your team to ask about the prospect’s internal timelines Help the client visualize the cost of delaying the purchase Create urgency by emphasizing limited-time offers or upcoming changes in the industry

Encourage your team to approach competition objections by building trust first. Instead of jumping straight into why you’re better, start by genuinely understanding why the prospect prefers their current provider. Acknowledge the value they’re getting and then naturally steer the conversation towards how you can offer even more, whether that’s better support, flexibility, or long-term benefits. It’s not about tearing down the competition but about showing how you can be the best partner for their future needs.

Beyond the basics, I always encourage my team to stay calm and curious. Remind them that objections aren’t roadblocks, but invitations for deeper conversation. Teach them to approach objections with genuine curiosity, sometimes, it’s not about selling harder but understanding better. By creating a space where prospects feel heard and understood, objections become opportunities to build trust, which often leads to more meaningful, lasting client relationships.