How to Handle Sales Objections Like a Pro
SALES
Dennis Geelen
3 min read
As a solopreneur, you wear every hat—including the salesperson one. And if there’s one part of the sales process that makes most people squirm, it’s handling objections. You’ve laid out your offer, the prospect seems interested, and then they hit you with, “I need to think about it,” or “It’s just not the right time.”
The good news is: objections are not rejections. They’re often a sign that the person is engaged and weighing their options. How you respond in that moment can either build trust—or shut down the sale.
Here’s how to handle common sales objections like a pro, without feeling pushy or defensive.
1. Shift Your Mindset: Objections Are Normal
First, stop taking objections personally. They don’t mean you did something wrong. In fact, they usually mean the prospect is seriously considering your offer and wants to make a smart decision. Your job is to stay curious, ask the right questions, and help them get clarity—not to convince or pressure.
2. Listen Fully Before Responding
The worst thing you can do is jump in too quickly to “fix” the objection. Let the prospect finish. Then repeat back what they said to show you’ve heard them. For example, “Totally understand. Sounds like timing is a concern for you right now?”
This builds trust and keeps the conversation collaborative rather than confrontational.
3. Clarify the Real Concern
The first objection is often just the surface-level issue. Use follow-up questions to dig deeper.
If someone says, “I need to think about it,” you can ask, “Is there something specific you’re still unsure about?”
If they say, “It’s too expensive,” try, “Can I ask what you’re comparing it to, or what budget you had in mind?”
Getting to the root of the objection helps you respond more effectively.
4. Prepare Responses to Common Objections
While every sales conversation is different, some objections come up again and again. Here’s how to handle a few of the most common:
“It’s too expensive.”
Try reframing the conversation around value, not price. “I get it—this is an investment. But based on what you shared, if this solves the problem we discussed, what would that be worth to you long-term?”
“I don’t have time.”
Acknowledge their situation, then position your offer as a time-saver. “Totally makes sense. Many of my clients felt the same way—until they realized this would actually free up their time by giving them a clear strategy.”
“I need to think about it.”
Ask for clarity and offer support. “Of course. Is there something specific you’re unsure about, or would it help if I walked you through the next steps so you can picture how it works?”
5. Know When to Walk Away (But Follow Up)
Some people truly aren’t ready, and that’s okay. High-pressure tactics damage your brand. If a prospect gives a firm no, respect it. But don’t walk away without a plan. Send a thoughtful follow-up email a few days later, summarizing what you discussed and keeping the door open.
People often come back when the timing is right—and they’ll remember how professionally you handled the conversation.
6. Practice and Review Your Calls
If you’re new to sales, record your discovery calls (with permission) and review them. Note where the conversation shifted, how you responded to objections, and where you could have gone deeper. Like anything else, handling objections is a skill—and the more you practice, the more natural it becomes.
Final Thought
Handling sales objections isn’t about winning arguments—it’s about helping potential clients make confident, informed decisions. When you approach objections with empathy, curiosity, and a focus on service, you stop sounding like a salesperson and start sounding like a trusted advisor. And that’s when the real selling starts.
Ready to turn more conversations into clients?
If you’re struggling to sell your services with confidence—or you’re tired of hearing “I’ll think about it”—my 1:1 coaching can help. We’ll work together to craft a sales process that feels authentic, effective, and repeatable.