Sales objections and how to answer them
43 guides across 9 fields. Each one gives the short answer, why the buyer says it, how reps lose the deal and what to say instead. Then you can practice it out loud against an AI buyer.
Solar
- “I need to talk to my spouse first”Agree, then book the second call before you hang up.
- “I’ll wait, prices are coming down”Do not argue about the market.
- “What happens if I sell the house?”Answer straight and do not guess.
- “The other company’s monthly payment is lower”Do not match it blind.
- “Will you still be here in ten years?”Answer with proof the buyer can check, not with a promise.
Roofing
- “I’m getting a couple other quotes”Welcome the other quotes and help the buyer compare them.
- “Can you just give me a price over the phone?”Do not invent a number to keep them talking.
- “The other roofer’s number is a few thousand lower”Find out what the lower number leaves out.
- “I want to wait and see what my insurance says”Do not speak for the insurer.
- “I don’t want to pay a big deposit up front”Take the fear seriously.
HVAC
- “Can’t you just repair it?”Ask before you answer.
- “I want a second opinion first”Welcome it.
- “Can you do it for less if I book this week?”Do not cut the price without a reason.
- “It still runs, so I’ll wait until it dies”Do not scare them.
- “How long will the system actually last?”Do not promise a number.
Insurance
- “Just email me the quote”Do not email a number you built without asking questions.
- “I’m happy with my current agent”Respect the relationship.
- “Another agent quoted us less for the same limits”Same limits is not the same coverage.
- “I’ll wait until closer to my renewal”Agree and use the wait.
- “It’s not enough savings to bother switching”Agree that a small saving is not worth a hassle, then change the question.
Mortgage
- “Another lender quoted me a lower rate”Ask for their loan estimate before you say a number.
- “I’m going to wait for rates to drop”Do not predict rates.
- “Your closing costs are higher than theirs”Compare both loan estimates line by line before you defend anything.
- “I’d rather stay with my own bank”Respect the loyalty and ask what it buys.
- “I’m going with the lender my realtor recommended”Do not compete with the agent.
B2B SaaS SDR
- “Just send me some info”Say yes, then ask one question that makes the info worth reading: what problem would make it useful?
- “We’re all set, we already use someone”Do not argue with the tool.
- “We don’t have budget for this right now”Do not push on price.
- “I’m not the right person for this”Thank them, then find out which person you need: the one who feels the problem, the one who owns the budget, or the one who would roll the tool out.
- “Call me back next quarter”Say yes and make it concrete.
Staffing
- “We already have a preferred vendor”Do not fight the vendor list.
- “Your fee is too high”Do not cut the fee.
- “Send me a few resumes and I’ll take a look”Do not send resumes before you know the role.
- “The last firm sent me people who did not fit”Do not promise it will be different.
- “That has to go through HR”Do not fight the gate.
Logistics
- “I already have brokers I use”Leave the current brokers alone.
- “Just send me your rate for that lane”Ask about the freight before you send a number.
- “Your rate is higher than what I pay now”Do not drop the rate.
- “How do I know you won’t drop the load?”Answer with what you do, not with a promise.
- “We bid our lanes out once a year”Do not ask them to reopen awarded lanes.
Agencies and trainers
- “How do I know your reps are any good?”Show the work, not a promise.
- “The reps don’t know our new client’s pitch yet”Teach the pitch by saying it.
- “We did sales training last year and nothing stuck”Agree with them and say why it happens: reps hear a new answer in the room and never say it out loud under pressure before the next live call.