How Can New Sales Professionals Overcome Common Objections?

Starting out in sales can feel like diving into the deep end of a pool, with objections and questions coming at you from all directions. It’s easy to feel discouraged when prospects push back, but this is where the magic happens. Handling objections is a key skill that turns "maybe" into "yes."

Let’s equip you with 20 simple yet powerful rebuttals to handle common objections, giving you confidence in every conversation.

1. "I Don’t Have Time Right Now"

When a prospect tells you they’re too busy, it’s often just a brush-off. Here’s a response that keeps the conversation open:

Rebuttal:
"I completely understand you're busy. That’s why I’m confident our solution can save you time in the long run. Would 10 minutes tomorrow work better for a quick discussion?"

You’re acknowledging their time constraints while reframing your product or service as a time-saver, not a time-waster.

2. "It’s Too Expensive"

Price objections are one of the most common challenges. Rather than arguing, focus on the value you bring.

Rebuttal:
"I hear you. Many of our clients felt the same initially, but they quickly realized the long-term savings outweighed the cost. Let’s take a moment to explore how this investment can actually reduce your overall expenses."

Here, you’re gently moving the conversation from price to value.

3. "I Need to Think About It"

When someone says they need to think about it, what they usually mean is they need more information.

Rebuttal:
"Absolutely, I want you to feel 100% confident in your decision. What can I clarify for you to help in your evaluation?"

You’re positioning yourself as a resource, not a pusher. You’ll also get a chance to address any hidden concerns.

4. "We’re Happy with Our Current Solution"

This is a common roadblock, but it can be turned around by focusing on improvements.

Rebuttal:
"That’s great to hear! Many of our clients were satisfied with their previous solution, but after switching, they realized they were missing out on even better results. Would you be open to a quick comparison?"

You’re acknowledging their satisfaction while subtly planting the seed that there’s something better out there.

5. "We Don’t Have the Budget"

Budget is a big concern, but it’s not the end of the conversation.

Rebuttal:
"I totally understand the need to stay within budget. Let’s look at how we can make this fit within your financial constraints and the ROI you could see from this investment."

By focusing on return on investment, you steer the conversation away from the cost and toward potential gains.

6. "I’m Not the Decision Maker"

Sometimes you’re speaking with someone who doesn’t have the final say. That’s okay—you can still use the conversation to your advantage.

Rebuttal:
"I understand. Could you help me understand who is involved in the decision-making process so I can provide them with the right information?"

You’re turning the situation into an opportunity to get closer to the actual decision-makers.

7. "Let’s Talk in a Few Months"

Delaying the conversation can often be a way of brushing you off.

Rebuttal:
"Of course. In the meantime, would it be helpful if I sent over some information to keep you updated? That way, when we reconnect, you’ll have everything you need to make a decision."

You’re keeping the door open and remaining top of mind for the future.

8. "I’ve Never Heard of Your Company"

This objection is an opportunity to introduce your brand without getting defensive.

Rebuttal:
"That’s completely understandable. We’ve been making a big impact in [your industry], and I’d love to share a bit about how we’ve helped other companies like yours."

Here, you’re positioning yourself as a potential industry leader, sparking curiosity rather than fear.

9. "I Don’t See the Value"

When prospects don’t see the value, it’s often because the benefits haven’t been communicated clearly.

Rebuttal:
"I see where you’re coming from. Let’s dive into how this solution can address your specific pain points and provide tangible value for your business."

You’re reframing the conversation around their needs, making the value more apparent.

10. "We’re in Contract With Another Vendor"

Current vendor contracts can be tough, but not impossible to overcome.

Rebuttal:
"I completely respect that. Many of our clients were in the same position, and what they found was that switching actually saved them time and money in the long run. Would it make sense to compare?"

You’re respecting the relationship while offering a reason to consider switching.

11. "We’ve Had a Bad Experience Before"

A poor experience with a similar product or service can make people hesitant.

Rebuttal:
"I’m sorry to hear that. Let me show you how we’re different and how we prioritize our customers’ success to avoid those issues."

You’re acknowledging their concern while positioning your product as a better alternative.

12. "It’s Not a Priority Right Now"

When timing is the issue, you need to keep the conversation going without being pushy.

Rebuttal:
"I understand. What would need to change for this to become a priority?"

This allows you to understand their timing better and follow up when it’s more relevant.

13. "I Need Approval From My Boss"

In some cases, you may need to help the prospect get buy-in from their boss.

Rebuttal:
"I understand completely. I’d be happy to help you present the benefits to your boss and provide any supporting material you need."

You’re offering to help them with internal approval, showing support.

14. "I Don’t Trust the Product"

Trust can be a big hurdle, especially with new clients.

Rebuttal:
"I hear you. Trust is important. I’d love to walk you through some case studies or testimonials from customers who felt the same but are now seeing great results."

Providing social proof can ease concerns and build credibility.

15. "I’m Worried About the Learning Curve"

If a product seems difficult to implement, this can be a common objection.

Rebuttal:
"That’s a valid concern. We offer comprehensive training and ongoing support to ensure your team feels confident using the product right away."

Offering support reassures the client that they won’t be left on their own.

16. "We’ve Tried Something Similar, and It Didn’t Work"

A past failure can make clients cautious, but this is your chance to show how you’re different.

Rebuttal:
"I can understand why you’d feel that way. Let’s go over how our solution addresses the challenges you faced with your previous attempt."

You’re acknowledging their hesitation while emphasizing how your product solves past problems.

17. "I Don’t Like Change"

Change is hard for many people, but it’s also where growth happens.

Rebuttal:
"I totally get it. Change can be tough, but we’re here to make the transition as smooth as possible and ensure you’re comfortable every step of the way."

You’re focusing on how you’ll support them through the change, making it less intimidating.

18. "I’m Not Ready to Commit"

Commitment issues often mean the client isn’t sure of the benefits yet.

Rebuttal:
"That’s completely fair. Would it help to walk through any concerns you have so we can see if this is truly the right fit for you?"

You’re allowing them space to share their hesitations and re-engage in the discussion.

19. "I Don’t Have the Authority to Make This Decision"

This objection opens the door to finding out who does.

Rebuttal:
"I appreciate that. Could you point me to the person who is responsible for this decision so I can provide them with the information they need?"

You’re being polite but persistent in moving closer to the decision-maker.

20. "I Don’t Want to Be Locked Into a Contract"

Long-term commitments can scare off prospects, but flexibility can bring them back.

Rebuttal:
"I understand. We offer flexible contract options so you’re never locked in longer than you’re comfortable with."

Providing flexible terms can ease their concerns and keep the conversation going.

It takes practice to master these rebuttals, but they’re simple and effective for handling common sales objections. Every objection is an opportunity to continue the conversation and get one step closer to a sale.