Handling Sales Objections with Grace

"When you are interacting with a customer, be sincere, enthusiastic, professional, and prepared."

Objections - The ever-present hurdle between you and closing the deal. If you've been in sales for longer than five minutes, you've already heard them all: "It's too expensive," "I need to think about it," or of course, "I need to check with my spouse." (As if their spouse is some high-ranking official in the Department of No.)

But let us break down how to handle these objections and turn them into something advantageous for you.

1. Be Sincere – We Can All See Your BS!

Customers have a sixth sense for detecting insincerity. If you sound like a walking, talking infomercial, they’ll shut you out real quick.

Instead, genuinely listen to their concerns. If they say, "I’m not sure this fits my needs," don’t launch into a product-related monologue, you're not doing Shakespeare here. Ask them what’s important to them. Make them feel heard, and they'll be more likely to hear you out.

Pro Tip:

Try using empathetic phrases like, “I completely understand. Let’s figure out if this is the right fit for you.” Nothing pushy, just honesty and a helpful attitude.

2. Be Enthusiastic – But Find The Line

There’s a fine line between being energetic and making people question if you’ve had too much caffeine. Your enthusiasm should be contagious, not concerning.

People buy from people they like. If you genuinely believe in what you’re selling, let that passion shine. But keep it natural. Nobody wants to feel like they’re being sold to by an overexcited game show host.

Pro Tip:

Instead of shouting, “THIS IS THE BEST THING EVER!” try something more subtle: “I’m really excited about this because I’ve seen how much it’s helped others in your position.” Still enthusiastic, but way more believable.

3. Be Professional – Even When They Test Your Patience

Some objections feel like they were designed to personally offend you. "I can get this cheaper elsewhere!" or "I don’t think it’s worth that much!"

Stay cool. Losing your composure makes you look unprofessional, and nobody wants to buy from someone who crumbles under mild resistance. Instead, respond with confidence:

“I understand price is a factor. Let’s break down what you’re getting so you can see the value.”

Pro Tip:

Professionalism isn’t about being robotic—it’s about handling objections with grace. That means no eye rolls, no sarcastic remarks, and definitely no “Well, if you want a lesser product, go ahead!” 

4. Be Prepared – Because Winging It Only Works in Improv Comedy

Objections aren’t surprises. They’re patterns. If you’re constantly hearing, "I need to think about it," and you don’t have a solid response ready, that’s on you.

Have rebuttals prepared for the most common objections you face. But of course, your responses should sound natural, not like you're reading off a teleprompter.

Pro Tip:

Write down the top five objections you hear and craft responses that are clear, concise, and convincing. Then practice them until they sound effortless. Keeping this in your back pocket will come in handy for all types of situations.

Final Thought: Objections Are Just Part of the Game

Handling objections is an art. It’s about being persuasive without being pushy, confident without being cocky, and prepared without being rehearsed. Be sincere, enthusiastic, professional, and prepared. Do that, and you won’t just close deals—you’ll build relationships that lead to repeat business and referrals.