31 Sales Objections and Rebuttals To Up Your Sales Game

If handled properly, sales objections can help the buying process. Today we will talk about sales objections, what they are, how to overcome them, and more. We will also cover over 30 examples of sales objections and rebuttals you can use to up your sales strategy.

‍

What is a sales objection?

A sales objection is when a potential customer raises concerns about your product or service - preventing them from buying from you. This barrier to sales occurs in many different ways. However, the most common sales objections are related to price, interest, need, time, and authority views.

‍

What is a sales rebuttal?

A sales rebuttal, or objection handling, is when a salesperson responds to a sales objection. Ultimately, it aims to eliminate purchase barriers and build trustworthy relationships with prospects.

Why it's important?

When prospects object, sales development is hindered. If reps don't address sales objections, companies can lose multiple deal opportunities and suffer from low revenue growth. Objection handling helps eliminate these barriers by addressing prospects' concerns and encouraging them to move down the sales pipeline.

‍

How to overcome sales objections?

The goal of objection handling is to eliminate purchase barriers and encourage pipeline creation. To do so, there are many techniques you can use. Here are six proven best practices you can follow to overcome sales objections successfully.

#1 Acknowledge the objection 👍

When prospects object, instead of being defensive, let them feel heard. Listen to prospects' concerns attentively and empathize with them to show that you understand.

#2 Understand the concern 👂

After validating prospects, dig deep into why they are hesitant to move forward. Ask open-ended questions to get as much information as possible and to prepare your response.

#3 Confirm findings ✔️

Before proceeding forward, verify if you truly understand what your prospect is concerned about. It will help you lock down the best rebuttal possible for the situation.

#4 Provide a solution 🎁

Once the source of the issue is discovered, act upon it. Offer a practical solution and indisputable proof (e.g., case studies or testimonials.) that eliminates their doubts and further persuades them to move down the sales process.

#5 Confirm objection has been handled 🤝

After reaching a consensus, make sure prospects validate that the objection has been handled.

#6 Propose a follow-up meeting or call 📅

If the prospect is ready to move forward, propose a follow-up meeting to discuss the next steps.

‍

31 sales objections and rebuttals to up your sales game

A big part of objection handling is preparation. Handle objections more effectively by planning answers for different scenarios throughout the buyer's journey. Here are 31 common sales objections and rebuttals to help you ace your sales game.

1. "It's too expensive."
2. "I don't have the money."
3. "I need to use the budget elsewhere."
4. "Competitor X is cheaper."
5. "Competitor X made me a better deal."
6. "I can't enter a long contract."
7. "I'm not interested."
8. "I don't understand your product."
9. "I've never heard of your company."
10. "I need more information."
11. "It looks difficult to implement"
12. "You don't have feature X."
13. "I saw negative feedback online."
14. "I don't see a potential ROI."
15. "I don't see how your solution can help me."
16. "I'm using competitor X."
17. "We are doing well in X."
18. "We don't have that business challenge."
19. "We are happy with the way things are"
20. "Your product doesn't integrate with our tools."
21. "Your solution doesn't solve my problem."
22. "Fixing X problem isn't a priority right now."
23. "I'm busy."
24. "Your solution will take too long to implement."
25. "Call me back in 4 months."
26. "I don't have time now."
27. "We can't implement this right now."
28. "I need to talk with my team."
29. "I'm not the right person for this"
30. "I don't have the authority to approve this."
31. "I can't sell this internally."

Budget-related Sales Objections and Rebuttals💰

1. "It's too expensive."

Usually, this type of objection occurs for one of two reasons:

1. Your prospect is on a tight budget.
2. Your prospect doesn't see the value of your solution.

Regardless of the situation, overcome this objection by showcasing how your product is worth the price. And in what ways it can help them achieve their goals. Use case studies or testimonials to support your arguments and link them for further proof (if you're contacting prospects via email).

💡 Rebuttal Example

“Hey {Prospect Name},

Interesting that you mentioned that.

{Client Similar to Prospect} also felt the way in the beginning, but after using our solution for a year, they realized the ROI was significant.

Specifically, they saw an overall increase in {KPI} and a substantial decrease in {pain point}.

We feel you'll see similar results, if not better.

Let me know what you think. In the meantime, here are some other customer success stories you can take a look at.

• {Customer Story 1 Hyperlink}
• {Customer Story 2 Hyperlink}
• {Customer Story 3 Hyperlink}

Best,

{Sender Signature}"

2. "I don't have the money."

The cost of the plan you are trying to push may be something your prospect can't commit to. Offer more affordable plans or flexible payment options that still fix their problem and give you a chance to upsell in the future.

💡 Rebuttal Example

"Noted. We offer monthly payment options as well. This will cut down the upfront cost by X%. On top of that, as a new user, you get 10% off your first month. I think this can be a great way for you to start seeing some results on {challenge}."

3. "I need to use the budget elsewhere."

Nowadays, there are tons of software or tools available. Your prospect may be already allocating their budget to other solutions. Approach the situation as a business necessity. Show how your product/service has helped similar companies achieve goals. Use data on ROI and relevant KPIs to support your arguments.

💡 Rebuttal Example

"{Company A} and {Company B} have cited that as a barrier to committing to us. However, after trying {Solution} for 4 months they have reported X% increase in {KPI 1} and X% decrease in {KPI 2} time. They broke even after two months, bridging the overall ROI to X%. We believe you'll be able to achieve similar results in less time. What do you think?"

4. "Competitor X is cheaper."

Competitor-related objections are a common call-out in sales. They tend to show up when your prospects don't understand the actual value of your solutions. And aggravate when competitor advantages, like price, are at stake.

When this happens, explain why your product is better and worth the price. Show them your competitive advantages, and if needed, highlight a positive review of one of your clients to solidify your argument.

💡 Rebuttal Example

"Although {competitor X} offers a lower price, they don't offer {relevant feature} to solve {prospect pain point}. We can offer you better results. But don't take our word for it. See what {Similar Company to Prospect} has said about their experience with {solution}."

5. "Competitor X made me a better deal."

When this objection comes up, it's possible that your competitor has cheaper pricing plans; or has provided the prospect with a discounted deal. Regardless, determine if the competitor can solve all prospect's challenges and draft a response upon findings.

If the competitor lacks service, highlight how your solution provides more value to them. Give a counteroffer if the competitor's solution is at the same level as yours.

💡 Rebuttal Examples

“In what ways does {competitor} solve {challenge}? "

“What differentiates {your solution} and {competitor solution}?”

“Does {competitor} offer {relevant feature} to solve {pain point}, like we do?”

6. "I can't enter a long contract."

High upfront costs can scare prospects away. When this happens two reasons can be behind it. One, your prospect is on a tight budget and can only commit to a partial year of payment upfront. Two, your prospect is still determining if the commitment will be worth it.

In both situations, address this objection by offering a monthly or quarterly payment plan. This will solve immediate budget-related issues and provide hesitant prospects with the opportunity to try your product and see its full potential.

💡 Rebuttal Example

"That's understandable. We offer different contract terms and payment plans that fit your business needs better. How about we discuss them?"

‍

Interest or Trust-related Sales Objections and Rebuttals 😕

7. "I'm not interested."

Besides straight-up ghosting, "I'm not interested" might be the objection sales professionals get the most. This can happen for a variety of reasons, including:

• They're busy.
• They don't get how your solution can help them solve their problems.
• They are already using another solution.
• They don't have a challenge to overcome.
• They hate sales calls/emails.
• (...) And the list goes on.

To overcome this objection, figure out why they aren't interested in your solution. Start by asking why they're not curious to learn more and determine follow-ups according to the prospect's answer.

💡 Rebuttal Example

"I understand. Could you tell me why you're not interested? In the meantime, here are some case studies about {Prospect industry} that you might find helpful."

8. "I don't understand your product."

This objection is a sign of one of two things. One, your pitch wasn't clear. Two, your product is too technical to understand. If you believe the first situation occurred, ask the prospect what aspects of the product they didn't understand and provide clarification. Use case studies and statistical data to provide a clear picture of the solution and its capabilities.

On the other hand, if you believe your product is too technical to explain, try using a demo video to enlighten the prospect's mind.

💡 Rebuttal Examples

"I see. Maybe I wasn't clear. May I ask what exactly is confusing you?"

"Noted. What questions do you have about the solution?"

"I understand. Would this video help clarify any uncertainty?"

9. "I've never heard of your company."

Brand positioning plays a significant role in purchase decisions. If your brand is well known, prospects have probably heard about it through WOM. This sense of credibility facilitates objection handling and the buying process. But what about when prospects don't know your company?

When prospects pull out the "Who are you?" type of card, avoid getting defensive or trying to "save face." Instead, turn the situation into something positive. Highlight your value propositions and open conversation about what ways you can help them in a brief paragraph.

💡 Rebuttal Example

"Well, then, let me tell you what we do! We help solve {challenge} in {industry} with {solution}. I would love to chat with you about {pain point} to understand how we can help."

10. "I need more information."

When prospects ask for more information, it's time for some qualification questions. Understand what they are interested in learning more about, and follow up with questions about their goals and challenges to understand if they are a good fit for your business.

💡 Rebuttal Examples

"I'm happy to send you some materials. What would you like to learn more about?."

"Sure. What challenges are you trying to overcome? I have a great case study about {Similar Company to Prospect} that could be of help.

11. "It looks difficult to implement"

If your company sells a complex software solution, this objection will likely come up. Remove some of these concerns by assuring them that you will do most of the work.

💡 Rebuttal Example

"I know this sounds a bit overwhelming. But, we offer technical support to all our customers to facilitate implementation. We also provide employee training and detailed tech docs to kickstart your team on {solution}. Let me know which processes you are more concerned about, and we can adjust support according to your needs."

12. "You don't have feature X."

If prospects call out a missing feature, it's possible your solution only checks some of their boxes. When this happens, determine if the feature they are calling out is a priority. If it isn't, suggest a third-party solution that integrates with your product. Otherwise, remove them from your list of leads, as they don't qualify for your product.

💡 Rebuttal Example

"{Company} is a partner of ours and offers feature X. You can use them with our solution to better achieve your goals. Many of our customers are using it already, and so far, feedback is positive."

13. "I saw bad negative reviews."

Negative feedback can taint the image of any company. As a salesperson, it's your responsibility to address it whenever prospects call out. When this happens, understand which issue they are referring to, acknowledge the situation and show them how you have solved it. It will help build credibility and trust among prospects.

💡 Rebuttal Example

"Thank you for bridging that up, {Prospect Name}. We solved {pain point} and conducted a thorough review to prevent it from happening again. I'm happy to share a case study we developed on the issue resolution."

14. "I don't see a potential ROI."

Similar to "It's too expensive," when prospects object due to ROI-related reasons, it's because they don't understand the value of your solution.

When this objection comes up, it's time to bring some numbers into the conversation. Share case studies and customer success stories that showcase how your product helped similar companies overcome their challenges.

💡 Rebuttal Example

"There's definitely potential, {Prospect Name}. I would love to share a case study about {company} and how they achieved X% ROI in 4 months. Are you available for a call this week?"

‍

Need-related Sales Objections and Rebuttals🤔

15. "I don't see how your solution can help me."

This objection signals that prospects need help understanding your product's total value. Research more about their business and industry, reassess their needs and follow up with relevant value propositions.

💡 Rebuttal Example

“Many companies in {Prospect industry} face {pain point}. What challenges are you currently facing? I might have an alternative solution to help you achieve your goals."

16. "I'm using competitor X."

Another common objection you may encounter during cold outreach is, "I'm already using another solution." Unfortunately, this means your competitor got to your lead first. Still, it doesn't mean you have to give up.

To overcome this objection, understand how the prospect feels about the competitor. Ask them what's working well and what's not determine which challenges your product can solve.

💡 Rebuttal Example

"How is the experience so far? I’m asking because {Company A} was also using {Competitor} but recently changed to our solution due to {Benefit 1} and {Benefit 2}. We believe we can offer you the same results, if not better. Are you available for a quick chat this Thursday?"

17. "We are doing great in this area."

Sometimes prospects believe no problem exists. Other times, they don't have any issues to solve. When this objection arises, reassess their goals and challenges to understand if your solution can help.

💡 Rebuttal Example

"That sounds great. What are your current goals? And what are you doing to achieve them? "

18. "We don't have that business challenge."

When prospects use this objection, it can be because of one of two things. One, they are trying to brush you off. Two, they don't know they have a problem. To overcome this objection, determine how they are dealing with the challenge and what are their current pain points to see how you can help them.

💡 Rebuttal Example

"Interesting. What solutions are you using to overcome {challenge}? What challenges are you currently facing?"

19. "We are happy with the way things are"

When you hear this objection, it can be either of the following:

• Prospect doesn't have any problem to solve
• Prospect has a problem but doesn't know it

In any case, this results in them not seeing a need for your solution. To overcome this, dive into some discovery questions to understand if they qualify for product/service.

💡 Rebuttal Example

"I see. How are you currently dealing with {pain point}? How much progress have you made?"

20. "Your product doesn't integrate with our tools."

When potential customers are committed to a toolset, selling can be challenging. When this objection happens, discover what prospects accomplish with these tools and why they need them. Find a workaround if you or one of your partner vendors may offer the same solution.

💡 Rebuttal Example

"Which tools are you using? In what ways do they help you?"

21. "Your solution doesn't solve my problem."

If you hear this objection, odds are you made a wrong assumption about your prospect. However, it's also possible that your prospect didn't understand your product.

In both cases, approach the situation by asking more questions about their goals and challenges.

💡 Rebuttal Example

“Apologies {Prospect Name}. We work with several companies in {Prospect Industry}. Most of them have {pain point}, but if that's not the case for you, I would love to learn more about your current goals and challenges."

‍

Time-related Sales Objections and Rebuttals ⌚

22. "Fixing X problem isn't a priority right now."

When you hear this objection, it could be for one of two reasons. One, your prospect has a lot on their plate and can't focus on solving X challenge right now. Two, they are not interested in what you have to say.

To overcome this objection, ask what challenges they are currently prioritizing. This way, you can understand their needs and adjust your response accordingly.

💡 Rebuttal Example

"{Company A} and {Company B} told me the same thing before, and now they are using {solution} to improve {pain point}.

From what I understand, improving {pain point} is an important metric for your business too. Could you tell me why you are not interested in optimizing these indicators at this time?"

23. "I'm busy."

Prospects are regular people, and they are just as busy as you. Overcome this objection by showing them that you're not looking to use much of their time.

💡 Rebuttal Example

"I understand {Prospect Name}. Your time is valuable, and I want to use it wisely. Can I quickly review some of your goals and how {solution} may accelerate them?"

24. "Your solution will take too long to implement."

If your company sells a complex solution, this objection might come up. Like "It looks difficult to implement," assure them that your team will facilitate and expedite implementation.

💡 Rebuttal Example

"I understand why you may feel that way. But our technical support team can help you expedite implementation with employee training and custom assistance. I would love to connect you with our lead engineer to discuss your timeline and priorities."

25. "Call me back in 4 months."

Many prospects use this type of sales objection in hopes you stop contacting them. Don't give up! Uncover why they are brushing you off with some qualification questions.

💡 Rebuttal Example

"Sure! I'll get in touch with you then. But before you go, what might change between now and when we speak in 4 months?"

26. "I don't have time."

This and other objections like "Just send me an email" are common blockers prospects use to avoid sales calls. Overcome these barriers by figuring out if the prospect cannot talk with you. If they really can't speak to you, schedule a follow-up when they are available. If they are dodging you, insist you won't use much of their time.

💡 Rebuttal Example

"I completely understand. Give me 2 minutes of your time to explain how {solution} can help you solve {pain point}. I promise I'll be fast!"

27. "We can't implement this right now."

Similar to "Fixing X problem isn't a priority right now," this sales objection indicates that your prospect is either focusing efforts on other challenges; Or they are trying to dismiss you.

Regardless of the reason, overcome this objection by asking what priorities they are focusing on at the moment. This way, you understand their challenges and follow up with a relevant value proposition.

💡 Rebuttal Example

"I see. May I ask why solving {challenge} isn't a priority at this time? What are you currently focusing your efforts on?"

‍

Authority-related Sales Objections and Rebuttals 📌

28. "I need to talk with my team."

When there are multiple stakeholders, this objection is bound to occur. When this happens, try to get the other stakeholders involved in a call. If they agree, this can help you to accelerate the buying process.

💡 Rebuttal Example

"May I ask, what do you want to discuss with them? If you'd like, I can schedule a call to discuss any questions with your team."

29. "I'm not the right person for this"

If you hear this, your prospect is trying to say they are not the right person to have this conversation with you. The reason can be that they don't have enough authority to decide or are unfamiliar with the topic. In any case, overcome this objection by asking them which person you should contact.

💡 Rebuttal Example

"Hi {Prospect Name}, thank you for letting me know. Who is the right person to speak to regarding this topic? Could you please redirect me to them?"

30. "I don't have the authority to approve this"

If you hear this, it means your prospect is not the right person to approve the purchase of your product or service. Overcome this objection by getting in touch with the right person. Ask the prospect who's responsible for decision-making and request them an introduction.

💡 Rebuttal Example

"Hello {Prospect Name}, thank you for letting me know you're not the right person to approve this decision. Who in your team is the right person to speak to regarding this? Could you please redirect me to them? Thank you in advance!"

31. "I can't sell this internally."

This objection signals that your prospects don't have enough influence to sell your solution internally. Help them overcome this by understanding which objections the rest of their team may point out.

💡 Rebuttal Example

"Hey {Prospect Name}, that's why I'm here. Do you have any specific concerns? What do you think your team will object to? I might have some helpful materials to help you build the case internally."

‍

Optimize sales objections and rebuttals with Thumb

Thumb helps sales teams track sales interactions and gain strategic insights about their product, customers, and competitors.

Add sales objections and rebuttals into your playbooks and put them to the test. Invite Thumb's meeting assistant to your calls and optimize objection handling according to performance.

Visit thumb.is or request a demo to learn more.