What buyers say, and how to answer.
The objections that come up on sales calls, one page each: what the buyer usually means, how to prevent it, the core move, how the selling styles handle it, and how to practise it out loud.
The objections
“It’s too expensive”Don’t defend the number. Ask what “expensive” is being compared to, put the price next to the cost of the problem in the buyer’s own figures, and ask again plainly. If the money genuinely isn’t there, say so and stop.“Someone else quoted us less”Don’t cut your price straight away and don’t criticise the competitor. Ask what the other quote includes, compare like with like, and explain any real difference in the buyer’s terms. If the offers are the same, the cheaper one may be the right choice for them.“We don’t have the budget”Don’t discount straight away. Find out which it is: no money at all, money allocated elsewhere, or not yet convinced it is worth spending on. Answer the real one, with their own numbers. If the money genuinely isn’t there, say so and step back.“I need to think about it”Don’t accept it and don’t argue with it. Ask warmly what specifically they would be thinking over. You will usually hear the real objection, whether money, a partner, trust or doubt that the problem is worth fixing. Answer that one, then ask again.“Call me back next quarter”Don’t just write the date down. Ask what will be different next quarter. If there is a real reason, agree a specific time and what you will discuss. If nothing will change, gently ask what is really in the way.“I need to talk to my partner”Treat it as real until you learn otherwise. Find out what the partner will want to know, answer it now, and where possible bring the partner into the conversation, rather than sending your pitch secondhand through someone else.“I need to run it by my boss”Treat it as real. Ask what the boss will want to know, and whether your contact is for it themselves. Answer those questions now, give them what they need to make the case, and ask to include the boss in the next conversation.“Just send me some information”Usually a polite exit, occasionally a real policy. Ask what they would want the information to tell them. If it is an exit, give one line on what waiting costs them and ask again. If they genuinely need something in writing, send one specific thing and book the follow-up call in the same breath.“I’m not interested”Don’t argue and don’t pitch harder. Acknowledge it, then ask one honest question, such as whether it is the timing or the topic. If they repeat the no, or ask you to stop calling, thank them and end the call.“I’m too busy right now”Respect it, briefly. If they are genuinely in the middle of something, agree an exact time to call back and let them go. If “busy” is a reflex, one honest line about why you are calling, then let them decide. And if busy is the problem you solve, ask about it; don’t tell them.“We already have someone for that”Don’t run the current supplier down, and don’t answer with proof or guarantees; trust isn’t the issue. Ask how well the current arrangement handles the specific problem you solve. If it handles it, say so and leave. If it doesn’t, the buyer will tell you.“We do that in-house”Don’t criticise the person doing it. Agree that in-house can work well, then ask one checkable question about the part you help with, such as what happens to new enquiries when that person is busy. If it is covered, say so and end the call.“We’re under contract”Respect the contract and never suggest breaking it. Ask when it ends and how it is going, then agree a specific time to talk before renewal. If they are happy and plan to renew, thank them and end the call.“We tried something like this before”Don’t defend your product and don’t criticise the last one. Ask what happened and why it failed. If your offer would fail the same way, say so. If it is genuinely different on the thing that went wrong, explain only that, and let them judge.“We’ve got enough work”Ask, don’t assert: you don’t know their business. A full diary can mean they genuinely don’t need more, or that they are full of the wrong work. Find out which, and walk away cleanly if it is the first.“How do I know this is legit?”Stay calm and don’t grovel. Scepticism is healthy. Offer only real, checkable proof: who you are, how they can verify it, and any terms that genuinely limit their risk. Never invent reviews, results or guarantees to win the point.“How did you get my number?”Tell the truth about where the number came from, in one sentence, then say why you called in the next. If they ask not to be called again, confirm you will remove them and end the call.“What’s this regarding?”Say your name, your company and one specific reason for calling, then ask directly for the owner by name. Don’t pitch the receptionist and don’t pretend the owner knows you. If they will not put you through, ask when the owner is easiest to reach.“I’m not giving my card over the phone”Agree with them. Never ask them to read card numbers out loud. Send a secure payment link, let them enter the details themselves, and stay on the line until it goes through.“Take me off your list”Stop selling. Confirm you will remove them, thank them, and end the call. No rebuttal, no “before you go”, in any style. If they soften a moment later, the removal still stands.
How to use this library
Start with the short answer, then read what the objection usually means. Most objections have more than one cause, and the right answer depends on which one you are facing.
Then read the prevention section. The best answer to most objections is given earlier in the call, before the buyer raises it.
Finally, practise. Each page ends with three short reps to run with Coach Selly, and what Selly scores. Reading an answer and saying it under pressure are different skills.
What every good answer shares
The selling styles disagree about tone, pace and pressure. Every answer in this library still follows the same few rules:
- Find out what the objection means before you answer it.
- Answer the real concern, not the words.
- Nothing invented: no made-up results, reviews, guarantees or deadlines.
- Finish with a clear ask, or a clean exit.
- A request to stop calling is not an objection. Confirm it and end the call.
Hear the objection, answer it out loud
Run a practice call with Coach Selly and try your answer until it comes out clean.
Keep going
Example exchanges are written for practice, not taken from real calls. Practice does not guarantee a sales result.