Send us a text

This episode is all about something every sales rep deals with: objections. Instead of seeing them as roadblocks, the episode encourages us to view objections as chances to better understand our prospects and build stronger relationships.

It focuses on five common objections — price, need, trust, competition, and timing — and walks through a clear, step-by-step approach for handling them effectively.

The main takeaway? Don’t just react — prepare. Successful reps don’t wing it when objections come up. They follow a plan, and they stick to the process.

Here are the four key steps:

1. Listen First (Really Listen):
   Let the prospect talk. Don’t interrupt or jump in with a solution too soon. Try to understand what’s really behind the objection — what they’re feeling, what they’re worried about. When someone feels heard, they’re more open to hearing you out.
2. Acknowledge and Show Empathy:
   Let them know you understand where they’re coming from. Even if you don’t fully agree, recognize that their concern is real to them. Simple responses like “I get why you’d feel that way” go a long way in building trust.
3. Ask Thoughtful Questions:
   Now’s the time to dig a little deeper. Ask open-ended questions to uncover the real reasons behind the objection. This helps you avoid assumptions and gives you the clarity you need to respond in a meaningful way.
4. Present Your Value:
   Once you know what matters most to the prospect, show how your product or service solves that specific problem. Don’t just list features — connect the dots. If they’re concerned about cost, explain the return on investment or long-term savings.

The episode makes it clear: You can’t skip steps. Rushing through this process or jumping to the pitch too soon usually backfires. Great salespeople are ready ahead of time. They expect objections, and they know how to respond without sounding scripted or defensive.

Bottom line: Objections aren’t the end of the conversation; they’re often the beginning of real progress. With the right mindset and preparation, objections can become your best opportunities to win trust and close the deal.

Support the show

Scott Schlofman
Mike Williams - Cell 801-635-7773

#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach