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S3 E25 : 10 most common negotiation objections
Stop losing deals at the last mile.
In this week’s episode of The Biz Show, we unpack the 10 most common objections—what they mean psychologically and exact lines to respond without sounding salesy.
Top 10 + quick counters
“Too expensive.” → Reframe to outcomes/ROI.
“No budget.” → Phase the rollout; align to cycle.
“Need to ask my boss.” → Map the approval path together.
“We’re happy now.” → Cost of inaction for 12 months.
“Not sure it’ll work.” → Pilot w/ success criteria.
“Bad timing.” → Low-lift start (<4 hrs this quarter).
“Competitor is cheaper/has X.” → If price equal, which wins? Then trade scope/terms.
“Contract terms worry us.” → Tackle true risks; adjust indemnity/termination.
“Implementation headache.” → White-glove plan + named CSM + 30-60-90.
“Doesn’t solve our real problem.” → Re-diagnose; agree on KPI and pause clause.
Pro moves: Treat objections as data, label the concern, use calibration questions, trade—don’t concede, and make the next step tiny (pilot, stakeholder call, redline review).
Listen now:
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By Barry Bestpitch / Lisa Marie ManifoldStop losing deals at the last mile.
In this week’s episode of The Biz Show, we unpack the 10 most common objections—what they mean psychologically and exact lines to respond without sounding salesy.
Top 10 + quick counters
“Too expensive.” → Reframe to outcomes/ROI.
“No budget.” → Phase the rollout; align to cycle.
“Need to ask my boss.” → Map the approval path together.
“We’re happy now.” → Cost of inaction for 12 months.
“Not sure it’ll work.” → Pilot w/ success criteria.
“Bad timing.” → Low-lift start (<4 hrs this quarter).
“Competitor is cheaper/has X.” → If price equal, which wins? Then trade scope/terms.
“Contract terms worry us.” → Tackle true risks; adjust indemnity/termination.
“Implementation headache.” → White-glove plan + named CSM + 30-60-90.
“Doesn’t solve our real problem.” → Re-diagnose; agree on KPI and pause clause.
Pro moves: Treat objections as data, label the concern, use calibration questions, trade—don’t concede, and make the next step tiny (pilot, stakeholder call, redline review).
Listen now: