The Most Common Objections To Cold Calling

Let me start by saying that I adore cold calling. It’s the best way to get new business, and it’s an excellent way to develop your sales skills. However, there are some days when cold calling just doesn’t work out as well as you’d hoped. That’s where objections come into play.

An objection is something that your prospect says or does which indicates that he or she isn’t interested in what you’re selling at the moment. A good salesperson handles objections well – because they know how to address them head-on!

That being said, there are about 35 common objections that come up during cold calls (and many more than this). In this article we’ll go over each of them so you can be prepared for whatever comes your way as a professional sales person:

Introducing The Top 9 Most Common Cold Calling Objections

Key Takeaways
1. Identify objections as opportunities for engagement.
2. Practice active listening to understand prospects’ concerns.
3. Tailor responses to address objections with personalized solutions.
4. Showcase the value and benefits of your offering to alleviate concerns.
5. Be prepared to provide evidence, testimonials, or case studies as proof.
6. Build rapport and trust through genuine conversations.
7. Persistence and follow-up can turn objections into successful interactions.
8. Research prospects to align your pitch with their specific needs.
9. View objections as a chance to educate prospects about your solution.
10. Adapt and refine your approach based on objection patterns.

Table of Contents

I’m Not Interested

This is an objection that you can’t argue with. Don’t try to convince them otherwise, don’t ask why they aren’t interested and don’t ask for feedback. The only thing you can do is move on.

If the prospect has already said, “No,” then there’s no point in asking for their email address or phone number so that you can follow up later.

Even if he or she gave me those things and promised not to unsubscribe from my list or change his phone number immediately after I hung up (which rarely happens), it wouldn’t be worth it because I would be wasting my time contacting someone who isn’t interested in what I have to offer right now.

Overcoming objections in cold calling requires effective communication skills. Learn how to improve your communication with these 16 simple steps that can help you build rapport and address concerns more efficiently.

We Already Have A Vendor That Provides That Service

This is one of the most common objections, and it’s usually not legitimate. If they already have a vendor providing a service, they’re not likely to be looking for another one.

So don’t take this as an opportunity to brag about your company or explain how much better you are than their current provider.

Instead, try to find out what it is that makes them happy with their current provider so you can show how you can offer something similar but at a lower cost or higher quality.

You may also want to ask questions about why they are sticking with the same provider if there seems to be room for improvement:

Do they like having just one vendor?
How do they feel about the level of service from this vendor?
What would have to change for them to move away from their current provider?

I’m Too Busy Right Now

There are many reasons that a prospect might not be able to speak with you at the moment, but here are some of the most common:

They don’t know what your company does.
They think that they already have someone who can handle their needs in this area.
They’re waiting for an appointment with someone else.

If you want to schedule a meeting, you should find out exactly when it will work best for them and put those dates on their calendar so they’ll be reminded about it by their assistant or manager if something comes up.

If there’s no room in the customer’s calendar shortly, ask them if they’d rather call back later or discuss scheduling over email so that they can double-check their availability before making any commitments.

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I Don’t Have Time To Talk Right Now

If someone tells you that they don’t have time right now, don’t take it personally. They’re not telling you that they don’t like you or your company they just mean that they can’t stop what they are doing to talk to a cold caller at that moment.

Instead of getting offended, take this as an opportunity to ask follow-up questions and demonstrate why your product or service would be helpful in their current situation. You can say something like “I understand [insert reason].

Would tomorrow be better? Or perhaps next week?” Or maybe even try “Is there anything specific about my phone call so far that has made it difficult for you to focus on what’s important?”

If their answer is still no, keep building rapport by asking them more about themselves – what’s their day like? Are there any big projects going on? Where do they work? Ask them how long ago the project began (or will begin). Be curious!

I Don’t Need Your Product Or Service

If a prospect is telling you that they don’t need your product or service, don’t take it personally. Instead, ask questions to find out why.

You might have the best product in the world and your competition may not even come close to what you offer. But if a customer doesn’t know about it, there’s not much use for them in using your services.

So instead of going into sales mode right away when someone tells you they’re not interested in buying from you, ask questions:

Who else do they use?
What other options were considered?
What were their reasons for choosing those products over yours?
How could those reasons be addressed by working with us instead?

Also consider asking if there are any other concerns or objections that would prevent them from purchasing from us (e.g., price point, quality control concerns).

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We’re Happy With What We’re Using

This is a difficult one. If a company has been using the same solution for years, they won’t be quick to move on if they’re happy with it.

You have to be able to prove that your product or service is better than what they’re currently using. You’ll need to show them how their life will be easier if they switch over, or how their business could grow more quickly by switching over.

Call Me Back Later

If someone you call says that they’re busy and will get back to you, it’s important to follow up with them. You can do this by calling them at another time, or sending an email asking if they’re available for a chat.

It’s also a good idea not to be pushy when following up on your offer; be sure not to sound apologetic or rude or too friendly or too formal the goal is just for the person on the other end of the line to feel comfortable getting back in touch with you without feeling pressured into doing so.

I’ve Changed My Mind

If you hear that the prospect has changed their mind, be sure to ask why. Most will not feel comfortable sharing the reason with you, but this is an opportunity for you to learn how your prospect feels about salespeople and cold calling in general.

When asking why they changed their mind, don’t forget to ask if they have any other questions or concerns they want to be answered before making a decision.

This will help you understand what information it would take for them to feel comfortable enough with a product or service from your company.

You can also use this as an opportunity to address any objections that may come up later on by addressing them now instead of later when it could cause more harm than good for both parties involved in the transaction.

You might even be able to get feedback from them about other options or ideas that could improve upon what’s currently available on market today!

No Thanks, We’re Not Interested

This is a common objection, but it’s important to ask questions to understand why. If you determine that the client is not interested in your product or service, ask if they know anyone who might be. You may be able to redirect the lead and win another sale!

If you feel like the prospect isn’t interested because of price or timing (two good reasons), offer a free trial period. This could change their mind about your company.

Starting your cold calling journey? Get ahead with practical advice and tips for beginners that can help you navigate objections, hone your skills, and build the foundation for successful customer engagements.

Send Me Some Information And I’ll Get Back To You

This is a common objection and one that you should be prepared for. When someone says this to you, they are allowing you to follow up.

You mustn’t overlook this chance and make sure your next communication with the prospect is more deliberate than before.

You have a few options here. You could send them information about your company via email or mail (if they gave their contact details), you could send them a proposal or quote, or even a case study or brochure if it applies to what they’re looking for.

Send Me Your Proposal/Quote And I’ll Review It

“Send me your proposal/quote and I’ll review it.” This is a great way to go if you’re selling a product, but not so much when you’re trying to get a meeting or sell an idea. You can try sending something like:

“I’d love to give you a free trial of our service/product so we can show how it works in your environment.” Or:
“Let’s meet for coffee next week so we can talk about how [your problem] could be solved using [your solution].” Or:
“If this is something that would benefit from us working together, I’d love for us to chat more about whether it would make sense for us to work together.”

Your Price Is Too High!

If your price is too high, explain why it’s fair and consider these points:

A good deal is one you can get out of quickly. If a prospect tells you that your price is too high, don’t feel pressure to negotiate. They may be telling the truth or they may be trying to get rid of you so they can work with someone else.

Either way, it probably isn’t worth it for either party to keep talking if there isn’t an immediate fit or benefit on both sides. So just say thank you, offer another alternative if possible (such as offering a discount), and wish them luck in finding the right solution.

It could be because they’re not ready yet; remind them who benefits most from [your product/service] and then ask what’s preventing them from using it right now?

Your Competitor Offered A Better Price!

You need to be ready with a response to this objection. You should be able to explain why you are better than your competitor, and why their price isn’t as good as it seems. The best way to do that is by showing how much more value your product or service offers.

If they get the same thing from another company at a lower cost, ask them: “What features would they need for you not to buy from us?

Would it be worth paying more than our competitors? How much would they have to add on before it became worth buying from someone else?”

We Already Have Enough Business In That Area/Location/Industry Sector, Etc

If they say they’re not interested because they don’t want to spend the money, you can respond by saying “we can work with you to increase your business” or “we can help you achieve your goals.”

If they say that their industry sector doesn’t need a service like yours, ask them if there are any other products or services that would also be beneficial. For example:

“We have found that many people who call us have already tried our competitor’s product but were unhappy with it. Would this be one of those situations?”

We Already Work With One Of Your Competitors! (Or “We Like To Keep Things Loyal.”)

When a client says they already work with one of your competitors, it’s tempting to try to convert them by saying something like “Well, I’ll have you know that we’re not trying to replace anyone. We just want to offer our product or service.” This is normally a bad idea for two reasons:

You are putting the onus on them instead of selling yourself. When someone says they’re happy working with another company, it’s usually because they’ve been happy so far and don’t see any reason why they should change vendors.

In this case, you should not be making excuses for why your product or service will be different from what their current vendor provides;

Instead, you should focus on how it can help them grow their business in some way whether it means increasing revenue or increasing efficiency depending on the needs of your prospect, and demonstrate why switching away from their current vendor would benefit them in some way.

Your client may have switched vendors because there was an issue between both companies you don’t want to risk being associated with negative feelings toward another vendor when trying to convince people that yours is better!

The economy is bad right now… times are tough… we’re having a hard time… things are really slow… etc. (Any form of identifying the current situation as poor.)

It’s easy to dismiss the prospect’s concerns as unimportant or irrelevant. But if you don’t understand what they’re saying, you will never be able to address their needs.

The first step is to identify the objections that are most common in your market and industry. Then take a closer look at each of them, asking yourself:

What do these clients want?
What are their biggest concerns?
What do they see as barriers in their way?
From there, you’ll be able to create more effective responses for each objection (and any others that may arise).

Embrace alternative approaches to cold calling that don’t suck the energy out of you. Discover 10 non-sucky ways to cold call prospects as a marketer and explore fresh perspectives that can break through objections and generate meaningful interactions.

You Can’t Afford Us! (If You Sell Anything That Costs More Than $30.)

If you sell something that costs more than $30, it is a good idea to explain why you are worth the price. The client might be willing to pay $125 for service because they find the value of the work to be worth it.

However, if you only have a vague explanation and don’t provide any numbers or other data, then they may think that you have no evidence to support your pricing model.

I Can’t Make Any Decisions Right Now – Call Me Back Later In The Month / Next Quarter / Next Year… (Any Form Of Avoiding Making A Decision.)

This is one of the most common objections you’ll hear during a cold call. The person you’re calling is looking for an excuse to get off the phone, or they just don’t want to make a decision right now.

There are many reasons why someone might not be able to decide at the moment. Perhaps they aren’t interested in what you have to offer, or maybe they don’t have enough information about your product or service.

In these cases, asking questions can help you uncover what’s going on and find out when they might be ready to engage with your company again.

You can ask questions such as: “How do I know when it would be more convenient for me to reach out?” “What type of information would help me understand better how my company could help yours?”

If it seems like there’s no real reason why someone can’t commit right now (i.e., if they seem very interested).

Try asking them what their timeframe looks like so that when it comes time for another follow-up call with them later this month/quarter/year (or whenever) – that will give both parties some added context before making contact again

When You Know What They Are And How To Handle Them, Objections Become Less Daunting

When you’ve done your research, know what objections are normal, and have a plan for handling them, objections will become less daunting. After all, they’re just signs that your prospect is engaged!

If you can identify the objection and respond appropriately it means that your prospect has done his/her homework and wants to learn more about your product or service.

If you handle the objection well and still don’t land a deal from the lead then keep in mind that this is progress! You’ve moved one step closer to closing them on their next touch point with you.

Conclusion

We hope this list of common objections will help you to handle your next cold call. Remember that the best way to overcome an objection is to address it head-on, be polite and respectful and make sure that any information you give them is accurate.

FAQs

What are some effective ways to handle objections during cold calls?

Addressing objections during cold calls requires active listening, empathy, and concise responses that highlight the benefits of your offering. Focus on problem-solving and showcasing value to alleviate concerns.

How can I build rapport with potential clients to reduce objections?

Building rapport involves finding common ground, showing genuine interest, and demonstrating expertise. Personalizing your approach and focusing on the prospect’s needs can establish trust and minimize objections.

Are objections always a negative response during cold calls?

Not necessarily. Objections often indicate engagement and interest. They provide an opportunity to address concerns and offer solutions, ultimately leading to more informed and positive interactions.

What role does research play in overcoming objections?

Researching your prospects beforehand allows you to tailor your pitch to their specific needs and pain points. This personalized approach demonstrates your understanding and can help overcome objections more effectively.

How important is follow-up after encountering objections?

Follow-up is crucial. It shows persistence and commitment to resolving concerns. Send additional information, case studies, or success stories that reinforce the value of your offering and address objections raised.

Costantine Edward

Costantine Edward is a digital marketing expert, freelance writer, and entrepreneur who helps people attain financial freedom. I’ve been working in marketing since I was 18 years old and have managed to build a successful career doing what I love.