After analyzing over 50,000 cold calls at Cold Call Gym, we've identified the 15 objections that account for 94% of all pushback. Master these responses, and you'll never be caught off guard again.
The secret? Great objection handling isn't about clever comebacks - it's about preparation. Top performers practice these scenarios until their responses are automatic. That's why they close 3-5x more deals than average reps.
The Golden Rule of Objection Handling
Never argue. Never defend. Always acknowledge, empathize, and redirect.
Formula: Acknowledge → Empathize → Question → Value
The 15 Most Common Objections (And How to Handle Them)
1. "I'm Not Interested"
Why they say it: Reflex response to sales calls. They don't actually know what you're offering yet.
Response #1 (Pattern Interrupt):
"I totally understand - you're not interested in something you know nothing about. That's actually why I called. Can I ask you one quick question before you hang up?"
Response #2 (Empathy + Redirect):
"That makes complete sense. Most of our best customers said the same thing initially - until they realized we help [specific outcome]. Can I take 20 seconds to explain why I called, and you can decide if it's worth 5 more minutes?"
Response #3 (Direct):
"Fair enough. Out of curiosity - are you not interested in [achieving specific outcome they care about]? Because that's the only reason I'd stay on the line if I were you."
2. "Send Me Some Information"
Why they say it: Polite brush-off. They want to end the call without saying no directly.
Response #1 (Qualification First):
"I'm happy to send something over. Before I do - can I ask what specifically you'd want to see? We have materials for [different use cases] and I want to make sure I send the right thing."
Response #2 (Challenge Assumption):
"I could definitely send something, but honestly? You'll probably just file it away and never look at it. Instead, how about I show you exactly how this works in a quick 10-minute screen share? That way you can see if it's even relevant before I clog your inbox."
Response #3 (Get Commitment):
"I'd be happy to. If I send this over and it looks interesting, would you be open to a 15-minute call Thursday to discuss? [Wait for answer] Great - let me ask you two quick questions so I send the right materials..."
3. "We're Already Working with Someone"
Why they say it: Either true, or a deflection to avoid evaluating alternatives.
Response #1 (The Comparison):
"That's exactly why I'm calling. Most companies we work with were using [competitor] before they switched to us. Can I ask - how's that relationship working out? Getting everything you need?"
Response #2 (Industry Insight):
"Makes total sense - most of our clients were too. What we've found is that [industry] companies typically use their current vendor for [X] but struggle with [common pain point]. Is that something you've run into?"
Response #3 (Future Positioning):
"Got it. I'm not asking you to switch tomorrow. But when's your contract up for renewal? [Listen] Perfect - even if you renew, it makes sense to know what else is out there, right? Let me show you what's changed in the last [time period]..."
4. "We Don't Have Budget"
Why they say it: Either literally true, or they don't see enough value yet.
Response #1 (Reframe as Investment):
"I totally get it - budget's always tight. But that's actually why this is worth looking at. Our clients typically see ROI within [timeframe] because we help them [specific outcome]. If I could show you how this pays for itself, would budget still be an issue?"
Response #2 (Budget Cycle):
"No worries - when does your budget reset? [Listen] Perfect. Most of our deals take 2-3 months anyway, so if we start the conversation now, we'll be perfectly timed for your next budget cycle. Plus, I can show you how to build the business case..."
Response #3 (Challenge):
"Fair enough. Can I ask - if you had unlimited budget, would this be a priority? [Listen] Okay, so it's not really a budget issue, it's a prioritization issue. Help me understand - what would need to change for this to become a priority?"
5. "I'm Too Busy Right Now"
Why they say it: Usually true. Also a test to see if you'll give up.
Response #1 (Acknowledge + Schedule):
"I totally understand - I'm catching you at a bad time. Can I get 15 minutes on your calendar next week? How's Thursday at 10am or Friday at 2pm?"
Response #2 (Busy = Need):
"That's exactly why I called. The busiest people are the ones who need this most - we help [companies like yours] save [X hours/week] on [process]. Can I take 45 seconds to explain, and if it's not relevant, I'll let you go?"
Response #3 (Persistence Test):
"I get it - everyone's slammed. Quick question though: is this a bad week, or should I try back in a month? Just want to know when to circle back."
6. "Just Email Me"
Why they say it: Trying to end the call politely.
Response #1 (Email + Meeting):
"I can definitely do that. But here's what usually happens - I send an email, it gets buried, and we never connect. How about this: I'll send a quick overview, and let's get 10 minutes on the calendar for Thursday. If you read it and it's not relevant, we'll cancel. Deal?"
Response #2 (Qualify First):
"Happy to. Before I send something generic, can I ask you two quick questions so I send something actually useful? [Ask discovery questions, build rapport, then transition to booking call]"
Response #3 (Visual Learner):
"I could do that, but honestly - this is way easier to show than to explain. Takes 5 minutes on a screen share vs. 15 minutes to read an email. Can I just show you real quick?"
7. "What's This About?"
Why they say it: Skeptical. Wants to qualify you before engaging.
Response (Brief + Intriguing):
"Great question. The short version: I work with [companies like yours] to [achieve specific outcome]. I had a hunch you might be dealing with [common pain point], and wanted to see if there's a fit. Can I ask you a quick question?"
Alternative (Permission-Based):
"I appreciate you asking. Rather than give you a generic pitch, can I ask you one quick question first? That way I'll know if this is even relevant for you. Fair?"
8. "We're All Set" / "We're Good"
Why they say it: Comfortable with status quo. No perceived problem.
Response #1 (Hidden Problem):
"That's great to hear. Most companies we work with thought they were all set too - until they realized they were losing [X] every month on [hidden problem]. Can I ask - how are you currently handling [specific process]?"
Response #2 (Competitive Intel):
"Awesome. Out of curiosity - what are you using for [solution category]? [Listen] Oh interesting, [Competitor]. How's that working out? Any frustrations?"
Response #3 (Future Positioning):
"Good to hear. Even if you're happy now, things change, right? Mind if I send you a quick overview so you know what's out there? That way if something changes, you'll know who to call."
9. "I Need to Talk to My Boss/Partner/Team"
Why they say it: Either true (wrong contact), or stalling because they're not convinced.
Response #1 (Coach Them):
"Makes total sense - this should be a team decision. What I've found works best is if I walk you through a quick overview first, and then we can do a second call with [decision maker]. That way you'll know what questions to ask. Does that work?"
Response #2 (Include Them):
"Perfect. When do you typically sync with [boss]? [Listen] Great - how about we set up a 15-minute call for after that meeting? I'll send a quick overview now, you can discuss it with [boss], and then we can all hop on together."
Response #3 (Uncover Real Objection):
"Of course. Before you do that - can I ask, if it were entirely up to you, would this be something you'd move forward with? [Listen] Okay, what's your biggest concern about it?"
10. "How Did You Get My Number?"
Why they say it: Irritated by the interruption. Questioning your legitimacy.
Response #1 (Transparent + Redirect):
"Great question. I found you through [LinkedIn/your website/industry database]. I noticed [specific detail about their company] and thought there might be a fit. Did I catch you at a terrible time?"
Response #2 (Disarm + Value):
"I got your contact from [source]. And look - I know cold calls are annoying. The only reason I'm calling is because we've helped [similar companies] achieve [outcome]. Figured it was worth 30 seconds to see if you're dealing with something similar. Are you?"
11. "We Tried Something Like That Before and It Didn't Work"
Why they say it: Burned before. Skeptical that you're different.
Response #1 (Empathize + Differentiate):
"I'm glad you brought that up - we hear that a lot. Can I ask what you tried and what didn't work about it? [Listen] Yeah, that's exactly the problem with [old approach]. What we do differently is [unique approach]. Would it be worth 15 minutes to see how we've solved that problem?"
Response #2 (Industry Shift):
"That's really common. When did you try it? [Listen] Okay - so much has changed in the last [timeframe]. The technology, the approach, the results - completely different now. Let me show you what's changed..."
12. "Is This a Sales Call?"
Why they say it: Defensive. Trying to catch you in a lie.
Response #1 (Honest + Value):
"Yes - I'm definitely calling to see if there's a fit between what we do and what you need. But I'm not going to pitch you anything today. I just want to understand if you're dealing with [problem] and if so, see if there's a reason to have a real conversation. Fair?"
Response #2 (Reframe):
"It's a sales call in the sense that I sell [solution], but it's a discovery call in the sense that I'm calling to learn if there's even a fit. I'm not going to pressure you - I just want to see if you're dealing with [problem]. Are you?"
13. "Call Me Back in 6 Months"
Why they say it: Not a priority right now. Kicking the can down the road.
Response #1 (Uncover Timeline):
"No problem - I can definitely circle back. Can I ask, what's happening in 6 months that makes the timing better? [Listen] Got it. Would it make sense to at least show you what we do now, so when that time comes you're not starting from scratch?"
Response #2 (Future Value):
"I can do that. But here's what I've learned - 6 months from now, you'll be even busier and this still won't be a priority. If I could show you how to get value out of this without it being a big project, would that change the timeline?"
14. "We Don't Have That Problem"
Why they say it: Either true, or they don't realize they have the problem.
Response #1 (Probe Deeper):
"That's great. Can I ask - how are you currently handling [related process]? [Listen] Interesting. And are you seeing [metric/outcome] you'd expect? [Listen] Okay, so you're not seeing [problem], but are you getting [result] that you want?"
Response #2 (Hidden Cost):
"Totally fair. A lot of our clients said the same thing until they realized it wasn't about having a problem - it was about missing an opportunity. Can I ask you one quick question about [related metric]?"
15. "Your Price Is Too High"
Why they say it: Experiencing sticker shock. Don't see enough value yet.
Response #1 (ROI Reframe):
"I appreciate that concern. Can I ask - compared to what? [Listen] Got it. The reason our pricing is where it is is because our clients typically see [ROI/outcome] within [timeframe]. If I could show you how this pays for itself in [time period], would price still be an issue?"
Response #2 (Cost of Inaction):
"Fair enough. Let me ask you this - what's it costing you right now to NOT solve this problem? [Listen] Okay, so you're losing [amount] per [time period]. Our solution costs [amount]. Even if we only recover half of that loss, you're ahead. Does that math work?"
Response #3 (Feature Justification):
"I get it. We're not the cheapest, and we're not trying to be. Here's what you get that you don't get with cheaper alternatives: [key differentiators]. Which of those things would you be willing to give up to save money?"
Practice Makes Perfect
Reading these scripts is step one. Mastering them under pressure is step two.
Top performers practice these objections 50-100 times until their responses are automatic. When a prospect says "I'm not interested," they don't have to think - they respond instinctively.
Call 424-458-7771 to practice these objection handling scenarios with our AI sales trainers. Get instant feedback and refine your responses until they're perfect.
Call Now to PracticeThe Objection Handling Framework
Every objection follows the same 4-step framework:
1. Acknowledge
Show you heard them. Use phrases like "I totally understand," "That makes sense," "I appreciate that," or "Fair enough."
2. Empathize
Show you've heard this before and it's legitimate. "Most of our clients said the same thing initially..."
3. Question
Ask a question to uncover the real issue. "Can I ask..." "Out of curiosity..." "Help me understand..."
4. Value
Redirect to value. "What we've found is..." "The reason I'm calling is..." "Let me show you..."
What NOT to Do
Here are the most common mistakes reps make when handling objections:
- ❌ Arguing or Defending: "Actually, our prices are very competitive..." (defensive, puts them on offense)
- ❌ Talking Too Much: Launching into a 3-minute monologue after "I'm not interested"
- ❌ Generic Responses: "I understand, but let me tell you about our product..." (doesn't address their concern)
- ❌ Giving Up Too Easy: "Okay, I'll send some information" after the first objection
- ❌ Dismissing Their Concern: "That's not really an issue..." (invalidates their experience)
- ❌ Multiple Choice Questions: "Would you prefer Tuesday or Wednesday?" (they'll say neither)
Advanced Objection Handling Tactics
The Pre-Emptive Strike
Address common objections before they raise them:
"I know you're probably thinking 'not another sales call,' and I get it. The only reason I'm calling is..."
The Feel-Felt-Found Method
"I understand how you feel. Many of our clients felt the same way initially. What they found was..."
The Isolation Technique
"If I could solve [objection], would there be any other reason not to move forward? [Listen] So it's really just [objection] standing in the way?"
The Boomerang
Turn their objection into a reason to buy:
"You're too busy? That's exactly why you need this - our clients save 10 hours per week."
Practice Scenarios
Here are realistic scenarios to practice. Role play these with a colleague or use Cold Call Gym's AI trainers:
Scenario 1: The Skeptical CTO
Prospect: "We tried a solution like this 2 years ago and it was a disaster. Why would yours be any different?"
Practice your response using the empathize → differentiate → proof framework.
Scenario 2: The Budget-Conscious CFO
Prospect: "Your pricing is 40% higher than [competitor]. There's no way I can justify that."
Practice your ROI-based response and value justification.
Scenario 3: The Busy Executive
Prospect: "Look, I'm in back-to-back meetings all week. Email me something and maybe we can talk next month."
Practice getting a firm meeting on the calendar.
Scenario 4: The Status Quo Defender
Prospect: "We've been with [current vendor] for 8 years. They know our business inside and out. I don't see a reason to change."
Practice uncovering hidden dissatisfaction and positioning alternatives.
Key Takeaways
- ✅ The 15 objections above cover 94% of all cold call pushback
- ✅ Use the Acknowledge → Empathize → Question → Value framework
- ✅ Never argue or defend - redirect to value and discovery
- ✅ Practice these scenarios 50-100 times until responses are automatic
- ✅ Most objections are reflexes, not real concerns - your job is to get past the reflex
- ✅ Ask questions to uncover the real objection behind the surface objection
- ✅ Always try to book a meeting, not just "send information"
Next Steps
Reading this article gives you the scripts. Mastering objection handling requires practice.
Here's what top performers do:
- Print or save these 15 objection responses
- Practice each scenario 10 times (call 424-458-7771 for AI practice)
- Record yourself and listen back - note hesitations, filler words, and weak tonality
- Practice until responses feel natural and automatic
- Test on real calls and track results
- Refine based on what works in your market and with your buyers
The difference between average reps and top performers isn't talent - it's preparation. They've practiced these scenarios so many times that objections don't rattle them. They know exactly what to say, how to say it, and when to pivot.
Start Practicing Today
Cold Call Gym's AI trainers can throw any of these 15 objections at you in realistic scenarios. Practice until you're bulletproof.
Call 424-458-7771 to PracticeOr start your free 7-day trial to access all trainers and scenarios.