How to deal with the main sales objections and increase your results

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Imagine the challenge of converting a “No” into a “Yes” in a sale – something we’ve all faced. But what makes a customer resist so much before finally accepting?

Research from Carver College of Medicine and Caltech shows that the human brain evaluates risks and rewards in a precise sequence, activating regions such as the anterior insula to calculate potential risks.

This region acts as a sensor of uncertainty and risk, which can lead the client to adopt a defensive posture when faced with something new or potentially risky.

We can also see this reality through statistics.

A survey by Invesp shows that 60% of albania phone number databasecustomers reject an offer at least four times before saying “yes”.

This hesitation is a natural defense against impulsive decisions – but it is also an opportunity.

In this article, we will explore the main types of sales objections , essential strategies to combat them and boost sales closing . Let's go!



Top Sales Objections
Discover now what they are and how to apply effective techniques to overcome the main objections in sales. Understand how customer objections work and explore practical strategies to transform barriers into opportunities for persuasion.

1 - Price objection
“It’s too expensive”

The price objection is one of the most common, as every purchase involves some financial risk.

For the customer to feel that they are making a good investment, it is essential that they perceive the added value of the product or service . Therefore, when presenting the offer, focus on the benefits and results that they can obtain.

Furthermore, it is important for the company to define a clear negotiation margin that is accessible to the entire sales team. This avoids the need for constant consultations with superiors and allows negotiation to flow more quickly and autonomously, without compromising the perceived value of the product.

2 - Objection of necessity
“I don’t need your product right now”

This could be because he doesn't fully understand the value of the product, or he's busy , or both.

In these cases, the ideal is to encourage them to move forward through the sales funnel . This can be done through good sales follow-up , in which you arrange convenient times to talk to the customer.

For those who are more resistant, offering a free trial can be an effective strategy, especially when selling online .

However, if, when prospecting, there is a consensus that the product or service does not meet the customer's needs at that moment, do not try to force a purchase just to sell. In addition to not being cool at all, it damages your brand's reputation.

3 - Urgency Objection
“I don’t need this right now”

The customer may not actually see any urgency in the solution your product offers or may use this phrase as a vague answer .

It is essential, therefore, to deepen the conversation to understand their needs and assess whether the solution may be more urgent than they imagine.

At Guru, it is common to come across sellers who use “pay only if you sell” platforms, with fees between 6% and 10% on sales, without realizing the impact on their profitability.

By showing that, with a revenue of 1 million reais, for example, they can lose up to 100 thousand reais in fees, we highlight how a more economical and efficient solution like Guru becomes urgent to avoid long-term losses.

4 - Objection of trust in the product
“I don’t know the product”

When a customer expresses doubts about the effectiveness or quality of the product, it is a sign that they still lack confidence in making the purchase .

In this case, highlight concrete results, such as testimonials from satisfied customers, case studies and practical demonstrations .

If possible, offer a guarantee or free trial so they can try the product risk-free.

This reinforcement helps the customer trust the value of what you offer and feel safe moving forward with the purchase.

5- Objection of Lack of Trust in the Company
“I don’t know your company”

Just like the objection of trust in the product, trust in the company is fundamental to the purchasing decision.

When a customer expresses insecurity about the company, show your solidity, authority on the subject and commitment to customer satisfaction .

Highlight points such as the company's history, certifications, and customer reviews.

Additionally, quality return policies and customer service can build trust, helping customers see that they are dealing with a reliable company that is dedicated to delivering value.

6 - Compatibility objection
“Your product doesn’t seem like the right solution for me”

The customer may not have looked deep enough and may not think, at first glance, that the product is a good fit .

If so, provide examples of how the solution was customized for similar contexts and helped solve similar challenges .

Highlight the flexibility of the product, showing that it can be adjusted to the specific needs of the customer without complex adaptations.

Also explain the features that allow integration with the tools or processes that the client already uses , proving that the solution adapts easily to different environments.

7 - Objection to lack of budget
“It’s out of budget”

The lack of budget objection can be complex and occur in different situations:

The customer disguises it with another objection, such as “I’m not interested” or “it’s not the right time.”
The client has a budget, but is looking for the most advantageous negotiation possible.
The client really doesn't have a budget and is open about it, making it easy to adjust.
Again, good follow-up and analysis of previous sales can help you understand the customer profile and identify which is the case.

Keep the deal within your profit margin and consider offering a bonus to add value without reducing the price.

If budget is indeed an obstacle, offer discounts or flexible payment terms.

If the client seems hesitant to talk about budget, subtly ask about possible limitations or offer payment alternatives, creating a space for transparent dialogue and a win-win solution.

8 - Improper timing objection
“It’s not a good time”

When the customer feels the timing is not ideal, highlight the benefits of an early solution, such as future gains and savings .

Subtly ask if there is any point he would like to understand better to ensure there are no doubts.

This objection can be sensitive; if the customer is adamant, avoid pressuring him .

Make it clear that you will be available to talk at another time and keep the relationship active, nurturing them as a lead until they are ready.

9 - Complexity objection
“Your solution is very difficult to use”

When the customer sees the product as complicated or difficult to use, simplify the presentation by highlighting the main features and the possibility of gradual integration.

Schedule consultative meetings to demonstrate practical use and guide the client in areas where they may have difficulty.

Additionally, provide educational videos about the product so that the customer has support materials and knows that they will have dedicated support and easy-to-access content . This will increase their confidence and make them more comfortable with adopting the solution.

10 - Objection to involvement of other decision-makers
“I need to consult my superiors/partners”

When the customer needs to consult other decision makers, use this moment to reinforce the benefits of the product and understand the criteria of the other stakeholders .

Subtly ask about the key concerns and preferences of these decision makers, offering explanatory materials that the customer can share .

If possible, propose a joint meeting to present the solution directly to others involved, clarifying doubts in real time and facilitating decision-making.

How to deal with objections in sales?
man with hands on headIn addition to what we’ve already discussed, we’ve put together some general tips to help you deal with objections in sales effectively. Stay tuned.

Active Listening: The Key to Overcoming Objections
Practice active listening in every interaction with the customer, as everything they say reveals important needs.

By answering their questions with interest and precision, you not only overcome objections, but also strengthen the bond and gain their trust.

Remember: paying attention to what the customer expresses is essential to understand them deeply and be more effective in sales strategies .

Responding with Social Proof
Use social proof to reinforce the credibility of the product or service, showing the customer that others, with similar needs, have already obtained positive results.

Testimonials, case studies and satisfaction numbers help validate the solution and build trust.

Persuasion Techniques for Difficult Objections
To deal with complex objections, use persuasion techniques such as:

Alternative closing: Offer two or more options, making the customer more inclined to decide. Instead of asking “Will you close the sale?”, ask “Would you prefer option X or Y?”

Objection reversal: turn the objection into a positive point by showing that the solution exactly meets the expressed need.

For example, if the customer says “We can’t buy it now because we already have expenses with several tools”, respond “That’s exactly what our solution helps with, integrating all these functions into a single tool.”

Approach Personalization
Adjust your communication and proposal to the specific needs of each client.

In fact, this is one of the best tips for anyone who wants to know how to increase online sales .

A personalized approach shows that you understand their unique context and challenges, increasing connection and trust.

Use relevant data and references to the client's sector to show how your solution can better meet their demands, making the proposal more attractive and effective.

How Digital Manager Guru can help your online sales
When it comes to online sales, overcoming objections is key — and Digital Manager Guru is here to make it easy .

Our platform offers complete integration with communication tools such as email marketing, chatbots, WhatsApp, SMS and more.

This way, you respond to customer queries quickly and in a personalized manner, ensuring that they feel secure when making their purchasing decision .

And since we know that cart abandonment is one of the main objections in the digital market, we offer a simple and intuitive checkout that guides the customer to the final purchase in a light and natural way — perfect for increasing conversions and reducing last-minute abandonments.

And, with our complete dashboard, you can monitor customer behavior and key sales metrics in real time , adjusting your strategies to overcome challenges and maximize results .

Want a platform that not only makes selling easier, but also keeps you equipped to handle objections?

Meet Digital Manager Guru and see how it can transform your operation!