How to Handle Early Sales Objections, According to Science [VIDEO]
![How to Handle Early Sales Objections, According to Science [VIDEO]](https://cms.callbox.com.sg/wp-content/uploads/2018/03/How-to-Handle-Early-Sales-Objections-According-to-Science-VIDEO-0.jpg)
Katrina Chua
Katrina is a former Marketing Manager at Callbox Singapore, where she helped drive revenue growth for businesses across Asia Pacific through targeted lead generation and appointment setting.
Objection: “Just send me some info…”
How to Respond:
“Sure, I want to make sure I send the right info. Tell me more about…”
Why it Works:
- This uses the ‘Context Effect’ in psychology.
- The context surrounding an event affects how it’s perceived.
Related: How to Spot a “Requested More Information” in Every Sales Objection
Objection: “We already work with your competitor.”
How to Respond:
“That’s great. What results are you getting?”
Why it Works:
- This response reverses the direction of change.
- It’s the best way to overcome status quo bias.
Objection: “Call me back in 6 months…”
How to Respond:
“What are your company’s other priorities right now?”
Why it Works:
- Prioritizing activities is better than time management.
- Best-selling author Rory Vaden shows this approach defeats procrastination.
Objection: “We don’t have any budget right now.”
How to Respond:
“That’s okay. I’m not calling to sell you anything today.
But if I could ask you about…”
Why it Works:
- This response shows empathy.
- Harvard neuroscience research finds that trust depends on empathy.
Related: How to make Prospect Realize They Need your Product or Services
Try these tactics out for yourself
…and take the conversation to the next level.