Common Sales Objections: Real or False?

No matter what you sell, there are certain objections that will always follow you. Being prepared to handle them will help you to increase your success in sales.

• No Time
• No Money
• No Interest
• No Budget
• No Need

Each of these objections look like deal breakers. However, if they are properly handled, they give you the opportunity to not only get the sale but to gain valuable insight regarding your customer.


Often these “universal” objections are simply your prospect’s way of getting you off the phone or out of their office. By giving you what seems to be an insurmountable reason for not doing business, they figure that they’ve found an easy way out of the conversation.

So, how to tell whether you’ve been given a real or false objection? Ask questions. You want to get people speaking to you in order to learn more about their situation. For example, budget may indeed be an issue. Find out why. Is your product or service in an area that would normally be budgeted for? Would there be money for it in the next budget? How important is your solution to the customer in relation to other items needing to be budgeted for? Remember, your competition isn’t necessarily another firm offering what you do. Competition can simply be for the dollars available to be spent.


You can use the same technique for no money and no interest. Learn enough to determine the real barriers. They may be the original objection, but maybe not. A false objection evaporates with a good questioning sequence. No interest may be due to time constraints, lack of funds or even a misunderstanding of your product or service. No time can be resolved rather easily: determine if it is a lack of interest in the product or a true lack of time.


Once you have a greater understanding of their situation, you can tailor your responses to that. Targeted responses have a better chance of positive responses. If you are attempting to overcome a “false” objection, you won’t get the sale because you aren’t responding to the real needs and concerns.


Always be prepared to answer both the false and real objections. Respond to the false by helping to determine the real objection. Respond to the real objection with the responses – the advantages and benefits – you have previously prepared.

No matter what you sell, you’ll always hear these common objections. Understand that, prepare for them, and watch your results take off.