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How to use this template
Objections are a natural part of every sales process. The key isn’t avoiding them. It’s preparing answers you can deliver calmly and clearly.
Directions: Insert industry-specific objections for 7-10. Write succinct answers to each of these objections into the box. After filling out, test your objection management for 1-4 weeks, then revise and fine tune your answers.
Start by recording which version of your answers this is, so you can compare results as you revise.
Worksheet details
A four-step framework
Use the same four steps whenever a prospect raises an objection, and keep them in mind as you write your answers below.
Listen fully
Don’t interrupt or rush to respond. Show respect by truly hearing the concern.
Acknowledge
Empathy goes a long way. Let them know their concern makes sense.
Clarify
Ask one or two follow-up questions to uncover what’s really behind the objection.
Respond with value
Address the root issue directly and connect your answer to a measurable outcome for the prospect.
Common objections
These six objections come up in almost every sales process. Write a short answer to each one.
Common objections
Industry-specific objections
Objections 7 to 10 are yours to fill in. Add the objections you hear most often in your industry, then write your answer to each.
Industry-specific objections
After one to four weeks of using your answers on real calls, come back, note what worked, and revise. Update the version number and date each time.
Frequently asked questions
What are the most common sales objections?
This template starts with six: “I don’t have time,” “I’m not interested,” “It’s too expensive,” “Just send me more information,” “We already work with competitor X,” and “Not a good time. Call back in 6 months.” Add up to four objections specific to your industry.
Common objections ↗How do you handle a sales objection?
Listen fully without interrupting, acknowledge that the concern makes sense, ask one or two questions to find out what is really behind it, and then respond to that root issue with a clear outcome for the prospect.
A four-step framework ↗How do you respond when a prospect says it’s too expensive?
Use the same four steps. Hear the concern out, acknowledge it, and ask one or two questions to learn what is really behind it. Then answer that specific issue and connect your response to a measurable outcome for the prospect. Write your version in the answer box for objection 3.
A four-step framework ↗How long should you test your objection answers?
Use your written answers on real calls for one to four weeks, then revise and fine tune them. Record a version number and date each time you update the worksheet so you can see what changed.
How to use this template ↗