The War Room
Advice
Post

What objections have left you speechless?

Today I was talking to a prospect, digging to find any pain points, when she said she was too sick to continue the call and asked to be called next week. She didn’t sound sick, but I started thinking about how I would feel if someone kept pushing for a conversation if I was sick, next thing I knew she had hung up.


Which got me thinking what objection has caught you off guard, completely unprepared. Have you encountered it later and been able to surpass it or has it remained being your Achilles ankle?

🎈 Mentorship
👑 Sales Strategy
📞 Cold Calling
51
poweredbycaffeine
WR Officer
+9
Bean Juice Drinker | Sales Savant
“I just left the vet where I put my dog to sleep. Please call me tomorrow and hug your pets for me.” Ok, just let me cry in the middle of my packed office. I did call the next day and we chatted about her dog, Chase. I sent her a photo of my dog after. No, I didn’t book the meeting but I think I still helped her.
beachNsales
Politicker
+3
Account Executive
This is a win regardless of business outcome
Kinonez
Celebrated Contributor
+9
WR Enthusiast
1,000%
Show 6 more replies
Kinonez
Celebrated Contributor
+9
WR Enthusiast
Love it! The picture of you dog was an amazing touch! It’s not was making a sale, but helping others. It’s better to be memorable than scalable.
funcoupons
WR Officer
+11
up in Fiji, under paddy
That's so sad. :( But glad you could comfort her a bit. 
paddy
WR Officer
+10
Account Executive
You should've sent them a new dog 
poweredbycaffeine
WR Officer
+9
Bean Juice Drinker | Sales Savant
Ugh, Alyce and Sendoso were both fresh out of stock!
Show 1 more replies
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
Screw you for making me feel things.
SignThis_SalesGirl
Good Citizen
Director of Business Development
Literally smothering my dog with hugs right now. 🥲
Beasthouse
Opinionated
+5
Corporate trainer
this i want to see more of this In the world

CuriousFox
WR Officer
+11
Senior Account Executive
She could have an invisible illness you know nothing about. Fibromyalgia, Lupus, Crohn's, etc. If someone says they feel sick, believe them, say you understand and are sorry they feel bad. Recap your call via email with your value prop and next steps which should include a meeting time.
Kinonez
Celebrated Contributor
+9
WR Enthusiast
My thoughts exactly! I put myself in her shoes and imagined the scenario and just remained silent for who knows how long, to me it felt like a second though. 

I did send her an email with some info on my product and wishing her well. I’ll call back next week! 
MrPotter
Opinionated
+4
Trainer
I once got received by a voicemail that pretended to be a non english speaking russian guy answering and being interested on my product. I delivered my pitch normally as I actually believed someone had answered the phone. It was not until the 3rd time it had looped that I realised it was a pre-recorded prank message. Shame. 
Kinonez
Celebrated Contributor
+9
WR Enthusiast
wow man that is some creative VM right there, hahah I can't understand why someone would do that though. what was your reaction?

AlphaCharlie
Politicker
+5
Account executive
That is sooo much troll!
Show 3 more replies
Beasthouse
Opinionated
+5
Corporate trainer
hahah i think i got that one to

bamageorge
Celebrated Contributor
+9
International Sales Director
Once I called someone and the lead said it wasn't a good time, I kept pushing and pushing until she said a relative passed away the day before... speechless. 
Kinonez
Celebrated Contributor
+9
WR Enthusiast
I can imagine that was unexpected. Did you call her again? How did you proceed?
bamageorge
Celebrated Contributor
+9
International Sales Director
Never called again, said I was sorry for her loss. Would you? 
Show 5 more replies
beachNsales
Politicker
+3
Account Executive
Same thing happened to me. I tried calling again a month later.
Kinonez
Celebrated Contributor
+9
WR Enthusiast
How did it go!?! Keep us posted!
Show 10 more replies
GDO
Politicker
+7
BDM
Once a prospect told me he would not buy our product because it would also track his illegal activities. If we could make it so that he can choose what gets tracked he was in. To bad that was not possible for us. 
Kinonez
Celebrated Contributor
+9
WR Enthusiast
Definitely a hard objection to handle. How would you deal with that objection today? 
GDO
Politicker
+7
BDM
Well I don´t sell that product anymore. I used to solve it by saying that if they use the product for their legal activities, the governement problably would only look at that side of the business because it´s easy to check. That means they will not do a deep sweep of the data.

Don´t think it´s true but at least it was a good story.
Show 1 more replies
deviantzen
WR Lieutenant
+9
Consultant
I had one or two instances of people claiming to not be themselves. Then I'd hear someone in the background call out to them by name. 😤
Kinonez
Celebrated Contributor
+9
WR Enthusiast
That’s hasn’t happened to me, but sometimes the prospect answers and they ask what’s the call about implying it’s not them and I discover later on that I’ve been talking to my prospect all along. 
funcoupons
WR Officer
+11
up in Fiji, under paddy
Ugh that shit is so immature... Grow up. 
Kinonez
Celebrated Contributor
+9
WR Enthusiast
I agree, it almost seems fishy, but I’ve encountered it a lot! Never got the point of it though. 
MaSaaSter
Opinionated
+4
US BD Lead
I have had four instances that have blown me away (all of these are different prospects):
1. "Hi, I can't really talk right now, I am sitting in the parking lot at the hospital because my mom just had a stroke and they wont let me into the f-ing hospital due to this COVID bullshit." - Actually ended up closing this deal too. 
2. "My mom died two days ago and I am sitting shiva (Jewish mourning practice for those of you unfamiliar). Unless you're selling something that can solve this, I am not interested currently."
3. "I don't know how you got my number, but if you call me again, I will not only report you, but I will make it my mission to destroy you and your company online."
4. "Our company literally just declared bankruptcy this week and layoffs are about to begin. I don't know if I will be here next week, or even tomorrow, so nice try." 
Kinonez
Celebrated Contributor
+9
WR Enthusiast
These are really rough!! 

how did you manage to close the first? That’s a story!! 

I wouldn’t persist with 3 or 4. 

2 is tough but acknowledging could warm it depending on the prospect and rep’s charisma. 
MaSaaSter
Opinionated
+4
US BD Lead
For the first one, she had told me "reach back out next week and hopefully she's out of the hospital and I'll be in a better mood". So I gave her a ring, and it turns out she lives in my mom's hometown, so I started bsing about things near there, developed rapport then booked in a demo. Following the demo she revealed that they were struggling and our product was their solution, the rest is history.

#2, I tried sending flowers/a card, but I couldn't find an address to do so. So I have given a little time/space, and will be following up later today. 
Show 2 more replies
Beasthouse
Opinionated
+5
Corporate trainer
yea i got number 3 and 4 last year managed to turn it into a referral fee as we hired them hahha paid more than the deal!
Kinonez
Celebrated Contributor
+9
WR Enthusiast
Seems like these are a little more common than one would think!
Premium_User
Good Citizen
Sales Manager
"I spilled coffee on myself the second you rang me so I haven't really been listening to you since you started talking - I'm just going to leave it there so I can clean myself up, good luck"


It is the PERFECT get out of jail free card
Kinonez
Celebrated Contributor
+9
WR Enthusiast
Hahahaha wow yeah, if they hung up there I would wait a while to call back 😅
WCK
Notorious Answer
+11
Padre de Tequila, General of the Coors Knights
I've had two that I couldn't pivot out of, and frankly didn't want to.

One, a DM said he was at a funeral for his best friend. Odd to answer the phone, sure, but he seemed somber and no way was I pushing that.

Second, I asked for my contact and the lady said she had passed away in January, and that due to probate and the estate court case, they had a freeze on all spending and couldn't negotiate any sort of growth/renewal until the court case was over -- next June.
Kinonez
Celebrated Contributor
+9
WR Enthusiast
Yeah to be honest I would't have persited in any of them. would you have done anything diffrent today or stick to your original desition?
WCK
Notorious Answer
+11
Padre de Tequila, General of the Coors Knights
Nope. Those two are no point in trying. The second one is an upsell and ill be their partner moving forward so no need to burn that bridge.
Show 1 more replies
Bl
Blue_Turtle
Good Citizen
SDR
Called a guy in the UK, and he said in his oerfect Danny Dwyer sounding accent “oh fuck off, whoever that is” and hung up. It was so funny I couldn’t even be mad.
Kinonez
Celebrated Contributor
+9
WR Enthusiast
I do love their accent, I can't even when they get mad, I would probably had laughed as well xD 
funcoupons
WR Officer
+11
up in Fiji, under paddy
LOL I imagined that and laughed 
Kinonez
Celebrated Contributor
+9
WR Enthusiast
Hahaha same here, I love the accent for sure! No matter how mad they get it still sounds so polite. 
SoldMySoul
Opinionated
+5
VP of Sales
“Sorry I don’t buy from women”
Kinonez
Celebrated Contributor
+9
WR Enthusiast
Wow, sorry this happened to you, I can’t understand how this keeps happening 
SoldMySoul
Opinionated
+5
VP of Sales
I’ve worked in tech for a while so I’m quite used to it! I know I’ve lost footing the moment they mention I remind them of their daughter. Bonus: I become friends with their daughters and worm my way into their visuals 😂
Show 1 more replies
Justatitle
Politicker
+8
Senior AE
“You’re solution is great but it seems like it could have too much functionality for us and we’re gonna stick to something simple” mind you the first thing they said is they needed a more robust solution and said the current one wasn’t giving them the flexibility they needed. Probably a fake objection but who knows 
Kinonez
Celebrated Contributor
+9
WR Enthusiast
I am unaware of how your solution works, but I usually go with something like this:

I understand your position, other clients we are currently working with were in your same shoes, but when they saw a side by side comparison with their current solution (name it) and ours (name it) they found out that (actual value that manages the objection - mine is…) we are specifically designed for (your industry) with features specifically built for (your company) which makes us easy to deploy with a user friendly interface, would you be opposed on learning more?

If yes meeting with AE

if no, you can keep pushing or let them go depending on the “no” remember not everyone needs your solution. 
privateryan
Politicker
+5
Director of Sales
Ahhh the old "feel, felt, found" love it 
Show 1 more replies
funcoupons
WR Officer
+11
up in Fiji, under paddy
Sounds like they're scared of change. 
ha
haveyouupdatedsalesforce
Good Citizen
+1
Inside Regional Manager
I have run into this when I hadn't focused on their specific needs/pain points. When I first started in field sales my SE and I would show them all the bells and whistles, once we started refining our demos we had much better engagement.
Justatitle
Politicker
+8
Senior AE
Man, I'd agree in this same instance but each pain point they listed we addressed and they agreed it was what they needed. I think the real objection was the budget and they got shut down by the CFO so they made this up.
Bl
Blue_Turtle
Good Citizen
SDR
In other words, it was too expensive for them or they were worried it would be. Definitely worth asking follow up questions.
Justatitle
Politicker
+8
Senior AE
Yeah. It just boggles my mind hence why I posted
AlphaCharlie
Politicker
+5
Account executive
I don´t need your shitty product
Kinonez
Celebrated Contributor
+9
WR Enthusiast
Uff that’s tough. What did you say?
AlphaCharlie
Politicker
+5
Account executive
Nothing it was one of my first calls

Today I would ask why they thought that way and see if I can change their mind without feature dumping. I was too young in sales back then
Show 3 more replies
The.Machine
Politicker
+6
Sales Development Lead
"Hey man, listen my daughter is very sick right now and I'm right next to her bed. Send me an email and I'll get you to the right guy."

Had no rebuttal. 
Kinonez
Celebrated Contributor
+9
WR Enthusiast
I wouldn’t have either. That’s a tough one, reading all of these has made me realize I haven’t had that many tough ones 😅
eatthefrog
Politicker
+2
Sales Development Representative
Not a good time, my dog just eat a mask and on the way to the ER😮
Kinonez
Celebrated Contributor
+9
WR Enthusiast
That's horrible my dog's have eaten their fair share of stuff they should not I'm telling you thats not a phase you want to be in. what did you say? did you call back?
Marketingpet
Politicker
+2
Partner Manager
“I’m sorry Ive been unresponsive. I got in a motorcycle accident last month and had swelling in my brain. I’m actually still here working on rehab. Do you have any advice on how i could re-learn how to trial your product with a reading disability from my injury?” I paraprashed the actual convo but I was thrown so off guard. I never heard from him again after i sent some resources.
Kinonez
Celebrated Contributor
+9
WR Enthusiast
That's a sad story for sure. Did you try calling him back and never heard back? 
ppg
Opinionated
+6
SUPER-visor
Calling the main company line at 5:30 pm (purposefully) Prospect (is the CEO): Hello? Me: Hi i’m ppg from XYZ, I would like to speak with Mr. Prospect. Is he in today? (He wasnt the week before). Prospect: This is me. Can you call me back later im in the middle of an interview? Me: No problem, what time would be best for you next (Click phone hangs up)… The only question i would love to know is, IF he was in an interview, why the fuck did he answer the call, second, i never got him on the phone again… like he knew i was calling each time! LOL If I was the one in front being interviewed, i would have left right away… so much disrecpect… hahaha
Kinonez
Celebrated Contributor
+9
WR Enthusiast
For sure, no one would answer the phone on an interview. he probably saved your number so he knew not to answer it. 
ppg
Opinionated
+6
SUPER-visor
Probably right!
Show 1 more replies
Sz
Szhen
Account Executive
Go get a real job. Take me off your list
Kinonez
Celebrated Contributor
+9
WR Enthusiast
I got a "Jeez quit making my life miserable and take me off your list" today. First time I ever called that person as well. all I said was "Hey this is Kinonez from Bravado how've you been?"
RealPatrickBateman
Politicker
+7
Amateur Butcher
The “deceased prospect” is always a tough one for me. But I find if you just bear down and push through the objection you can still close for a meeting. 12% of the time it works everytime.
Kinonez
Celebrated Contributor
+9
WR Enthusiast
How do you push forward? 
TheRealVladimirPutin
Opinionated
+5
AE
After explaining to a CFO how what I'm proposing will reduce their cost per user by minimum 75%, step by step, using information she gave me earlier in the call compared against our list price. 

"We want to keep things as they are." 
Kinonez
Celebrated Contributor
+9
WR Enthusiast
Sometimes they don’t believe something soo good to be true (this has happened to me as well)

Other prospects are just afraid of change or don’t really want a sales call and just say no to say no.
TheRealVladimirPutin
Opinionated
+5
AE
Can't win em all. This was to do with moving from a company-supplied to BYOD model. She viewed company-supplied as a "necessary perk". As the saying goes, you can lead a horse to water, but you can't make it buy a product that will significantly reduce a necessary cost for the business. 
Show 1 more replies
SignThis_SalesGirl
Good Citizen
Director of Business Development
I am not often stumped for a response, but one thing I say when I get sales calls that usually stumps the "quantity over quality"sales people is: Tell me 3 things about me or my business and I'll dedicate 30 minutes to hear your pitch and actually consider your product. 
Kinonez
Celebrated Contributor
+9
WR Enthusiast
That's a good stuff, so you know which reps did what research. Love it!!
No_ty
Catalyst
+6
Sales Dir.
- Mr. Robberston? no sorry, he passed away two days ago. 
Kinonez
Celebrated Contributor
+9
WR Enthusiast
I've had that as well, I actually did gave my condolences and asked for whoever was next in line, the deal didn’t go through though. Did you ask or did the human thing and let it go?
BigBentos
Good Citizen
Just a regular BDM
"At my mums funeral" put me on the back foot a bit. Asking when next week suits better was not the appropriate response. 
Kinonez
Celebrated Contributor
+9
WR Enthusiast
Oh yeah, those are tough moments for sure, no one prepares you for them either. 
EH20
Politicker
+3
Manager
I just realized i have it pretty good after reading this
Kinonez
Celebrated Contributor
+9
WR Enthusiast
Hahaha how so?
Beasthouse
Opinionated
+5
Corporate trainer
i don't

 need digitalization we have used pen and paper for 20 years and will for 20 more..... 
Kinonez
Celebrated Contributor
+9
WR Enthusiast
You beast! anyone who is never speachless is my kind of salesperson!
La
LadySavage
Account Executive
I had a client once tell me she had a miscarriage and that she didn't have time to review my proposal. She proceeded to go into great detail about the miscarriage and her recovery. No amount of sales training will ever prepare you for that. 
Kinonez
Celebrated Contributor
+9
WR Enthusiast
Oh this is horrible I would have just remaid silent and in awe. That's so sad...
ju
justatopproducer
Opinionated
+3
National Consultant
I assume she lied. Don't sweat it, move on to the next one. 

I always ask myself, why do they answer when they immediately give a reason they cannot talk. That's what your VM is for?

They are immediately giving you a reason they cannot talk to you, that is why they answered and then lied. 
Kinonez
Celebrated Contributor
+9
WR Enthusiast
That’s a good point, but when they mention sickness or someone passing away, I try to put myself in their shoes and feel their pain. If they are lying they will see I’m not “just another salesman” I really care about my prospects, if they are telling the truth we might connect in a different lvl. 
ju
justatopproducer
Opinionated
+3
National Consultant
I am not saying you don't care for your prospects. But, if this is the first time they have ever answered and you called them unscheduled and they answer and give you an excuse as to why they cannot talk to you but do have the time to answer there phone and talk to someone else.  

I agree with your reaction though. I would have done the same thing. I would have probably took it a step further and said I am so sorry you're not well. Is it serious? uncover how sick they are, honestly because you're curious. I hope you're well soon. 

Also, if you're trying to set a meeting with a top prospect I would have said "I'm so sorry to hear you're not well (empathy). Is it serious? they answer yes, no, maybe, whatever. 

Well if there is anything I can do to help you recover or feel better please let me know. Matter of fact. I am going to send you over some hot soup and medicine right now, I will have uber eats drop it off. Drop you value prop, get an agreement that you will follow up and when, and get email to send calendar invite.

No shame in doing your job, people get sick it doesn't mean the world stops turning nor that you don't have compassion. 
Show 3 more replies
Chep
WR Officer
+10
Business Development Team Lead
I've been called a racist slur over the phone. Caught me off guard, but screw that prospect. Not worth meeting with someone like that.
Kinonez
Celebrated Contributor
+9
WR Enthusiast
Sorry it got to that. Some prospects are rough and rude. I don’t engage with them either, at the end of the day I’m trying to help, if they don’t need my help is ok, understanding that my solution doesn’t solve every problem helps me a lot with rejection. 
SaaSguy
Politicker
+5
Account Executive
Overheard my colleague on a cold call and the prospect said "that sounds good but I don't work with blacks". Some small business owners can absolute assholes because they don't have to answer to anyone. 
Kinonez
Celebrated Contributor
+9
WR Enthusiast
That’s horrible, sorry that happened to him. But I agree some prospects are not nice people. I like to look at it this way. My salary is their to help me deal with negative experiences like these, and my commission is my reward for the recent success. It helps me not to take these attacks personally, but they should never happen in the first place. 
Beercules
Politicker
+2
BDR
I was selling VOIP systems in my last role and on a non-profit campaign I called into an AA office. I asked the person who answered if they were the DM or if they would know would be - and they responded that it was AA and that everyone in the office would remain anonymous in the sassiest of tones. The conversation went nowhere after that. 
funcoupons
WR Officer
+11
up in Fiji, under paddy
Lol what a prick. The anonymous part is for members, not employees... 
Beercules
Politicker
+2
BDR
I got a great laugh about it with my manager afterwards. Had no idea how to handle the objection at the time though. 
Show 8 more replies
2
How to overcome the "timing" objection? Or How to not get there in the first place!
Question
5
25
Defusing Objections Handbook!
Advice
37
19
Do you tell the interviewer the truth about why you left your previous roll?
Question
21