No, Handling Objections Isn’t Always Part of the Sale

The Myth About Objections in Sales

I’m nearly 2 years into running my own recruiting gig, and I’ve heard all the same lines everyone else hears on “sales calls”:

• "We’re not ready to hire just yet."
• "I need to run this by my business partner."
• "Let me think it over and get back to you."
• "Now’s not the right time—we’re not ready."

These are what most would call “typical objections”— the kind of lines that are supposed to throw a wrench in the gears of a sale.

Kind of like the casino flipping the table when you’re on a hot streak— except in sales, no one’s actually flipping the table.

We’re just overthinking it.

And here’s the part that might ruffle some feathers: We don’t always need to “do something about it.”

What I Do Instead (Spoiler: It’s Not Objection Handling)

Here’s how I’ve approached responses like this (which are less frequent than you might think):

I’ve absolutely NEVER tried to “handle” them because, to me, they’re not really objections.

They’re just part of the conversation— natural checkpoints, not roadblocks.

Most people frame objections as barriers that stop a deal from moving forward. They convince themselves that’s what it is— so when it shows up, that’s exactly how they treat it.

Reframing What an Objection Actually Is

But in reality, they’re just signals that the prospect is thinking through the decision:

• "We’re not ready" = A simple timing detail.
• "I need to talk to my partner" = Aligning internally as a business, making sure everyone’s on the same page.
• "I need to think about it" = Them connecting the dots and processing the value.

No Playbook. No Tricks. Just a Conversation.

I’ve got ZERO interest in pulling out the “objection-handling playbook.”

If there are any hesitations, here’s my “strategy”:

• Answer their questions.
• Offer clarity if needed.
• End the call.

No pressure. No mind games. No advanced tonality?. No tilting my head, squinting, and asking, “Wait… you don’t want to scale your business?” like I just uncovered the meaning of life.

Just an actual conversation.

What Happens Next?

Some people come back. Some don’t.

And that’s fine. Because that’s exactly how it should be.

I operate out of the core belief that most people are perfectly capable of making good decisions for themselves. I don’t need to make the decision for them—and frankly, no one wants me to anyway.

True Story: I’ve Asked for the Sale Exactly ONE Time

And only because they were so shocked I wasn’t pressuring them, they didn’t know what to do next.

I believe so strongly in letting the prospect make their OWN calls that I’d rather lose the deal than force it.

If I did my job (which starts way before the sales call) and it’s the right fit, they’ll know.

What Happens 99% of the Time?

• They either ask me how we work together, OR
• The natural flow of the conversation leads to: "I’ll send over the intake form and contract."

And we’re off to the races.

Oh, and About Following Up…

I “follow up” probably 5% of the time.

If it makes sense, they reach out. If not, cool.

Let me repeat that: I NEVER ask, “Are you ready to get started?”

If someone isn’t ready or wants to mull it over—not a problem. You know how to find me if/when it makes sense.

Why This Works (Hint: It’s Not Magic)

Now, part of why this works is because my calls don’t need to be “sales calls.” I’m not starting from scratch.

95% of my business comes from referrals.

Whether it’s referrals or organic buzz, the groundwork is already laid before we even get on a call.

That’s why I’ve said before— marketing is where objections are really handled.

The value is established. The trust is there.

So the conversation isn’t about convincing anyone— it’s just about confirming whether that value applies, if it makes sense to move forward, and what that would look like.

Objections Aren’t Obstacles

They’re just part of being a human who makes decisions— crazy, I know.