#OS26: One Skill Separating Top SDRs from the Rest (Hint: It’s Not Prospecting)

Hey there,

As Q4 ends, every sales call counts.

And if you’ve been in sales (especially B2B) long enough, you know not everything goes as per the plan. You wrap up your pitch, everything’s great, but then you hear the dreaded phrase — "It's too expensive" or maybe, "We’re happy with our current solution."?

The moment freezes. You’ve worked hard to get here, but now it feels like you’ve hit a dead-end.

You feel as if these objections aren’t just speed bumps—they’re full-blown roadblocks.

But here’s the thing: Objections are buying signals in disguise. They show interest—even if it’s not obvious.

The difference between a "No" and a "Let’s talk next week" often comes down to how you respond. So, in this week’s edition, we’re breaking down the most common objections and, more importantly, how to overcome them like a pro.

1. “It’s too expensive”

Why They Say It: Budget concerns are real, but often, it’s not the price—it’s the perceived value.

How to Respond:

• Reframe the cost: "I totally get it—budget constraints are real. But many of our customers found that the ROI outweighed the cost after just [X] months. Can I share how they did it?"
• Offer a comparison: "I understand. But when you consider [competitor’s name] charges [X] for fewer features, this might actually be more cost-effective for you in the long run."

??Pro Tip: Use case studies or data to showcase ROI. If your product saves them time or increases revenue, it’s not an expense—it’s an investment.

2. “We’re happy with our current provider”

Why They Say It: People are loyal to familiarity, even if it’s not the best option.

How to Respond:

• Ask what they’d change: "That’s great! I’m curious—if you could improve one thing about your current provider, what would it be?"
• Position as a supplement, not a replacement: "Many of our clients felt the same but found we could fill in the gaps their current provider couldn't. Can I show you what I mean?"

Pro Tip: People won’t switch unless the pain of staying outweighs the effort of change. Identify that pain.

3. “I’m not interested”

Why They Say It: It’s often a polite way of saying, “I don’t see the value yet.”

How to Respond:

• Redirect the conversation: "Totally understand. I’m not here to push—just to offer insight. Other [job title]s I’ve spoken to recently mentioned [pain point]. Does that resonate with you at all?"
• Dig deeper: "Out of curiosity, is it timing, relevance, or something else that’s missing for you?"

??Pro Tip: This is often a knee-jerk reaction. Stay calm, stay curious, and keep the conversation going.

4. “We’re not ready right now”

Why They Say It: Timing is tricky, but often this is code for "I’m not convinced it’s urgent."

How to Respond:

• Create urgency: "I understand. But I’ve seen companies that delay often miss out on [X benefit or opportunity]. Can I show you how some teams fast-tracked their results?"
• Set a follow-up: "Completely get it. If not now, when would be a good time to revisit? I’m happy to check in closer to [X timeline]."

??Pro Tip: Keep them in your follow-up sequence. They’re not saying "no," they’re saying "not yet."

5. “I need to run it by my boss/team”

Why They Say It: Sometimes it’s a real need for approval. Other times, it’s a stall tactic.

How to Respond:

• Pre-sell the boss: "Happy to support you. What’s most important to your boss when making decisions like this?"
• Offer to join the conversation: "Would it help if I joined you on a call with them? I’d be happy to handle any technical or pricing questions they might have."

??Pro Tip: Turn them into your "internal champion" by empowering them with the right tools (like ROI calculators or one-pagers) to present to their boss.

6. “Just send me more info”

Why They Say It: This can be genuine interest or just a way to end the conversation.

How to Respond:

• Shift to a conversation: "Absolutely. To make sure I send you the most relevant info, mind if I ask a quick question about [X pain point]?"
• Set clear next steps: "Happy to send it. Can we schedule a quick 10-minute call after you’ve had a chance to review it?"

??Pro Tip: Don’t just send a PDF and hope for the best. Use it as a chance to book the next call.

7. “We don’t have the budget”

Why They Say It: Similar to "It’s too expensive," but this is more definitive.

How to Respond:

• Dig for specifics: "Totally understand. Out of curiosity, is this a cash flow issue or more of a budget allocation thing?"
• Offer a creative solution: "What if we explored a phased approach that fits your budget? We’ve done this successfully with others in your industry."

??Pro Tip: If budget is a hard no, prioritize nurturing this lead over the long term. Budgets change.

8. “We have a contract with someone else”

Why They Say It: Contracts create commitment. But commitments aren’t forever.

How to Respond:

• Plant future seeds: "Totally get it. If there’s ever a chance to explore a better option before renewal, I’d love to stay in touch. When does your current contract expire?"
• Highlight opportunity cost: "I hear you. But if switching could save you [X] or increase [Y], would it be worth exploring?”

??Pro Tip: Capture their contract expiration date and set a reminder to follow up.

Helpful Resources?

LinkedIn post?

Anne W says in her experience she has discovered that the most successful deals aren't won through aggressive pitching – they're won through deep understanding of customer pain points, strategic handling of objections. Check out her post now to know more.

Podcast?

What would you say if somebody asks you for 3 tactics to handle objections? Find those three tactics in this podcast. Check it out now.

YouTube

In this video, learn the art of cold calling from industry experts in this cold calling masterclass. This in-depth discussion covers everything you need in closing deals—starting with scripts, call openers, tips, and effective objection handling techniques.??

Final Thoughts

Objections are inevitable, but they’re not insurmountable. They’re opportunities to build trust, show value, and prove your expertise.

Instead of seeing objections as deal-killers, see them as a chance to stand out. Next time you hear "I’m not interested" or "It’s too expensive," you’ll know exactly what to say.

So, the next time you hear an objection, remember: you’ve got this. Treat it as a signal that you’re doing your job right — and watch as those “no’s” turn into resounding “yes’s.”

Keep going strong, SDRs!

Best,

[Inspired by insights from Salesgear's blog on common sales objections.]

Interested in seeing how personalized outreach can overcome objections??? See how Salesgear can simplify your outreach and turn 'maybe later' into 'let's talk now.'