Turning “No” Into Opportunity: 3 Ways to Handle Sales Objections with Swagger
- Derron
- Jun 2
- 2 min read
Let’s be honest—if you’re in sales, objections come with the territory. A "no" isn’t personal. It’s just part of the process. But how you respond to that no? That’s where the magic happens.
Sales isn’t about slick pitches or clever comebacks. It’s about people. It’s about listening, serving, and helping someone find what they really need. When a potential client pushes back, that’s not your cue to bail—it’s your cue to lean in.
Here are three ways to handle objections that keep you in the conversation, build trust, and move you closer to the close:
1. Listen for the why, not just the words.
Most objections aren’t really about price, timing, or “needing to think about it.” They’re about fear, uncertainty, or past experiences that didn’t go well. Your job is to listen—really listen—to what’s underneath the surface.
Instead of defending your offer, ask thoughtful questions:
“Can I ask what’s holding you back?”
“What would need to be true for this to feel like a ‘yes’?”
Don’t push. Just understand. Because when people feel heard, they open up—and that’s when progress starts.
2. Reframe the objection as an opportunity to serve.
If someone tells you “this isn’t the right time,” you might feel deflated. But what if you saw it differently? What if that was your chance to help them solve a different problem first?
Great salespeople don’t just pitch solutions—they become partners in the process.Maybe they’re not ready for the full package, but they’d benefit from one piece of it. Offer it. Add value now, and the relationship will grow.
Because when you put people first, they remember it—and they come back.
3. Stay persistent, not pushy.
Follow-up matters. A no today doesn’t mean no forever. The best in the business keep showing up, checking in, and finding ways to be helpful—without becoming a nuisance.
Persistence is about consistency with care. Keep your tone warm. Stay focused on them, not your quota. Your follow-up should feel like a favor, not a favor to you.
Try:
“Just wanted to check in and see if anything’s changed since we last spoke.”
“Saw something that reminded me of your business—thought you might find it helpful.”
That’s not annoying. That’s thoughtful. And thoughtful wins in the long game.
Final Thought:
Objections don’t mean failure. They mean you’ve got a chance to show up differently than the rest of the pack. Serve well. Lead with heart. Stay human. That’s what sets great salespeople apart—and that’s where your swagger really shines.
Want more quick lessons like this? Check out the Ten Minute Trainer app and take your next step toward sales that stick—not just for you, but for your customers too.
Comments