How to handle the big 3 objections

Every salesperson hears them. Most dread them. But the best reps know that objections are just questions in disguise — and the three most common ones are entirely handleable with the right approach.

In this episode, I break down the big three sales objections you'll face in almost every deal cycle, and give you a practical, no-fluff framework for handling each one with confidence.

Here's what we cover:

• Price: Why discounting is rarely the right move, how to reframe cost as investment, and the one question that exposes what a prospect is really anchored to
• Timing: How to tell the difference between a genuine delay and a hidden objection — and how to create urgency without pressure
• "We're happy with our current vendor": The curiosity-based approach that finds the cracks in any incumbent relationship, and how to become the obvious Plan B (which becomes Plan A more often than you'd think)

Whether you're a seasoned rep looking to sharpen your toolkit or newer to sales and trying to stop freezing when objections hit, this episode gives you language you can use on your very next call.

Key takeaway: Price is a value conversation. Timing is a relationship test. And a happy customer somewhere else is just an opportunity you haven't uncovered yet.

Have an objection you're struggling with? Send it to graham@salescraft.training and I might feature it in a future Q&A episode. 

Welcome to the podcast!

Just before I go... how confident are you at closing sales?

If you're not feeling great about it, don't worry, you're not alone. And to help you, I've put together a free download called "7 Proven Closing Techniques That Boost Conversions by 30%". Just go to my website, give me your email address (so I know where to send it) and I'll send the PDF to you.

See you next time.