10 Sales Objections (and How to Overcome Them)
Your customer says, "I'm going to think it over", or "I need to think about it"." Today I’m going to cover the only reasons customers tell you that they need to think it over and how to get them to buy.
What Are sales objections (and why they happen)?
Sales objections aren’t rejection — they’re hesitation.
When a prospect pushes back, it’s usually because they don’t have enough information, trust, or confidence to move forward.Think of objections as speed bumps, not brick walls. Your job isn’t to bulldoze them; it’s to slow down, address the concern, and then guide them smoothly back onto the road to “yes.”
The 10 Most Common Sales Objections You’ll Hear
Every salesperson has heard these greatest hits: “It’s too expensive.” “I need to think about it.” “I’m just looking.” “I need to talk to my spouse.” The list goes on. The good news? They’re predictable. And when you know what’s coming, you can prepare a response that doesn’t sound scripted but feels natural, confident, and persuasive. Below, we’ll walk through 10 objections with real-world responses you can start using today.
How to Handle Price Objections Without Discounting
When someone says, “That’s too expensive or I see 'em advertised for less,” they’re not always asking for a discount — they’re could be testing you or asking for justification. Instead of offering a discount or slashing your price, acknowledge their objection and isolate it. "It sounds like you've done some homework and now it's just a matter of making sure you're gettting a good deal."
Remember: if price were the only factor, people would all be driving the cheapest cars and wearing the cheapest shoes. They don’t. Why? Because value beats cheap every time.
Remember: if price were the only factor, people would all be driving the cheapest cars and wearing the cheapest shoes. They don’t. Why? Because value beats cheap every time.
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Overcoming the ‘I Need to Think About It’ Objection
Whether they're being truthful or not (it doesn't matter), they're going to say something. They might tell you they're going to think about the price, the motorcycle, their budget, etc. Just let them talk.
Unless they say "I'll buy it right now", ask the following without hesitating:
Just so I know how you feel about this thing, I've got a question for you. On a scale from 1 to 10. With a 1 meaning you hate this thing and a 10 means you love it. How would you rate it?
Most of the time your customer is going to answer with a number in between 7 to 9. Immediately after they give their rating, ask them the following.
What would it take to make this a 10?
Most customers will say, "lower the price."
That's a good thing because it means that they want to buy it. You just have to figure out how to fit it in their budget.
Now that you know the buying objection, ackowledge it, rephrase it, write them up, and close your deal with the Budget Close.
Unless they say "I'll buy it right now", ask the following without hesitating:
Just so I know how you feel about this thing, I've got a question for you. On a scale from 1 to 10. With a 1 meaning you hate this thing and a 10 means you love it. How would you rate it?
Most of the time your customer is going to answer with a number in between 7 to 9. Immediately after they give their rating, ask them the following.
What would it take to make this a 10?
Most customers will say, "lower the price."
That's a good thing because it means that they want to buy it. You just have to figure out how to fit it in their budget.
Now that you know the buying objection, ackowledge it, rephrase it, write them up, and close your deal with the Budget Close.
The Classic ‘I Need to Talk to My Spouse’ Response
This objection can kill a deal if you let it. The smart move? Let 'em know that's normal. They're like most others that you help out. You might say:
"Usually it's just a matter of making sure that you get what you want and fitting it into your budget. Is it the same with you?"
If they agree with you, next I say: "Let's go over here and I'll get some figures together so we can see if I can fit it into your budget."
At this point, we sit down, write it up, look at the numbers, and see if we can make it work.
"Usually it's just a matter of making sure that you get what you want and fitting it into your budget. Is it the same with you?"
If they agree with you, next I say: "Let's go over here and I'll get some figures together so we can see if I can fit it into your budget."
Why Objections Are Actually Buying Signals
Here’s the truth most rookies miss: if a customer takes the time to object, they’re interested. People don’t argue about stuff they don’t want. Objections are simply proof they’re considering your offer seriously enough to challenge it. That means every objection is actually a neon sign flashing: “I’m interested—convince me!” If you flip your perspective like this, objections stop being frustrating and start being opportunities.
Keep in mind before I share these 3 techniques that everyone wants a good deal. What is a good deal? A good deal is something that they want, at a price they can afford, from a person that will take care of them after the sale as well as during the sale.
Example 1:Some customers say: “your price is too high” when they can’t afford the payment. This type of customer is on a budget, which is good. It means they’ve thought about this purchase and they know what they can afford. They’re ready to buy.
If you haven’t shown them figures then they could be calculating payments in their head. But, remember, they could be computing it wrong. They probably don’t have the lenders' latest rate sheet.
They’re not able to figure their trade value. They’re also probably not calculating loan to value. What about the term and rate? If you need a quick way to do all of this then go over to MotoMenus for a free 14-day trial. There’s a link at the bottom of this page.
Customers that are on a monthly budget are trying to be rational about the purchase but they don’t always want you to know that. The reason they may not want you to know that is because we all have egos. We’d like our egos to portray that we’re loaded. With money. We don’t finance things. We don’t need to think things through because we have so much money in the bank that we just buy.
But it’s just the opposite. 76% of American’s live paycheck to paycheck. We can’t forget this fact because when we do forget it, many salespeople become offended, even our motorcycle dealers and car dealers get offended when a customer says to them, their prices are too high. We also shouldn’t discount our price but we should do the following.
To overcome this type of pricing objection, it’s important to say the following:
Answer:Mr & Mrs. Customer. When you say that our price is too high, is it because of the check you're writing out or the monthly payment?
This question also allows just one answer, and for a customer that is financing helps them say to you, “the monthly payment is too high.”
Example 2:Some customers say: “your price is too high” when they want to make sure that you’re offering them your best price. Since many salespeople will go to talk to a manager in order to find out if they can lower the price some more, many customers say, “your price is too high”. They say this to find out if they’re dealing with the type of salesperson that isn’t good at selling but is really good at discounting.
This type of customer could be trying to “call your bluff.” They want to get every discount that they can.
To handle this type of customer you can say the following:
Answer: Mr & Mrs. Customer. You’ve chosen one of the hottest selling items that we have. I don’t think my manager would approve this but I'll give it a shot.
If your customer says, yes then write down their offer and take it to your manager.
But if that doesn’t work.
Answer:If your customer wants more like thousands discounted from the price then you can once again use the question: “Are you trying to get that kind of a price because of the check you’re writing out or the monthly payment?”
If the payment is too high then use one of my payment closing techniques. If they’re paying cash by writing a check then use a cash or check closing technique.
Whether they're honest or not (which it doesn't matter), they're going to say something. They might tell you they're going to think about the price, the motorcycle, their budget, etc. Just let them talk.
Unless they say "I'll buy it right now", ask the following without hesitating:
Just so I know how you feel about this thing, I've got a question for you. On a scale from 1 to 10. With a 1 meaning you hate this thing and a 10 means you love it. How would you rate it?
Most of the time your customer is going to answer with a number in between 7 to 9. Immediately after they give their rating, ask them the following.
What would it take to make this a 10?
Most customers will say, "lower the price."
That's a good thing because it means that they want to buy it. You just have to figure out how to fit it in their budget.
Now that you know the buying objection, ackowledge it, rephrase it, write them up, and close your deal with the Budget Close.
Keep in mind before I share these 3 techniques that everyone wants a good deal. What is a good deal? A good deal is something that they want, at a price they can afford, from a person that will take care of them after the sale as well as during the sale.
Whether they're honest or not (which it doesn't matter), they're going to say something. They might tell you they're going to think about the price, the motorcycle, their budget, etc. Just let them talk.
Unless they say "I'll buy it right now", ask the following without hesitating:
Just so I know how you feel about this thing, I've got a question for you. On a scale from 1 to 10. With a 1 meaning you hate this thing and a 10 means you love it. How would you rate it?
Most of the time your customer is going to answer with a number in between 7 to 9. Immediately after they give their rating, ask them the following.
What would it take to make this a 10?
Most customers will say, "lower the price."
That's a good thing because it means that they want to buy it. You just have to figure out how to fit it in their budget.
Now that you know the buying objection, ackowledge it, rephrase it, write them up, and close your deal with the Budget Close.
a Proven Formula for Crushing objections
Here’s my go-to formula:
Listen fully. Don’t jump in, don’t interrupt.
Acknowledge. Repeat their concern back so they know you heard it.
Reframe. Flip the objection into a question you can answer.
Close with confidence. Give a clear next step, not a vague suggestion.
It’s not about memorizing comebacks — it’s about mastering the rhythm. Listen, acknowledge, reframe, close. Repeat this and you’ll handle objections smoother than butter on a hot skillet.
Keep in mind before I share these 3 techniques that everyone wants a good deal. What is a good deal? A good deal is something that they want, at a price they can afford, from a person that will take care of them after the sale as well as during the sale.
Keep in mind before I share these 3 techniques that everyone wants a good deal. What is a good deal? A good deal is something that they want, at a price they can afford, from a person that will take care of them after the sale as well as during the sale.