10 Common Sales Objections (and How to Handle Them)

Below, we break down 10 common client objections and show you how to handle them using insights from some of the most respected voices in sales, psychology, and negotiation, like Daniel Pink (To Sell Is Human), Chris Voss (Never Split the Difference), and Robert Cialdini (Influence).

Each Objection Includes:

• What the client really means, so you can understand the mindset behind the words

• An expert quote that gives you a proven lens on the psychology behind the objection or insights on how to overcome it.

• How to respond, with simple, practical tactics that build trust and move the conversation forward.

1. "It's too expensive."

What the client really means: "I’m not sure it’s worth it for me."

Expert Quote:

How to respond:
This isn’t a hard no, it’s a request for clarity. Instead of defending your price, explain the transformation your service provides and the outcomes they can expect. Break down the return on their investment and help them connect the cost to what they’re really investing in.

2. "I need to think about it."

What the client really means:
"I'm unsure about something, but don't know how to say it."

Expert Quote:

How to respond:
Invite them to talk it out. Ask, "What part of the decision still feels unclear?" Giving them space to process helps them build clarity and confidence. According to Chris Voss, when someone feels listened to, they begin hearing their own thoughts more clearly. That means your role is to hold space so the buyer can talk themselves into clarity. You’re coaching them through a decision they already want to make.

3. "I’m not ready right now."

What the client really means:
"This isn’t a priority at the moment."

Expert Quote:

How to respond:
When someone says they're not ready, it usually means they don't feel enough urgency to act. Instead of pushing, help them see what waiting could cost them. Maybe it's missed leads, lost revenue, or more stress down the line. You might say something like, "If this stays on hold, what does that mean for your goals this quarter?" This shifts the focus from "Do I want to spend money right now?" to "What happens if I don’t?"

4. "I’ve worked with someone like you before, and it didn’t go well."

What they really mean: I don’t want to make the same mistake twice.

Expert Quote:

How to handle it: Acknowledge their concern up front. You might say something like, "Some of my clients came in with the same hesitation. What I do differently is..." Then walk them through your process or values. This kind of honesty shows that you're not just here to sell. You’re here to understand and earn their trust. Being open about what went wrong in the past and explaining how you avoid those same issues helps them feel safer moving forward with you.

5. "I’m already working with someone."

What they really mean: I’m comfortable, but maybe open to better.

Expert Quote:

How to handle it: Don’t bash their current provider. Instead, ask, "Is there anything you wish they did better?" or "Are there any gaps you’ve noticed that still feel unresolved?" This opens the door for an honest conversation without pressure. You’re not trying to take someone else’s place, you’re simply offering support and showing how you might be able to do things differently or better. Let them come to the conclusion on their own if it makes sense to explore other options.

6. "This sounds great, but I don’t have time."

What they really mean: I’m afraid this will add more to my plate.

Expert Quote:

How to handle it: Start by showing empathy. Let them know you understand how busy they are and that their time is valuable. Then explain how your service is designed to save them time, not take up more of it. You could say something like, "We can start small, and I’ll handle most of the setup so it doesn’t add more to your plate." This helps them see that working with you will actually make their life easier, not more stressful.

7. "I’m just exploring."

What they really mean: I’m curious, not committed.

Expert Quote:

How to handle it: Treat them like they matter, even if they’re not ready to buy today. Be helpful, share something useful, ask thoughtful questions, and thank them for their time. Let them know you're happy to stay in touch. The goal here is to make a positive impression so that when they are ready, you’re the first person they think of. Think of it as planting seeds that can grow into future opportunities.

8. "I’m not sure this is the right fit."

What they really mean: I’m unclear how this helps me.

Expert Quote:

How to handle it: Take some time to ask more questions to learn what they really need. Focus on understanding what they’re struggling with, what they want, and what would make a real difference for them. Once you have a clear picture, explain how your service or solution can help them get there. The more specific and relevant your response is to their actual needs, the easier it is for them to see the value, and the more likely they are to move forward.

9. "I don’t feel confident making this decision now."

What they really mean: I need to feel more secure.

Expert Quote:

How to handle it: Let them know it’s completely normal to feel unsure about making a decision, especially when it's a meaningful investment. Help them feel more secure by showing how you’ve helped others in similar situations. Share a short success story or a testimonial. If you offer a guarantee, explain how it works. You could also invite them to loop in someone else they trust if that helps them feel more confident. Your job is to make the next step feel safe, clear, and low-pressure.

10. "I don’t know you well enough yet."

What they really mean: I need more time to build trust before making a decision.

Expert Quote:

How to handle it: If someone doesn’t know you well enough to buy, focus on building the relationship instead of rushing the sale. Share helpful insights, answer their questions with honesty, and offer real examples of how you've helped others like them. Be consistent in your communication and don’t disappear if they say they’re not ready. Trust builds over time, and showing up with generosity and zero pressure makes you the person they remember when they’re ready to move forward.

Want the Right Words for Any Objection?

Download Inbox Hero—your free guide packed with plug-and-play templates for:

• Handling objections with confidence

• Responding to any client message with clarity

• Writing trust-building emails that feel natural (and actually get replies)

Frequently Asked Questions About Handling Sales Objections

What are the most common sales objections?

Some of the most common objections include: "It’s too expensive," "I need to think about it," "I’m not ready right now," and "I don’t know you well enough yet." Each one often signals uncertainty or a need for more clarity, not a flat-out no.

How do I respond to a client who says my offer is too expensive?

Focus on the value, not the price. Break down what they get, and connect the cost to real outcomes they care about. Objections about price usually mean they don't see enough value yet.

How can I build trust with someone who’s not ready to buy?

Stay present, be helpful, and show up consistently. Offer insights, answer questions, and share success stories. When they’re ready, they’ll remember you.

What’s the best way to handle "I need to think about it"?

Ask what they’re thinking through and what would help them feel more confident. Often, people just need time or more clarity.

Can I use these techniques in email or chat?

Yes! Many of the same principles apply to written communication. That’s exactly what Inbox Hero is designed for—so you always know what to say, even when you’re not on a call.