Objection handling is one of the trickier, more grating aspects of sales life. Pushback is natural and often productive in a sales engagement, but in many cases, a piece of you is going to think, “Oh, come on,” when a prospect brings up concerns.
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In those instances, you can‘t lose composure and run the risk of making critical mistakes, but what can those "critical mistakes" look like? Well, reader, we were wondering the same thing. That’s why we tapped some experts for their perspectives on the subject.
So without further ado, here's the insight that we here at The HubSpot Sales Blog — the heart, soul, spirit, and mind of the sales-related and sales-adjacent content space — gathered for you. Check it out!
6 Mistakes You Can Make When Handling Objections
1. Jumping at the First Objection
Marcin Pienkowski, Head of Salesforce at Think Beyond, says, "I've watched countless sales reps trip over objections — not from weak responses, but from racing to answer the wrong ones.
"The classic mistake? Believing the first objection is real. It rarely is. When prospects say, ‘It’s too expensive,' reps sprint toward discounts or value props. They hear, ‘We’re happy with our current solution,' and launch into feature comparisons.
"These responses miss the mark — they‘re just prospects’ quick exits from conversations they aren't ready to have. The genuine concern lurks deeper, still unspoken.
"I never take that first objection at face value. I dig. ‘When you mention budget, are we talking zero flexibility, or is this about where to prioritize spend?’ That single question flips everything. If the real block is risk, internal politics, or fear of change, suddenly I know what actually needs solving.
“Reps who swallow surface objections end up spinning their wheels. They battle imaginary problems, defend against non-issues, and watch deals fade over technicalities. But objections aren't roadblocks. They're more like smoke screens. When I pause, question them, and uncover the real...