“No.”
The word every new SDR dreads, like a door slammed in your face. But top-performing reps know better. They know this statement isn’t the end. It’s the opening they’ve been waiting for.
Objections are signals. They mean your prospect needs more — more information, more reassurance, or more clarity. Knowing how to navigate them is what separates SDRs who move deals forward from those who give up too soon.
Here’s how to handle the three most common objections with confidence, turning hesitation into conversations and pushback into progress.
Objection #1: “We’re not interested”
This polite hand-wave might feel like a dead end — but it rarely is.
“Not interested” doesn’t mean your prospect is shutting the door. It means they don’t yet see why they should care.
In other words: “I don’t have enough context to see how this helps me right now.”
That’s your cue. Instead of pushing harder, shift gears to uncover the pain point or gap they haven’t connected to your solution yet. Spark curiosity and uncover what could make them rethink their initial reaction.
Try this:
"I understand. A lot of companies we work with felt the same way at first. Out of curiosity, how are you currently handling [problem your solution solves]?"
You’re not ignoring their objection — you’re building a bridge over it. By acknowledging their hesitation and asking a thoughtful question, you turn a reflexive dismissal into an opening for meaningful dialogue.
Pro Tip: If they still resist, ask a follow-up like, "Totally understand. Just so I can be better informed for future conversations, what’s your biggest challenge when it comes to [pain point]?" This keeps the door open, and you walk away with valuable intel for your next approach.
Objection #2: “We already have a solution”
So, your prospect has a solution. But is it the perfect one?
Probably not.
More often, they’re signaling: “I’m not sure switching would be worth the hassle.”
Your job isn’t to bash what they’re using — that will just put them on the defensive or ruin your reputation. Instead, uncover gaps or frustrations they might be putting up with. By asking the right question, you can shift their thinking from “I’m set” to “Maybe I’m missing something.”
Try this:
"That’s great to hear. Just curious, what do you like most about your current solution? And is there anything you’d want to improve or change about it?"
This approach does two things. First, it shows you’re genuinely interested in understanding their needs, not just pitching blindly. Second, it invites them to reflect on any shortcomings they may have overlooked.
Pro Tip: If your prospect admits to a frustration, follow up with, "That’s something we’ve helped other teams fix. Would it be worth exploring what that might look like for you?" Now, you’re not just another option — you’re a potential upgrade.
Objection #3: “We don’t have the budget”
When a prospect says they don’t have the budget, it means one of two things:
- They haven’t prioritized your solution yet.
- They don’t fully understand its ROI.
In either case, this isn’t the time to retreat — it’s the time to reframe.
Think of it this way: Budget objections are rarely about money; they’re about perceived value. If the prospect can’t connect your solution to tangible outcomes, it’s easy to walk away, saying, “We can’t afford it.”
Your response should help them reconsider.
Try this:
"Totally understand. Just curious, if budget weren’t a concern, would this be something you’d consider a priority for solving [pain point]?"
This response does two things: it gauges their true interest and lets you uncover whether budget is the real blocker or an excuse. If they say yes, you have an opening to talk ROI. If they say no, it may be time to disqualify and move on.
Pro Tip: When your prospects express interest but are stuck on costs, follow up with, "Many of our customers have found that the cost of not solving [pain point] was far greater. If you’d like, I can share how they calculated ROI and made the case internally." Now, you’re offering a clear, compelling path forward.
Handle Objections, Close More Deals
Top SDRs view objections as opportunities, not roadblocks. By responding with confidence, curiosity, and empathy, you can transform resistance into meaningful conversations and stalled deals into closed-won.
Ready to see how Clari can help you run your pipeline with precision and close deals faster? Schedule a demo today.