Cold calling objections: common objections and rebuttals in B2B

Every ring might lead to a breakthrough or a hang-up. The mere mention of 'cold calling' can send shivers down the spine of even the most seasoned sales professionals. Why? Because at the heart of these calls lie the formidable gatekeepers: objections. From "I'm not interested" to "Send me an email", these objections can feel intimidating. However, with the right approach, each objection can be a doorway to deeper conversation, an opportunity to turn skepticism into interest, and rejection into connection. This page lists all common cold calling objections

The 3 types of cold calling objections

Initial resistance: the conditioned objection

This form of rejection typically arises within the first few moments of a call, as potential clients use pre-packaged excuses to dismiss your efforts. Recognizing and overcoming these early barriers are crucial for maintaining engagement.

Challenges posed by pre-existing solutions: the incumbent solution objection

Encountering a prospect who is already settled with a solution can seem daunting. These objections suggest that the space for your offering is already filled, posing a significant hurdle to convincing them of the value your product or service can add.

Objections based on perceived misalignment with business Needs: the Business Case Objection

At this juncture, prospects are somewhat familiar with what you're offering but raise concerns about its relevance or value to their specific business needs. Addressing these objections requires demonstrating a clear understanding of the prospect's challenges and how your solution uniquely addresses them.

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Let's look at the 5 most common objections and how to address them.

5 Most Common Objections

• Too expensive / cheaper solutions
• How are you guys different than your competitors?
• Timing is off / Not the right time.
• Don't think the problem is big enough.
• Build in-house vs. outsource 

There are 4 steps you need to understand to handle objections.

- Step 1:  Acknowledge

- Step 2: Isolating

- Step 3: Pain / Solution

- Step 4: Commitment / Close

Here's what it would look like to address the "Too Expensive" objection.

Acknowledge

I understand your concern.

Isolating

Is budget the only thing preventing you from moving forward? Are there any other concerns?

If No: There are no other concerns, proceed to Step 3: Pain / Solution.

If Yes: There are other concerns you need to identify and use this cadence.

 Pain / Solution

On our previous call, you mentioned that you were using 3 different pieces of technology, which required a lot of bandwidth and resources for your team to manage this workflow. Is that correct? (Pointing to the problem)

With us, we are literally removing that bottleneck because our solution automates the entire process for your team. Not only do you no longer have to duct tape different pieces of technology together, but we are giving you and your team back all that time to focus on higher priorities and ship faster. And the effort required to manage this is pretty much nonexistent. We do all the heavy lifting for you. That's why the investment might be slightly higher with our product because our execution is significantly better than that of any other competitors. (Directing to the solution)

 Commitment / Close

Let me ask you: If we could make this more economically feasible, would you consider moving forward?

If Yes: They would move forward, then offer them a better deal.

If No: They would not move forward, ask why.

Best Practices

Write down the most common objections you hear from your ICP.

Write out the rebuttals using the cadence mentioned above.

Study and role-play the rebuttals to be delivered flawlessly when the objection arises.

Key Takeaways

Acknowledge the objection.

Isolate the objection.

Point to the pain and direct to the solution

Get the commitment and close.

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Common cold call objections complete list:

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