1.
Objection Rebuttals that Defuse
Common Sales Objections
Michael Halper
Founder and CEO
SalesScripter

2.
• I am busy right now.
• What is this in regards to?
• Is this a sales call?
• I am not interested.
• Just send me some information.
• We already use somebody for that.
• We are not looking to make any changes right now.
• We do not have budget/money to spend.
• Call me back in X months.

3.
3 Objection Handling Options

4.
Option 1 - Comply

5.
Option 2 - Overcome

6.
Option 3 – Deflect the Objection

7.
4 Concepts to Discuss Before Looking at
Objection Responses

8.
Understand the Prospect
Why They Use Objections
• They want to get rid of you
• They think you are a salesperson
• They don’t want to be sold to
• They think they do not need what you are selling
• They are not in “buying mode”

9.
Try to avoid sounding like a salesperson
that is trying to sell something.

10.
Sales Process
Initial Contact
(First time to speak)
Cold Call
Inbound Call
Email
Event
2 to 5 minutes
80% on prospect
20% on you
First Conversation
(Appointment/Meeting)
Phone Call
Face-to-Face
Discovery
20 to 30 minutes
50% on prospect
50% on you
First Meeting
(Presentation)
Discovery
Presentation
Demonstration
1 to 2 hours
20% on prospect
80% on you
• Goal is to get to a presentation
• Try to further qualify
• Deflect or Overcome Objections
• Goal is to get to the meeting
• Try to pre-qualify
• Deflect Objections
• Goal is to close (Sale or agreement to
move forward)
• Overcome Objections

11.
Product Selling
Sales Pitch
Consultative Selling
Sales Pitch
Company
Product
Features
Pricing
Goal: Closing sale
Benefits (Value)
Common problems (Pain)
Questions probing for problems (Pre- Qualify)
Customer examples (Name Drop)
Differentiation (Product)
ROI (Product)
Goal: Starting conversation

12.
Your Product
1. Web Design Services
Features
1. Build new websites
2. Website changes
3. Search engine optimization
4. Graphic design
Product

13.
The Value You Offer
1. Improve the design, traffic, and
conversion rates for their website
2. Improve website conversion rates
3. Increase website traffic
4. Improve search engine optimization
(SEO)
5. Generate more leads through their
website
6. Increase the amount of revenue that they
are able to generate through their website
Your Product
1. Web Design Services
Features
1. Build new websites
2. Website changes
3. Search engine optimization
4. Graphic design
Product Value

14.
The Value You Offer
1. Improve the design, traffic, and
conversion rates for their website
2. Improve website conversion rates
3. Increase website traffic
4. Improve search engine optimization
(SEO)
5. Generate more leads through their
website
6. Increase the amount of revenue that they
are able to generate through their website
Product Value Pain
The Pain You Help Resolve
1. Website is not performing and producing the
type of results that are needed
2. Website conversion rate could be better
3. Need to find a way to increase website traffic
4. There is not enough traffic coming to the website
through organic SEO (search engine
optimization)
5. It can be difficult to get the website to generate
enough leads
6. It can be difficult to find ways to get more
revenue out of web traffic

15.
The Pain You Help Resolve
1. Website is not performing and producing the
type of results that are needed
2. Website conversion rate could be better
3. Need to find a way to increase website traffic
4. There is not enough traffic coming to the website
through organic SEO (search engine
optimization)
5. It can be difficult to get the website to generate
enough leads
6. It can be difficult to find ways to get more
revenue out of web traffic
Product Value Pain Qualify
Questions that Probe for Pain
1. How do you feel about the current design and
layout of your website?
2. How important is it for you to improve your website
conversion rates?
3. How much of a priority is it for you to increase your
website traffic?
4. How well is your website doing with being found
through search engines?
5. How important is it for you to get more leads
through your website?
6. How motivated are you to find new ways to get
more revenue out of your website traffic?

16.
Value Statement
Pre-Qualifying Questions
Common Pain Examples
Company and Product Info
Introduction
Close
Call Script

17.
Deflect to Sales Process
Oh, OK. I can be very brief or I can call you back at another time.
OR
Oh, OK. When is the best time for me to call you back?
I am busy right now.

18.
What is this in regards to?
Deflect to Value Points
Well, the purpose for my call is that we businesses to:
• Improve the design, traffic, and conversion rates for their website
• Improve website conversion rates
• Increase website traffic
• Improve search engine optimization (SEO)
• Generate more leads through their website
• Increase the amount of revenue that they are able to generate through their website

19.
Is this a sales call?
Deflect to Value Points
Well, the purpose for my call is that we businesses to:
• Improve the design, traffic, and conversion rates for their website
• Improve website conversion rates
• Increase website traffic
• Improve search engine optimization (SEO)
• Generate more leads through their website
• Increase the amount of revenue that they are able to generate through their website

20.
I am not interested.
Deflect to Pre-Qualifying Questions
I understand. If I could ask you real quick:
• How do you feel about the current design and layout of your website?
• How important is it for you to improve your website conversion rates?
• How much of a priority is it for you to increase your website traffic?
• How well is your website doing with being found through search engines?
• How important is it for you to get more leads through your website?
• How motivated are you to find new ways to get more revenue out of your website traffic?

21.
Just send me your information.
Deflect to Pre-Qualifying Questions
I can certainly do that. So that I know what best to send to you, can I ask you real quick.
• How do you feel about the current design and layout of your website?
• How important is it for you to improve your website conversion rates?
• How much of a priority is it for you to increase your website traffic?
• How well is your website doing with being found through search engines?
• How important is it for you to get more leads through your website?
• How motivated are you to find new ways to get more revenue out of your website traffic?

22.
Just send me your information.
(late in a call)
Deflect to Sales Process
Sure, I definitely can. Actually, there is a lot of information that I can send over to you. If
you have some questions about anything, it might be easier and quicker to have a brief
conversation with over the phone on another day instead of me sending over a bunch of
information.

23.
We already use someone for that.
Deflect to Current Provider
Oh, I see.
• How long have you been using them / with them / purchasing from them?
• How is everything going?
• What are some of the things you like about what they provide?
• What are some things that you think could be better?
• If you could change one thing about their product/service, what would it be?
• When was the last time you considered other options in this area?

24.
We already use someone for that.
Deflect to Pre-Qualifying Questions
I understand. If I could ask you real quick:
• How do you feel about the current design and layout of your website?
• How important is it for you to improve your website conversion rates?
• How much of a priority is it for you to increase your website traffic?
• How well is your website doing with being found through search engines?
• How important is it for you to get more leads through your website?
• How motivated are you to find new ways to get more revenue out of your website traffic?

25.
We already use someone for that.
Deflect to Pain Points
I understand. Sometimes when we talk with other businesses, we have noticed that they often
express challenges with
• Website is not performing and producing the type of results that are needed
• Website conversion rate could be better
• Need to find a way to increase website traffic
• There is not enough traffic coming to the website through organic SEO
• It can be difficult to get the website to generate enough leads
• It can be difficult to find ways to get more revenue out of web traffic
Are you concerned about any of those areas?

26.
We are not looking to make any changes right now.
Deflect to Pre-Qualifying Questions
I understand. If I could ask you real quick:
• How do you feel about the current design and layout of your website?
• How important is it for you to improve your website conversion rates?
• How much of a priority is it for you to increase your website traffic?
• How well is your website doing with being found through search engines?
• How important is it for you to get more leads through your website?
• How motivated are you to find new ways to get more revenue out of your website traffic?

27.
We are not looking to make any changes right now.
Deflect to Pain Points
I understand. Sometimes when we talk with other businesses, we have noticed that they often
express challenges with
• Website is not performing and producing the type of results that are needed
• Website conversion rate could be better
• Need to find a way to increase website traffic
• There is not enough traffic coming to the website through organic SEO
• It can be difficult to get the website to generate enough leads
• It can be difficult to find ways to get more revenue out of web traffic
Are you concerned about any of those areas?

28.
We are not looking to make any changes right now.
Deflect to Sales Process
I understand. And I want you to know, I am not reaching out to you to try to sign you up or
sell you anything. More so, we are just looking to open the dialogue between our two
companies and have an initial conversation.
We would like to learn a little more about you and possibly share some information about us
if it makes sense. That way, when you ready to look closer at this, you can know who we
are and how we can help.

29.
We do not have budget/money to spend right now.
Deflect to Pre-Qualifying Questions
I understand. If I could ask you real quick:
• How do you feel about the current design and layout of your website?
• How important is it for you to improve your website conversion rates?
• How much of a priority is it for you to increase your website traffic?
• How well is your website doing with being found through search engines?
• How important is it for you to get more leads through your website?
• How motivated are you to find new ways to get more revenue out of your website traffic?

30.
We do not have budget/money to spend right now.
Deflect to Pain Points
I understand. Sometimes when we talk with other businesses, we have noticed that they often
express challenges with
• Website is not performing and producing the type of results that are needed
• Website conversion rate could be better
• Need to find a way to increase website traffic
• There is not enough traffic coming to the website through organic SEO
• It can be difficult to get the website to generate enough leads
• It can be difficult to find ways to get more revenue out of web traffic
Are you concerned about any of those areas?

31.
We do not have budget/money to spend right now.
Deflect to Sales Process
I understand. And I want you to know, I am not reaching out to you to try to sign you up or
sell you anything. More so, we are just looking to open the dialogue between our two
companies and have an initial conversation.
We would like to learn a little more about you and possibly share some information about us
if it makes sense. That way, when you begin your budget planning or when your budget
opens back up, you can know who we are and how we can help.

32.
Call me back in X months.
Deflect to Pre-Qualifying Questions
I can certainly do that. But if I could ask you real quick:
• How do you feel about the current design and layout of your website?
• How important is it for you to improve your website conversion rates?
• How much of a priority is it for you to increase your website traffic?
• How well is your website doing with being found through search engines?
• How important is it for you to get more leads through your website?
• How motivated are you to find new ways to get more revenue out of your website traffic?

33.
Call me back in X months.
Deflect to Pain Points
I can certainly do that. Although, sometimes when we talk with other businesses, we have
noticed that they often express challenges with
• Website is not performing and producing the type of results that are needed
• Website conversion rate could be better
• Need to find a way to increase website traffic
• There is not enough traffic coming to the website through organic SEO
• It can be difficult to get the website to generate enough leads
• It can be difficult to find ways to get more revenue out of web traffic
Are you concerned about any of those areas?

34.
Call me back in X months.
Deflect to Sales Process
I can certainly do that. But I want you to know, I am not reaching out to you to try to sign
you up or sell you anything. More so, we are just looking to open the dialogue between our
two companies and have an initial conversation.
We would like to learn a little more about you and possibly share some information about us
if it makes sense. That way, when you ready to look closer at this, you can know who we
are and how we can help.

35.
Optional Defusing Language
I understand. And I want you to know, I am not reaching out to you to try to sign you up or
sell you anything.
OR
I understand. And I want you to know, I am not reaching out to you to try to sign you up or
sell you anything. I don’t even know if you fit well with what we provide or not.

36.
Value Statement
Pre-Qualifying Questions
Common Pain Examples
Company and Product Info
Introduction
Close
Call Script

37.
Building an Objections Map
• Tool to build to use as a guide for dealing
with objections
• List out anticipated objections
• Formulate best responses
• Can include redirects and overcome
responses
• Can be organized to have cold call
responses and meeting responses

38.
Reflect Back to Improve Forward
• When a call ends, reflect on what objections the prospect had
• Identify how you responded and if your responses were effective at keeping
the call going
• Was there a response that could have been better?
• Update objections map
– Add new objections
– Improve existing responses

39.
Please
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Thank You!!!

40.
SMART Sales System
S
M
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T
ales
essaging
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esponse
actics

41.
SMART Sales System
Sales Methodology Software Platform Professional Services

42.
SMART Sales System
Sales Methodology Software Platform Professional Services

43.
SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Training
• Recorded Training Videos
• Live Sales Training (virtual)
• Live Sales Training (in-person)
• Custom Sales Training

44.
SMART Sales System
Sales Methodology Software Platform Professional Services
• Sales Pitch Builder
• Library of Scripts and Templates
• CRM Functionality
• Email Automation

45.
SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Consulting
• Sales Pitch Development
• Sales Process Mapping
• Script Assessment
Sales Coaching
• One-on-One Sales Coaching
• Weekly coaching
• Coaching Hour Blocks

46.
• By creating clarity for what to say and do, we will help you (your salespeople) to be SMART.
• By asking good questions, you will appear SMART.
• By appearing SMART, you will be able to make a better impression with the prospects you talk to.
• Having more information will make you SMART and this will help you to make better decisions
regarding what you do with your time and the prospects your pursue.
• By making SMART decisions, you will be more able to use your time wiser and get the most out
each day and week.
• By being SMART, you will position yourself to sell more and your job will be easier and less
stressful.
SMART Sales System

47.
SMART Sales System
Pricing
• Software - $49 per user per month (40% discount for annual subscription)
• Sales Training – No cost on YouTube
• Scripter Walk-Through (2 hour engagement to create your pitch) - $200
For $249, you will get a full library of sales scripts,
emails, and tools

48.
Contact Us
Michael Halper
Founder and CEO
SalesScripter
mhalper@salesscripter.com
@salesscripter