Sales objections: practice your responses
"It's too expensive," "Let me think about it," "Just email me something" — everyone who sells hears these. The answer has to come out calm and without pauses. Say it out loud until it feels natural.
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How to answer: the PREP structure
- Pointyour position in one sentence
- Reasonwhy you think so
- Examplea real-life case
- Point againrestate it, shorter
All 30 topics
- Client: “It's too expensive — your competitors are cheaper”Speak →
- Client: “I need to think about it”Speak →
- Client: “We're happy with our current vendor”Speak →
- Client: “Just email me a proposal”Speak →
- Client: “Now's not a good time, let's talk in six months”Speak →
- Client: “I'm not the decision-maker”Speak →
- Client: “Give us 20% off and we'll sign”Speak →
- Client: “We tried this before and it didn't work”Speak →
- Pitch your product in one minuteSpeak →
- A client is upset about delivery delays — respondSpeak →
- Ask your manager for a raiseSpeak →
- Negotiate a payment extension with a partnerSpeak →
- Client: “Why should I trust you?”Speak →
- Client: “We don't have the budget”Speak →
- Client: “We don't like your account manager”Speak →
- A client demands a refund — your answerSpeak →
- Cold call: your first 30 secondsSpeak →
- Sell me this penSpeak →
- Convince a retail chain to stock your productSpeak →
- Client: “Give us exclusive terms”Speak →
- A supplier is raising prices — negotiateSpeak →
- A client compares you to a big-name brandSpeak →
- Ask a happy customer for a referralSpeak →
- Client: “We'll think it over and call you back”Speak →
- Pitch a new offer to a long-time customerSpeak →
- Say no to a discount and keep the dealSpeak →
- Client: “This is too complicated for us”Speak →
- Explain why your price is above marketSpeak →
- Get a meeting with a busy CEOSpeak →
- A client paid late for the second time — the conversationSpeak →
Who this list is for
For salespeople and anyone who negotiates. Each topic is a typical client objection: too expensive, I need to think about it, we’re happy with our current supplier. Practice teaches you to respond calmly and to the point instead of making excuses.
A common mistake
Arguing right away or offering a discount. “No, we’re not more expensive” or “Fine, five percent off” shuts the conversation down. First find out what the client is comparing you with and what matters to them, then show the value.
Sample answer
Client: “It's too expensive — your competitors are cheaper”
I get it, price matters. Which offer are you comparing us with — same pack size and payment terms? Often the price gap disappears into returns and empty shelves. We take returns at our cost and deliver twice a week. Let’s work out what you actually pay per case in both options.
Questions about this list
How long should an objection response be?
30 to 60 seconds. After that the client should be talking, so end with a question.
Should I memorize sales scripts?
A script is useful as a frame, but clients can hear memorized text. Practice the objection out loud a few times in your own words and your answer will sound natural.
Can a sales team use this list for training?
Yes. Reps practice the same objections and compare their scores and feedback.
How a session works
- Spin the wheelYou get a random topic from this list — like a question you didn't prepare for.
- Speak for a minuteLammy turns speech into text. The coach counts fillers, pauses and pace and checks your structure.
- Second takeGet one task and say it again. Your second take almost always scores higher.
More topic lists
Sales objections: practice your responses
Practice these topics