The LAER Framework for Every Objection

Before diving into specific objections, master this universal framework:

L — Listen fully without interrupting
A — Acknowledge the concern genuinely
E — Explore the root cause with questions
R — Respond with a tailored solution

The Top 10 Objections (and How to Handle Them)

1. "It's too expensive"

Root cause: They don't see enough value to justify the price. Response: "I understand budget is important. Help me understand — what would the cost be of NOT solving [their pain point] over the next 12 months?"

2. "We're happy with our current solution"

Root cause: Status quo bias — change feels risky. Response: "That's great to hear. Most of our best customers said the same thing before switching. What they found was [specific improvement]. Would it be worth 15 minutes to see if there's a gap you might not be aware of?"

3. "Send me some information"

Root cause: Polite brush-off or genuinely busy. Response: "Happy to. So I send you the most relevant info — what's the #1 challenge you're trying to solve right now?"

4. "I need to talk to my team/boss"

Root cause: Not the decision maker, or needs internal buy-in. Response: "Absolutely. Would it be helpful if I put together a one-page summary that makes it easy to present to [boss/team]? What questions do you think they'll have?"

5. "We don't have budget right now"

Root cause: Timing issue or priority ranking. Response: "When does your next budget cycle start? In the meantime, let me show you the ROI model so you can build the business case."

Objection	Category	Difficulty	Key Technique
Too expensive	Price	Medium	Value reframe
Happy with current	Status quo	Hard	Gap analysis
Send info	Brush-off	Easy	Qualify interest
Need approval	Authority	Medium	Enable champion
No budget	Timing	Medium	ROI model

6-10: Advanced Objections

Covers "We tried something similar before," "Your competitor is cheaper," "We're not ready," "I don't have time," and "We'll revisit next quarter."

Practice Exercise

Role-play each objection with a partner. Record yourself and review. The goal isn't to memorize scripts — it's to internalize the framework so responses feel natural.

From the LeadFinder Sales Team — score and prioritize leads so you spend time on deals that close.

Objection Handling Masterclass: Turn No Into Yes