Objections in Sales Aren’t Roadblocks—They’re Invitations: How to Respond with Confidence and Curiosity
- Kara Moll
- Apr 2
- 3 min read
Believe me: objections are a good thing.
If you’ve ever felt your stomach drop when a prospect says, “I’m not sure it’s the right time” or “It’s more than I wanted to spend,” you’re not alone. But here’s the truth: objections in sales aren’t signs of failure—they’re signs of interest.
Think about it—people don’t raise objections unless they’re at least considering what you’re offering. The real challenge? Knowing how to respond in a way that keeps the conversation (and relationship) moving forward.
Let’s reframe objections and look at how to respond with confidence and curiosity—without sounding pushy or defensive.
Shift Your Mindset: Objections Mean You’re in the Game
Before you jump into strategies or scripts, take a moment to shift how you think about objections.
Objections Signal Engagement
An objection often means the prospect is still thinking through their decision. They haven’t tuned out. They’re weighing their options—and that’s a great place to be.
Confidence Beats Defense
Instead of getting flustered or defensive, approach objections with calm curiosity. When you expect objections and welcome them, you become a more trustworthy guide in the sales process.
The Key to Handling Objections in Sales: Get Curious
When someone shares a concern, don’t jump into rebuttal mode. Instead, slow down and get curious. The goal isn’t to “win” the objection—it’s to understand it.
Ask Clarifying Questions
Use language that gently invites the prospect to go deeper. Try:
“Help me understand what’s holding you back?”
“What would need to be true for this to feel like a yes?”
“Is it the timing—or something else?”
These kinds of questions create space for an honest dialogue—and often reveal that the real objection is different from the surface-level concern.
Listen Like a Pro
Your tone and presence matter. When someone feels heard, they’re more likely to stay open. Use your body language, facial expressions, and silence to show you’re truly listening—not just waiting to respond.
Language Matters: Responding Without Sounding Pushy
Once you understand the real concern, it’s time to respond. But how you say something matters just as much as what you say.
Try Collaborative Language
Instead of trying to “overcome” objections, try language that keeps the conversation collaborative. For example:
“What if we looked at it this way…”
“Let’s explore some options together…”
“Would it be helpful if I showed you how others have handled this?”
This kind of phrasing shifts the energy from a standoff to a partnership—and makes people more receptive.
Ready to Get Better at Handling Objections in Sales?
If you want to feel more confident the next time someone says “I’m not sure,” then I’d love to invite you to my upcoming virtual workshop:
🎯 Flip the Script: Turn Objections Into Opportunities
A 90-minute live session designed to help you reframe and respond to objections like a pro.
You’ll learn:
✔️ How to recognize the true reason behind most objections
✔️ What to say when someone says “It’s too expensive” or “Let me think about it”
✔️ Language frameworks based on Phil M. Jones’ Exactly What to Say® method
✔️ How to stay calm, focused, and in control of the conversation
Whether you’re in real estate, mortgage, or another sales-based business, this introductory workshop will help you build trust, move deals forward, and handle objections with grace—not grit.
Seats are limited, and this workshop always fills up quickly.
Missed the last one? Don’t worry—visit my website again soon. I host new sessions regularly, and you’ll find fresh opportunities to sharpen your skills.
Let’s turn hesitation into progress—together.
About Kara
Kara Moll empowers busy executives to become confident and effective communicators, unlocking their full potential in both their personal and professional lives. As a real estate coach for Keller Williams MAPS Coaching, and one of Phil M. Jones' Licensed Guides in Exactly What to Say®, Kara combines her expertise with Neuro-Linguistic Programming and Energy Leadership Coaching to help clients achieve transformative results.
With over 20 years of experience in real estate, coaching, and training, she brings a wealth of knowledge and insight to every interaction. To take your communication skills to the next level, enroll in one of her upcoming workshops or events at www.karamoll.com/events
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