Glossary
What is objection handling?
Objection handling is how a seller responds when a prospect pushes back: too expensive, not now, we already have someone. The aim is to understand the real reason, answer honestly and either move forward or let the prospect go with goodwill.
Published by Sellinger AI. Numbers and settings checked on 19 October 2026 against the fact register. Report an error.
What is a simple method?
- Acknowledge: show you heard it.
- Ask: find the reason behind the words.
- Answer: with facts, not pressure.
- Check: does that settle it?
What are the common objections?
| Objection | Often means | A useful move |
|---|---|---|
| It costs too much | Value is unclear, or no budget yet | Give the price plainly and tie it to the outcome |
| Not now | Timing, not a no | Ask when, and come back then |
| We already have a provider | Switching feels risky | Ask what they would change, or leave it |
What should an agent never do?
Invent a price, a discount or a promise, or pretend to be a person. If the answer is not in its instructions, it should say so and pass the conversation to someone who knows.
How Sellinger handles it
The rules library has ready rules: a pricing question flags the lead for a person, and a lead who says not now or circle back later gets a future follow up scheduled. A lead who already has a provider or is locked in a contract can be excluded. The agent stops when it cannot answer, for example a price it has no answer for.
See the templates: pricing objection and not now, and how to write rules.
Common questions
Can an AI handle objections?
What if the prospect says no?
Are these replies tested?
Sources and method
Sellinger rule templates (in app catalog), checked 19 October 2026.
Related: Template: pricing objection, Template: not now, Write rules your agent follows, Lead qualification.
