Working With Obstacles (Not Just ‘Handling Objections’)
Let’s be honest. Hearing the word “objections” can still make many people uncomfortable. It can feel like a power struggle, leaving you unsure how to respond or even making you feel like avoiding the conversation entirely. Many people feel nervous when the word comes up, but that doesn’t mean it has to be a negative experience.
What if we looked at it differently?
We like to think of it as working with obstacles. Objections aren’t something to fear—they’re just part of the journey. It can be helpful to view it as you would when navigating an obstacle course. Sometimes challenges are obvious, sometimes they catch you by surprise. Either way, you work with what’s in front of you. The key is to try to see challenges as obstacles not as roadblocks, as opportunities to understand your customer better, improve your approach, and build stronger connections.
Start the Conversation Early
The biggest shift? Don’t wait until objections appear. Invite the conversation sooner. By having open discussions early on, you can prevent misunderstandings and reduce unnecessary resistance later in the sales process.
Two common obstacles:
“It’s too expensive”
“I need to think about it”
These can often be softened or avoided entirely by addressing them early:
Ask about the budget upfront. What does value look like to them? Understanding this helps you frame your solution in a way that truly meets your prospects’ needs.
Clarify decision timelines. Who else is involved, and when are they hoping to move forward? Knowing this ensures you are speaking with the right people, and agree on timeframes.
If you’re getting a lot of objections at the end of conversations, chances are the real discussions aren’t happening early enough. Sometimes the person you’re speaking to isn’t even the decision-maker—they’re just passing along a message. The more transparency you create upfront, the less resistance you’ll encounter later. It also builds trust and demonstrates that you respect your customer’s time and priorities.
Need Support Navigating Resistance?
If you want help finding your authentic sales voice or practising how to talk through resistance with confidence, our 1:1 Sales Mentoring Package is designed to do just that. It gives you the opportunity to:
Explore real scenarios
Practice the structure of your conversations
Make measurable progress over time
Taking the time to work with obstacles rather than fear them is one of the most effective ways to build confidence, improve your conversations, and ultimately achieve better sales results.
Get in touch if you’d like to know more.
