Objection Handling Cheat Sheet

Delta Hub Media — Sales Reference — Internal Use Only

Rule #1: Never argue with an objection. Agree with the feeling, redirect to the reality.
Rule #2: Objections are usually requests for more information, not rejections. Most people who say "I need to think about it" are actually saying "I'm not convinced yet."
Rule #3: After you respond to an objection, ask a question to re-engage — don't wait in silence.

1
"It's too expensive."
Don't say

"We can do a discount" or "It's actually really affordable for what you get."

Say this

"That makes sense — $89 a month is real money. Let me ask you this: what does one average job bring in for you? Because if this captures even one extra lead a month that converts — which most of our clients see in the first week — it's paid for itself many times over. Does that math work for you?"

💡
Why it works: You're not defending the price — you're reframing it as an investment with a measurable return. Then you hand it back to them with a question.
2
"I need to think about it."
Don't say

"Of course, take all the time you need!" (and lose the deal)

Say this

"Totally fair. Can I ask — what's the main thing on your mind? Is it the price, figuring out how it would work on your site, or something else? I want to make sure I give you the right information before we hang up."

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Why it works: "I need to think about it" is almost never the real objection. This question surfaces the actual concern so you can address it directly.
3
"I'm not tech-savvy. I wouldn't know how to manage it."
Don't say

"Don't worry, it's really easy!" (dismissive)

Say this

"That's exactly why we exist — you don't manage it. We do. We train it, we install it, we update it when things change. Your only job is to fill out a 10-minute form telling us about your business. After that, you never touch it. It just runs."

💡
Why it works: This directly addresses the fear and reframes it as a feature — their non-techiness is why they NEED this service, not why they can't use it.
4
"I already have a contact form / I get enough leads."
Don't say

"But contact forms aren't as good as AI!" (argumentative)

Say this

"That's great — sounds like your marketing is working. The difference with this is speed: a contact form makes them wait hours or days for an answer. This responds in seconds and keeps them engaged until you can call them back. If you're already getting leads, this just makes sure fewer of them go cold. Does that make sense?"

💡
Why it works: You validated their success instead of attacking it. Then you positioned the product as an enhancer, not a replacement.
5
"Can I cancel anytime?"
Don't say

"Well, there's a 3-month minimum…" (even if true, don't lead with this)

Say this

"Yes — month to month, no long-term contract. We don't lock anyone in because we want to earn your business every month. Honestly, once people see the leads coming in, nobody cancels — but you're never stuck."

💡
Why it works: Confidence that people don't cancel signals quality without bragging about it. The low commitment removes the last friction point.
6
"What if the AI says something wrong to my customers?"
Don't say

"It's very accurate!" (vague reassurance)

Say this

"Great question — we train it specifically on what YOU tell us, so it only answers based on your actual business info. For anything it's not sure about, it's built to say 'let me have the owner follow up with you' and capture their contact info. It never makes things up. You'll also review and approve the whole thing before it goes live."

💡
Why it works: Specific answers ("only answers based on what you tell us") beat vague ones. The review step before going live is a powerful trust-builder.
7
"I need to talk to my wife/partner first."
Don't say

"Sure, let me know what she says." (you'll never hear back)

Say this

"Of course — makes sense. Can I ask, is this something you personally think makes sense for the business? Because if you're on board, I can send you something to share with her — the one-page overview and the live demo link — so she can see exactly what it is. Then maybe we do a quick 10-minute call with both of you this week. Would that work?"

💡
Why it works: You first confirm HE's bought in (social proof from within), then you arm him with materials to make the internal sell easier and set up a next touchpoint.
8
"I don't have time to deal with this right now."
Don't say

"I'll just follow up in a month!" (too passive)

Say this

"I hear you — that's exactly the point of this. The whole setup takes 10 minutes of your time. You fill out one form, we build it, you review it. After that, it runs itself. You actually get time BACK because the AI is handling questions you'd normally have to answer. When's a slow week for you — I can flag your spot for then."

💡
Why it works: You flipped the objection — "no time" is exactly the pain this solves. Then you anchored a specific future date rather than leaving it open-ended.
9
"I tried something like this before and it didn't work."
Don't say

"Ours is different!" (everyone says that)

Say this

"Tell me what happened — what did you try?" [Listen]. "Got it. What you're describing sounds like [generic chatbot / widget that wasn't trained on your specific business]. What we do is different: we train it from scratch on your exact services, your wording, your FAQs. Before it goes live you test it yourself and tell us what to fix. Would you be willing to just see the demo and tell me if it's the same thing?"

💡
Why it works: Asking what they tried shows respect and gives you real info to work with. Then you use their specific experience to differentiate — not a generic "we're different" pitch.
10
"Just send me some info."
Don't say

"Sure!" and email the PDF. (it dies in their inbox)

Say this

"Absolutely — I'll send that right now. It includes a live demo link you can actually interact with. Quick question before I let you go: when you look at it, what would make you decide to move forward — is it mainly the price, seeing it work, or something else? Just want to make sure what I send is useful."

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Why it works: You agreed, then asked a qualifying question that forces them to picture themselves making a decision — and tells you exactly what to follow up on when you check back in 48 hours.