Question 1

How do you handle the objection 'we already use Klue'?

Accepted Answer

The best response starts by acknowledging the investment, not dismissing it. Ask: 'What does your team use Klue for most often?' — this surfaces whether they're actually using it or just paying for it. Then deploy a battle card snippet: Briefly monitors competitor pages hourly and surfaces brief-format intelligence in 60 seconds vs. Klue's multi-week setup and seat-based pricing.

Question 2

How do you handle 'too expensive' in a sales call?

Accepted Answer

Never defend the price directly. Instead, reframe the conversation: 'Expensive relative to what?' Then ask: 'What budget range were you expecting, and what would you need to see to justify the difference?' This surfaces whether the concern is budget-constrained or value-unclear — two completely different problems with different solutions.

Question 3

What do you say when a prospect says 'send me a deck'?

Accepted Answer

A deck request usually means they haven't seen enough value to commit to another call. Respond with: 'Happy to — what specific questions would the deck need to answer for your champion to move this forward?' This converts a passive request into an active buying signal and reveals who the real decision maker is.

Question 4

How do you handle 'we need to think about it'?

Accepted Answer

This objection almost always signals unspoken concern, not indecision. Ask: 'What's the one thing you'd need to know or see before feeling confident moving forward?' The answer will tell you whether you're missing a business case, a reference call, or executive buy-in — each requiring a different response.

Question 5

How do you respond to 'we built it in-house'?

Accepted Answer

Acknowledge the engineering investment. Then ask: 'How long did the initial build take, and who owns maintenance today?' In-house tools almost always have a hidden cost in eng time and drift over time. The battle card angle: your tool absorbs all maintenance and keeps pace with competitor changes automatically — no sprint needed.

Question 6

What's the best way to handle 'the timing isn't right'?

Accepted Answer

Timing objections can mean budget cycle, team bandwidth, or 'I don't believe the ROI.' Distinguish them: 'Is this a this-quarter thing or a this-year thing?' Then: 'What would need to be true in [their timeframe] for this to make sense?' This surfaces the real constraint and gives you a meaningful follow-up trigger.

Sales Objection Handler —
turn every objection into a closed deal

How to handle any B2B sales objection

Before the next call

In the moment

For async follow-up

Sales Objection Handler —turn every objection into a closed deal

How to handle any B2B sales objection

Before the next call

In the moment

For async follow-up

Sales Objection Handler —
turn every objection into a closed deal