Tactic Toolkit 30MPC × Salesloft

How to Handle the 6 Most Common Cold Call Objections

Nick CegelskiBy Nick Cegelski

Every time I walk into a store (yes, people still do that) and an associate asks if I need help finding anything, I hit them with the standard: “Oh, no thanks, I’m just looking.”

Not because I’m just looking, because I know it works. Say it, and they leave you alone almost every time.

That’s not an objection. It’s autopilot.

The initial objection on a cold call is the exact same thing. “Not interested.” “Send me some info.” “We already use someone.” They’ve been interrupted by a cold call so they’re running their own version of “just looking” to get a stranger off the phone.

Before you learn how to truly handle objections, you have to learn how to disarm their autopilot.

Today we’re breaking down one simple framework that handles any objection, then putting it to work on the six most common:

1. How to Handle Any Objection 2. The 6 Most Common Cold Call Objections

Let’s go!

Chapter 1

How to Handle Any Objection

When handling objections, you have to realize that most objections aren’t real objections, they’re usually a version of “No thanks, I’m just looking”. The prospect isn’t actually considering if they could benefit from what you’re trying to sell them. They’re just going on autopilot and saying what they think will get you to leave them alone.

When faced with a “just looking” objection, most sellers screw it up. They try to “handle” them by immediately jumping into their pitch, or pushing the value of their product, or start pressuring their prospect for a meeting. But this only causes your prospect to want to get even farther away from you.

First you need to disarm the emotional reaction. You need to move them from “just looking” to actually listening. The best way to do that is to get them to realize you’re an actual human capable of a conversation.

We call this the Mr. Miyagi method, because Mr. Miyagi doesn’t take an incoming punch, he brushes them off to the side. Same goes for objections, we’re not going to combat the objections, we’re going to disarm their autopilot by agreeing with them first.

1. Agree With the Objection.

Objections are often a “just looking” reaction to the interruption, not your pitch. When you brush off this first punch, and agree with their objection, your prospect is less likely to keep fighting someone who isn’t fighting you. That is what gets them to actually listen to you.

If someone says “I have no time,” agreeing might sound like:

Talk track

“I hear ya. Literally every marketer I talk to has 3 full-time jobs.”

With this three-step framework you’re ready to handle any objection, now let’s tackle the most common together.

Chapter 2

The 6 Most Common Cold Call Objections

Pick an objection to replay the call. Toggle the coach notes to see why each line works.

#1 Not Interested

The most common objection in the world, and the most fake. They haven't thought about your product. Stick to the Mr. Miyagi 3-step process with a few minor tweaks, and agree hard, blame your pitch, and give them a multiple-choice question.

Live call
  1. Prospect
    I’m not interested.
  2. You Agree
    Dang, I’m sorry Sam. I guess either my pitch was just awful or you would’ve reached out to us if you were interested.
    A little guilt to prevent a hang-up
  3. You Incentivize
    So no one calls you again, will you be brutally honest with me… Is it that you’ve got a solution, you’re not thinking about this problem at all, or you just hate getting cold calls? And it’s okay if it’s #3!
    Multiple choice and disarmingly blunt
  4. Prospect
    We’re working with Other Guy.
    Real objection!
  5. From here, run Miyagi again (see #6 below)

Notice there's no selling the test drive step here because you didn’t have the real objection yet. Once they tell you (say, "We’re working with Other Guy"), run Mr. Miyagi again on that, and then sell the test drive.

How Salesloft helpsAI Phone Steps in Cadence generate tailored talking points from your team’s instructions, so your multiple-choice question is ready before you dial.
How Salesloft Helps

Put the framework to work with Salesloft.

30MPC gives you a framework for navigating objections. Salesloft puts it to work before, during, and after buyer conversations, connecting account research and Conversation Intelligence to guidance and action that move deals forward.

Before the call

Walk into every buyer conversation prepared.

You don't have to wait for an objection to start preparing for one. Knowing the buyer's priorities, people involved, and previous conversations helps you ask better questions and anticipate what might stall the deal.

How Salesloft helps

Salesloft's Account Research and Person Research Agents gather account context and past engagement so you can focus on what matters to the buyer. AI Phone Steps in Cadence can generate tailored talking points from your team's instructions.

 Salesloft · Account Research
Salesloft Account Research Agent summarizing account context and past engagement
Product screenshot: Salesloft Account Research

Put it into practice

Before meeting with a buyer:

  1. Start with the buyer's priorities. Review account developments and previous interactions to shape your questions.
  2. Anticipate likely concerns. Consider competing priorities, an existing solution, timing, or budget.
  3. Prepare a useful follow-up question. Choose a 30MPC talk track and a question that helps uncover the real concern.
See Salesloft in action

Make every buyer conversation count.

Explore how Salesloft Conversation Intelligence helps you prepare with buyer context, respond to tough questions, and turn conversations into actions that move deals forward.

Take the product tour →
Objection handling for sales managers

Find the coaching moments that matter.

Salesloft helps managers understand which buyer objections recur, how sellers respond, and where coaching can improve execution.

See which objections are costing you deals →
  • AI-powered Key Moments surfaces important parts of conversations.
  • Objection Handling Insight identifies sellers with frequent objections and lower win rates across deals.
  • Sales Strategist Agent delivers personalized coaching recommendations so managers can reinforce effective behaviors across the team.
30MPCSalesloft