I used to think great salespeople had the best rebuttals. I imagined them like warriors, battling objections with slick comebacks and well-rehearsed responses. But over time, I learned the real pros don’t fight objections, they prevent them before they even arise. How? By asking the right questions.
The secret? Asking the right questions at the right time.
At SantiCode, we believe sales shouldn’t feel like a debate, it should feel like a discovery. By leading with curiosity, uncovering pain points, and positioning your solution naturally, you remove resistance before it even forms. Let’s break down how to do it.
Why Objections Happen in the First Place
Objections don’t come out of nowhere. They usually arise because of one of these five reasons:
1. Lack of perceived value (“This is too expensive.”)
2. No urgency (“We don’t need this right now.”)
3. Lack of trust (“Who are you again?”)
4. Wrong timing (“This isn’t a priority right now.”)
5. No decision-making power (“I need to check with my boss.”)
Most salespeople wait until the prospect raises these objections before responding. But the best salespeople prevent them entirely by structuring the conversation correctly.
The Power of Asking the Right Questions
When you ask the right questions, you lead your prospect to their own conclusion, instead of trying to force yours on them. This makes them more receptive, less defensive, and more likely to say, “This makes total sense.”
1. Preventing Price Objections (“It’s too expensive”)
💬 “How much is [problem] currently costing your business in time, money, or resources?”
💬 “If we could save you [X amount] per month, would that be worth looking into?”
🚀 Why It Works: This shifts the focus from price to cost savings and ROI, making the investment feel like a no-brainer.
2. Preventing the “We don’t need this” Objection
💬 “What’s your biggest challenge right now in [relevant area]?”
💬 “How are you currently solving this problem? Is that working as well as you’d like?”
🚀 Why It Works: Instead of pitching your solution first, you let them tell you what’s broken—then position your product as the fix.
3. Preventing the Trust Objection (“I’ve never heard of you before”)
💬 “How do you typically evaluate new vendors or solutions?”
💬 “Would it be helpful if I shared some case studies from companies like yours?”
🚀 Why It Works: You address trust before it becomes an issue and proactively provide social proof.
4. Preventing the “I need to check with my boss” Objection
💬 “Who else, besides yourself, is involved in making this decision?”
💬 “Would it make sense to bring them into the conversation now so we can address any questions upfront?”
🚀 Why It Works: You avoid getting stuck in a waiting game by including key decision-makers early.
5. Preventing the “Bad Timing” Objection
💬 “If you don’t solve [problem] now, what impact do you think it will have in six months?”
💬 “What would have to happen for this to be a priority for you?”
🚀 Why It Works: It creates urgency without being pushy, helping them see the risks of delaying action.
Turning Conversations into Conversions
Sales isn’t about forcing people into a “yes”, it’s about helping them discover why your solution makes sense for them. By asking the right questions:
✔ You uncover pain points before they raise objections
✔ You shift their perspective from cost to value
✔ You naturally guide them toward a confident buying decision
At SantiCode, we live by this principle in everything we do. Whether it’s helping businesses streamline inventory management with SantiFlow, optimizing workflows, or solving operational challenges, we believe that the right questions lead to the best solutions.
If you’re looking to implement smarter systems, let’s talk.
Bonus for making it to here:
Here’s a powerful list of objection-preventing questions that you can use in your sales conversations. These questions are designed to uncover pain points, build trust, and position your solution in a way that eliminates objections before they arise.
🔹 PRICE OBJECTIONS (“It’s too expensive”)
These questions shift the focus from cost to value and ROI:
1. “How much is [problem] currently costing your business in time, money, or resources?”
2. “What would it mean for your business if you could reduce that cost by [X amount]?”
3. “Have you considered the long-term impact of not solving this issue now?”
4. “If we could show you a way to turn this into an investment that pays for itself, would that be worth exploring?”
5. “How do you currently budget for solutions like this?”
🔹 NEED OBJECTIONS (“We don’t need this right now”)
These questions help the prospect realize the problem before they dismiss the solution:
6. “What’s your biggest challenge when it comes to [relevant area]?”
7. “If you could improve one thing in your current process, what would it be?”
8. “Are you 100% satisfied with your current solution, or do you see room for improvement?”
9. “How are your competitors handling this? Have you considered if they’re gaining an edge by solving this issue?”
10. “What would happen if you ignored this issue for another six months?”
🔹 TRUST OBJECTIONS (“I’ve never heard of you before”)
These questions establish credibility and social proof:
11. “How do you typically evaluate new vendors or solutions?”
12. “Would it be helpful if I shared how companies like yours have benefited from this?”
13. “Have you ever worked with a company that specializes in solving [specific problem] before?”
14. “What would make you feel comfortable trusting a company like ours?”
15. “Would you be open to a short trial or demo to see the value firsthand?”
🔹 DECISION-MAKING OBJECTIONS (“I need to check with my boss”)
These questions help ensure you’re talking to the right person and bring decision-makers in early:
16. “Who else, besides yourself, is involved in making this decision?”
17. “What does your decision-making process look like for solutions like this?”
18. “Would it make sense to bring [decision-maker] into this conversation early to answer any questions upfront?”
19. “What criteria does your team use to decide on a solution like this?”
20. “If this makes sense to you, what would be the next step internally?”
🔹 TIMING OBJECTIONS (“This isn’t the right time”)
These questions create urgency without pressure:
21. “What would have to happen for this to be a priority for you?”
22. “If you don’t address this now, how do you see it impacting your business in the next six months?”
23. “What’s your timeline for solving this problem?”
24. “How often do you review solutions like this? Are you open to exploring options now for future implementation?”
25. “Would getting this in place now put you in a stronger position in [X months]?”
🔹 COMPETITOR OBJECTIONS (“We’re already using [competitor]”)
These questions reveal weaknesses in their current solution:
26. “What do you like most about your current solution?”
27. “Is there anything about your current solution that could be improved?”
28. “If you could change one thing about it, what would it be?”
29. “Have you evaluated alternatives to see if there’s something that better fits your needs?”
30. “Would you be open to a side-by-side comparison to see if there’s a better fit?”
🔹 GENERAL DISCOVERY QUESTIONS
These questions keep the conversation open and uncover pain points early:
31. “What’s the biggest challenge your company is facing this year?”
32. “What’s stopping you from reaching your next level of growth?”
33. “How does this issue affect your day-to-day operations?”
34. “What’s your current process for handling this problem?”
35. “Have you ever considered an alternative approach?”
📩 Email us at: [email protected]
It’s time to stop fighting objections and start preventing them altogether. Let’s make selling effortless.
Are you ready to ask the right questions? 🚀
