New salespeople tend to avoid objections like the plague, while top salespeople actually live for them. If your customer or prospect isn’t objecting, they’re either not interested or you’re not asking for their business. Sales is the art of overcoming objections so you can help your clients and customers move forward by purchasing your product.

If you’re not comfortable with objections, it’s time to practice. Here’s one of my favorite techniques for practicing how to overcome objections.

Practice Makes Perfect

Step 1: Get a Partner

Find someone to practice with—a friend, family member, or someone in the business with you. Having an accountability partner can make a significant difference.

Step 2: Schedule Daily Practice Sessions

Set aside 15 minutes every day. If your partner is also in the business, divide the time equally: the first half is your time, and the second half is theirs.

Step 3: Role Play Realistically

If your business is primarily conducted over the phone, practice over the phone. If it’s done in person, practice in person. Treat these sessions as if they were real interactions. If someone messes up, treat it seriously—hang up or react as you would in a real scenario.

The Feedback Loop

After each session, take 30 seconds to provide feedback. Each partner must highlight one thing that was done well and one area for improvement. This constructive feedback helps refine your approach.

Consistency is Key

Commit to this practice for a minimum of two weeks, every single working day. You’ll likely encounter the same objections repeatedly, which is why practice is essential. By consistently addressing and overcoming these objections, you’ll build confidence and skill.

Watch Your Business Grow

By embracing objections and refining your responses, you’ll see a noticeable improvement in your sales performance. Objections are not roadblocks—they’re opportunities to demonstrate your product’s value and close the sale.

Start practicing today and watch your business thrive!

Click here to hear Chase Craig discussing more about this topic.