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Let’s be real—cold calling is uncomfortable for most founders. You’re dialing into chaos, you’re interrupting someone’s day, and you’ve got maybe 30 seconds to earn the right to keep talking.
But here’s the thing: objections aren’t rejections. They’re signals. When a prospect pushes back—whether it’s “we already use your competitor” or “call me next quarter”—they’re actually inviting you to test your pitch, prove your value, and show you’re worth five more minutes.
That’s where the cadence comes in.
Every cold call objection handling moment should follow a simple rhythm:
Agree → Overcome the objection → Create urgency → Close for the call
Below are real-world examples of how to handle common objections founders and early GTM teams face—no fluff, no scripts that sound like they were written in a call center.
“We’re already using your competitor.”
Totally with you—my last client just came from Competitor XYZ, and they said the exact same thing.
Let’s grab 30 minutes next week so I can show you why they made the switch.
“Follow up next week.”
Totally fair—but just a heads-up, my calendar fills up insanely fast.
Let’s pencil something in now for Tuesday or Thursday, just to make sure I can hold a spot for you. What works best?
“[Competitor] is cheaper.”
Absolutely—they’re cheaper, and so are five others.
But I’m not here because we’re the cheapest. I’m here because we actually solve [problem] better.
Let’s set aside time next week so you can see the difference.
“Call me next quarter.”
Totally get it. Some of our pricing is actually going up next quarter—so I’d love to get you in before that happens.
Let’s get something on the calendar now.
“We’re happy with the current setup.”
So was your neighbor [Company X]—until something broke and they had to make a rushed decision.
It’s better to evaluate solutions before there’s a fire. Let’s grab 20 minutes next week.
“We don’t buy from startups.”
My last client said the same thing—until they saw how fast we move compared to the big guys.
Innovation doesn’t wait. I don’t want you left behind while competitors move faster.
Let me show you what’s coming next week.
Final Thoughts
Objection handling isn’t about being slick or manipulative. It’s about staying calm under pressure, knowing your worth, and navigating resistance with a mix of empathy and urgency.
As a founder, your job isn’t to win the deal on the first call. Your job is to earn the next 20 minutes. Every objection is a test—and you pass by showing you’re confident, helpful, and worth a deeper conversation.
So next time you get hit with a brush-off or pushback, don’t panic. Agree. Reframe. Push for the meeting. That’s how you build pipeline—one call at a time.
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