Alright, listen up! Sam Taggart here, the guy who lives and breathes direct sales, the force behind D2D Experts, and honestly, your secret weapon for turning “no” into “heck yeah!”
After 17 years grinding in the sales trenches – starting way back when I was just a kid with something to sell, all the way to leading massive, high-performing teams – I’ve seen every objection in the book. More importantly, I’ve figured out how to smash right through them.
Today, joining forces with my main man Russ Smoot, a D2D legend with a solid decade under his belt, we’re pulling back the curtain on the art of objection mastery. This isn’t about fancy theory; it’s about real-world tactics that work.
We’re talking:
The Psychology of the “No”: Why people object and how to flip the script faster than they can finish their sentence.
Quick-Hit Strategies: Techniques to breeze past objections without getting bogged down.
The Power of Pushing Through: Why resilience is your greatest asset when the heat is on.
The D2D Edge: Making door-to-door resistance crumble using proven methods.
We ripped into this topic on the podcast, and if you haven’t checked it out, you’re missing out! But hey, if reading is your jam, keep scrolling. We’re diving deep into the strategies that build champions.
Let’s go FULL SEND!
Stop Stalling, Start Closing: Master Objections Now!
Unlock D2D Experts' Proven Strategies to Dominate Your Sales Goals
Your Arsenal: Four Ways to Dismantle Objections On the Spot
Objections aren’t roadblocks; they’re just speed bumps. And like any good driver, you need to know how to navigate them smoothly and quickly. Here are four go-to strategies straight from the D2D playbook:
1. The “Ignore” Power Play
This sounds crazy simple, right? And honestly, sometimes it is. When a customer throws out an objection that feels weak or like a stall tactic, often the best move is to act like you didn’t even hear it and keep rolling.
How it works: They hesitate or voice a minor concern? Acknowledge it non-verbally maybe, but immediately pivot back to the value or the next logical step in your pitch.
Real Talk Example: Customer says, “Hmm, I’m not sure if we really need that.” You respond (confidently, smoothly), “Totally understand! Now, the main thing folks around here are loving is how we handle [mention a key benefit]. Just yesterday, over at the Taylors’ place down the street…”
You didn’t argue, you didn’t dwell. You just steered the conversation back to where you wanted it to go, using momentum to your advantage.
2. “Downplay” It: Make Their Concern Feel Tiny
This isn’t about dismissing their feelings; it’s about reframing the objection as something minor and easily manageable. You show confidence that their concern isn’t a big deal in the grand scheme of the massive value you’re offering.
How it works: Acknowledge the objection briefly, validate it slightly, but then immediately shrink its importance by comparing it to the overall benefit or making it seem like a standard, easily handled process.
Real Talk Example: Customer says, “That sounds like it might be expensive.” You reply, “Yeah, I hear you – investing in your home is a big deal. But honestly, most folks find that once we break down the actual monthly savings/benefits, it’s way less than they expected, more like just a few bucks a day. And setting it up? Our tech just pops in, handles everything, no hassle.”
See? You validated the idea of cost but quickly reframed it as manageable and highlighted the ease of the solution. Not a big deal!
3. The “Play Confused” Mind Game
This one is gold when a prospect gives you a vague or seemingly baseless objection. Instead of getting defensive, look genuinely surprised or slightly puzzled.
How it works: When they object, pause for just a beat, tilt your head slightly, maybe raise an eyebrow. Use phrases like, “Huh, you know, that’s genuinely the first time I’ve heard that,” or “Hmm, that’s interesting… usually folks are most concerned about [mention a different, common objection you know how to handle].”
The Psychology: Your genuine (or acting!) confusion can make them hesitate. It prompts them to either explain why they feel that way (giving you more info to work with) or reconsider if their objection is even valid. It subtly shifts the burden back to them without being aggressive. Remember, you’re not making them feel stupid; you’re conveying honest bewilderment, which is disarming.
4. Just “Brush It Off” and Keep Moving
Sometimes, the objection is clear, you understand it, but engaging with it directly will just derail you. This is when you lightly acknowledge it and pivot immediately. It’s similar to “Ignore,” but you give it just a fractional more acknowledgment.
How it works: They raise a point (like needing to think about it or needing to talk to someone else). You give a quick, light acknowledgment and then immediately transition back to your main pitch or a different feature/benefit.
Real Talk Example: Customer says, “Yeah, I think we just need some time to think this over.” You respond with a light, breezy tone, “Totally understand! It’s a decision for sure. While you’re thinking, let me just quickly show you the part that everyone is absolutely raving about – the mobile app. It gives you complete control…”
You didn’t hand them a card and walk away. You acknowledged their stated need but immediately refocused on your goal: continuing the conversation and building more value. You maintained momentum and confidence.
The Dialogue: Seeing It In Action
Remember that chat with Russ? It perfectly shows how these flow together. He threw objections at me – “don’t need sensors,” “not an expense we want,” “need to talk to my wife,” “want to think about it.”
My responses?
He said he didn’t think they needed sensors? Ignored it, jumped straight to asking about windows – kept the conversation moving on my terms.
He brought up expense again? Brushed it off by saying we handle equipment cost and immediately pivoted to mentioning a neighbor (social proof!).
He said he needed to talk to his wife? Downplayed it hard – “Dude, we’re not buying a car! It’s a couple bucks a month.” Made the objection seem trivial compared to the low cost.
He wanted to think about it and asked for a card? Played Confused – acted slightly puzzled, confirmed his desire to think (“Let’s think about it!”), and then immediately pushed to sit down – reinforcing my intention to close now, not later.
It’s not about being a robot picking strategy #1, #2, #3, or #4. It’s about feel and flow. It’s about having these in your subconscious toolkit so that when an objection hits, your response is instantaneous, confident, and keeps you driving forward.
Practice Makes Perfect (and Profitable!)
These techniques sound simple, but executing them flawlessly takes reps. It takes practice, role-playing, and watching guys who live this every day. You need that millisecond reaction time because hesitation kills deals.
Mastering objections is the difference between a good salesperson and an absolute closer. It’s about understanding people, staying confident, and knowing how to gently, but firmly, guide the conversation past resistance. Mix and match these tactics. See what feels right in the moment. The goal is always to move forward.
Ready to stop letting objections slow you down and start using them as opportunities?
There’s a whole lot more where this came from! Dive deeper into the D2D Experts content to learn how to crush objections specific to:
- Those sneaky “smokescreen” objections
- Selling roofing like a pro
- Closing deals on alarm systems and security
- Winning with solar sales
- Handling resistance in pest control
Stop Stalling, Start Closing: Master Objections Now!
Unlock D2D Experts' Proven Strategies to Dominate Your Sales Goals
No matter your industry, if you’re in sales, D2D Experts is your ultimate resource for taking your game to absolutely dominant levels.
Step into the field with Sam Taggart and Chase Billings! They recently spent a day in North Carolina training the Maven roofing crew and hitting the doors. This post shares key moments, including live pitch examples and the framework they use to qualify homeowners and get on the roof.
Let’s go FULL SEND on your sales success!
Overcoming objections when selling roofing
Overcoming objections when selling alarm systems and security
Overcoming objections when selling solar systems
Overcoming objections when selling pest control services
No matter where you are on your sales journey, D2D Experts’ content is here to help you take your sales game to new heights.
I knocked doors since I was 11! Never bought into the whole hourly normal job, and used direct sales to be the vehicle to create MASSIVE success. I Started the Direct Sales division for Solcius as their VP building it up to have 70+ sales reps nation wide. In 2018 I left to pursue a greater mission to unify and uplevel the Door to Door industry and founded the D2D Experts.
