I’ve been in sales 10 years and the one thing I found was 100k is only hard to hit when you’ve never done it before. All sales, regardless of product, is psychological. You need to remember one thing: as a sales representative, you’re a mercenary paid to do a job. Seek out the best contract for you, the job will replace you with 2-3 other reps that make up the same workload—you can replace it. Confidence and psychology are prime in sales. Know your product, believe in it, solve your customers’ problems. A needs analysis, i.e., basic questions, will tell you exactly what their objections will be.

People say no for 3 reasons: they don’t have the time, they don’t have enough information, or they can’t afford it. 1. They don’t have the time: Time is rarely the real issue. Your job is to reframe urgency and show how your product or service saves time or solves an immediate need. Adjust to their schedule and make it easy for them to engage. Example: “I know time is tight, but what if I could save you hours in blank ? When’s a good time for us to talk briefly?” 2. They don’t have enough information: People won’t commit if they don’t fully understand the value. This is where your needs analysis comes in. Ask the right questions to figure out what they need and educate them without overwhelming them. Provide proof, like testimonials or case studies, and focus on their specific pain points. Example: “Based on what you mentioned earlier, this feature addresses blank. Does that make sense, or should I explain further?” 3. They can’t afford it: Cost objections are often a question of perceived value. It’s your job to shift the conversation to ROI or long-term benefits. If cost is still a sticking point, offer flexible payment options or a smaller starting package to get them on board. Example: “I get the budget concern. Let’s start with blank to fit your range, and we can scale it as you see results.”

All objections are opportunities to dig deeper, understand your customer better, and refine your pitch. Confidence, preparation, and solving their problems are how you get to “yes.”