Objections. The word that makes almost every seller freeze for a second. I think it's very important to say one thing here:
Objections aren’t Roadblocks! They are signals. They let you know what’s standing in the way of a decision. And that's a good thing!
In the DACH region, where trust and clarity matter even more, mastering objections can be the difference between deals that die in silence and deals that close confidently.
Today we’ll cover:
-
Why objection handling matters (with data, you know how much I love me a bit of data 😉)
-
3 objection handling methods you can apply today in the DACH market
-
Our new podcast episode with Lars Krüger where we unpack objection handling in depth
-
A special Black Friday 29% deal 😍
-
And my favourite... a little sneak preview of our January Quick Win Series
Let’s dive in!
Why Objection Handling Matters
and What the Data Says
-
According to HubSpot, sellers who successfully address objections can have a close rate as high as 64%, compared to under-performers who do not.
-
Research shows that in complex B2B deals, objections often reflect hidden concerns about budget, authority, need, or timing and if ignored, they stall momentum.
-
Guides like Pipeful’s “Ultimate Guide to Objection Handling” highlight that objection skills don’t just save deals—they build trust, faster decisions, and stronger relationships.
In DACH, where buyers often need to justify decisions internally and culturally appreciate thoroughness, handling objections skillfully is a major competitive edge.
3 Methods to Handle Objections in DACH TODAY
Method 1: Use the “Listen-Acknowledge-Explore-Respond” Framework (LAER)
When an objection comes up:
-
Listen fully to what the buyer says
-
Acknowledge their concern without arguing
-
Explore what’s behind the objection with a question
-
Respond with evidence, case studies, or tailored solutions
This structure keeps you from jumping straight into selling and respects the DACH preference for clarity and rational dialogue.
Method 2: Re-frame Objections as Opportunities for Trust
When a buyer says:
“It’s too expensive”,
you respond with:
“I understand your concern. Could you help me understand what budget you have and what ROI you expect so we can map this together?”
Your goal: turn the objection into a collaborative discussion. According to Amplemarket, many objections are actually hidden buying signals.
Method 3: Feel. Felt. Found.
This framework helps you acknowledge objections without defensiveness, making prospects feel heard and guiding them to reframe their view.
Step 1: FEEL
Show empathy. Acknowledge that their concern is valid.
👉 “I completely understand how you feel about the pricing.”
Step 2: FELT
Show that others have shared this same feeling before.
👉 “Many of our customers felt the same way when they first evaluated us.”
Step 3: FOUND
Show evidence or experience that changed their perception.
👉 “But what they found was that after implementing it, they actually saved 30 % more time and increased conversion by 22 %.”
And finally..
Practise. Practise. Practise.
Given that DACH prospects often expect language and cultural fit, create objection scripts in German (and English if necessary), practice them live with your team, and make sure you’re ready for native-language pushbacks, aka signals to help you sell!
Updates from the Headquarter ✨
New Knowledge coming to Sales in DACH!
Our Quick Win Series is coming in January 26
We have gathered New Sales Experts who share best practices in a way that makes you feel like they are with on on a call!
Here just a few on our list!
-
Danny Wörns shares his cold-calling path with which he's generating 90% of his pipeline!
-
Christiana Kunzner-Brand shows you how you can double your inbound conversion!
-
Rouven Kramer teaches you how you can negotiate your salary without getting nervous!
And many more 😍
Want to learn from the Best
and save money with our Black Friday Deal 🤑
Get 29% off 🤩 on the full year of the Sales in DACH Academy with our Black Friday Deal!
Lock in the discount, access objection-handling modules, live coaching, peer forums, and the upcoming January Quick Win Series 😍
A new Podcast Episode is live!
Objection Handling with Lars Krüger
In our latest podcast, Lars Krüger joined us to dig into how top-performing sellers in DACH handle objections differently. Topics include:
-
Common mistakes sellers make when a “no” shows up
-
The mindset shift: objections ≠ rejection
-
How to prepare for cultural nuances in German-speaking markets
Still questions?
Don't you worry! Get in touch via [email protected] and we're more than happy to find the best solution for you!
Looking forward to speaking with you!
Helena ✨
Antworten