In a dream world, you would never hear the word “no” during a sales call. But in sales, objections are just part of the job. It’s not a question of whether you’re going to get them, it’s how you handle them that matters. These are some of the most common objections when prospecting and suggestions for how to overcome them.

“I can’t afford this right now.”

Money is one of the most common objections you’ll come across. Most people are reluctant to hand over their credit card for any kind of service. It’s up to you to get the prospect on the phone to see the value in what your service is. Let them know of any deals that are going on, as well as if you offer different price points.

“It’s not the right time for me to commit.”

Maybe timing is an issue, and the prospect doesn’t think it’s the right time to commit to your service. Someone could always make the argument that today isn’t the right day, but it’s up to you to show them that what you have to say is worth their time. Get to the core of why someone doesn’t think it’s the right time for them to commit, so you can tailor your message to them accordingly.

“I’m too busy to talk about this.”

And while this may be true, everyone is busy. Part of being a top earner is convincing people of the value of your service, which will make them see that their time is well spent talking to you on the phone. Try to keep it quick and to the point with a prospect who throws this objection at you. If they truly don’t have the time and your persistence is only making them more unlikely to do business with you, set up a time for a later date.

“I can get a lower price with another company.”

Comparing your service to the competition—even if that competition isn’t, in fact, cheaper—is a common objection. Although the easy route to take is badmouthing the competition, instead, steer them in your direction without being negative. Show off what makes your service unique, and why the prospect should do their business with you.

These are just some common objections you’ll hear on the phone, and while it’s important to have an idea of what to say, everyone is different. It’s important to tailor your message to each individual. No one likes to be talked to you as if you’re reading a script. Listen to what the prospect is saying and be as understanding as possible, while also giving it your best.