Objection-Handling Role Plays: Real-World Call Breakdowns
Learn how to confidently handle the 5 most common objections, keep the conversation alive, and close more deals without raising your offer.
Austin Beverigde
Tennessee
, Goliath Teammate
Seller objections are part of the job, but how you handle them is what separates closers from time-wasters.
And let’s be honest: reading about “how to overcome objections” is one thing. Actually knowing what to say, when to say it, and how to say it under pressure is another.
In this article, we’ll walk through real-world objection-handling role plays, with full call breakdowns, scripts, and explanations of what worked and what didn’t.
You’ll learn how to confidently handle the 5 most common objections, keep the conversation alive, and close more deals without raising your offer.
Objection #1: “I Want More Money”
Scenario:
You offer $145,000. The seller says:
“I was hoping to get closer to $170K. I’ve had a few people tell me that’s what it’s worth.”
Poor response:
“I can’t do that. $145K is my max.”
Why it fails: You’ve created a yes/no situation. You shut down the conversation and gave the seller no reason to stay engaged.
Stronger role play:
Closer: “Totally get that. And honestly, if you can get $170K with no repairs or fees, I’d say take it. That’s a great deal.”
Seller: “Yeah, that’s what I was thinking.”
Closer: “Can I ask though, is that what someone actually offered, or just what you’ve heard?”
Seller: “Well, not formally. Just what a few people said.”
Closer: “Got it. Here’s where I’m coming from, I’ve bought several homes in this zip code, and most in similar condition have been closing between $135K and $150K. That’s why my offer is in that range. But if something changes or the other folks fall through, I’m here.”
Why it works:
Acknowledges their number without arguing
Shifts focus from hearsay to reality
Leaves the door open without chasing
Objection #2: “I’m Talking to Other Buyers”
Scenario:
You’ve made your offer, and the seller replies:
“Thanks, but I’m talking to a few other people too. I’ll let you know.”
Poor response:
“Well, if you don’t act soon, I might move on.”
Why it fails: It creates pressure and insecurity. You sound reactive, not professional.
Stronger role play:
Closer: “Absolutely, and I think you should. It’s a big decision. My only goal is to help you compare your options clearly, even if I’m not the best fit.”
Seller: “Yeah, just trying to see who gives the best deal.”
Closer: “Totally fair. Just a heads-up, if someone gives you a much higher number than mine, make sure to confirm things like fees, contingencies, and how fast they can really close. I’ve seen a lot of offers fall apart once paperwork starts. I keep mine simple and guaranteed.”
Why it works:
Removes pressure
Positions you as a trusted advisor
Reinforces certainty as your value prop
Objection #3: “I Need to Think About It”
Scenario:
You had a great call, sent the offer, and now the seller says:
“I just need to think about it for a bit.”
Poor response:
“No worries, I’ll follow up in a week.”
Why it fails: You leave the conversation without gaining clarity. “Think about it” is vague and often a stall.
Stronger role play:
Closer: “Totally understand, this is a big decision. Just so I’m on the same page, is there something in particular you’re thinking through? Timeline, price, or something else?”
Seller: “Mainly price.”
Closer: “Makes sense. Would it help to walk through how I arrived at the number? That way you’ve got the full picture as you weigh things out.”
Why it works:
Uncovers the real hesitation
Reopens the door for dialogue
Keeps the seller emotionally engaged
Objection #4: “My Cousin’s a Realtor”
Scenario:
Everything’s going well… until the seller drops:
“I think I might just list it with my cousin.”
Poor response:
“Agents will take forever, and they charge a bunch of fees.”
Why it fails: You sound defensive and dismissive. Plus, you’re attacking someone the seller has a personal relationship with.
Stronger role play:
Closer: “That totally makes sense, if my cousin were in the business, I’d probably say the same. Are you looking to go for top dollar, or just be done without repairs and showings?”
Seller: “Honestly, I just want it off my plate.”
Closer: “Got it. That’s where I come in. I’m not competing with your cousin, just offering a different solution. If it turns out their path makes more sense, I’ll support that. But if speed and simplicity win, I can help you get it done.”
Why it works:
Uses empathy and tact
Moves the focus from who to what
Leaves the door open
Objection #5: “That’s Just Too Low”
Scenario:
You make a fair, calculated offer, and get this:
“That’s just way too low. I’d never take that.”
Poor response:
“Okay, well that’s what I can do. Let me know.”
Why it fails: No curiosity. No follow-up. No chance to shift the narrative.
Stronger role play:
Closer: “Totally fair, it probably sounds low compared to what you’ve heard. Just curious, what number were you hoping for?”
Seller: “Closer to $200K.”
Closer: “Gotcha. That’s definitely a big gap. Let me ask you this, are you comparing based on homes that are fully fixed up or more as-is condition like yours?”
Seller: “I mean… not fixed up.”
Closer: “I hear you. A lot of folks I talk to start with that same number, and I get it. But when we break it down, repairs, closing costs, timeline, it usually ends up closer to where my offer is. Want me to show you how I ran the numbers?”
Why it works:
Validates their expectation without agreeing
Uses questions to reframe the number
Opens the door for logical anchoring
What These Role Plays Have in Common
Each of these objection-handling examples follows the same 3 rules:
Acknowledge the objection first
Stay calm and ask clarifying questions
Reframe the situation with logic and positioning
When you lead with empathy and stay curious, you give yourself the best chance to revive stalled conversations and close more deals.
Why You Need to Practice These Before the Real Call
These strategies only work if they’re second nature. That means practicing them out loud, ideally with a partner or role play coach.
How to practice:
Choose 3 objections you hear the most
Script your best responses
Say them out loud, not in your head
Rehearse different tone and pacing options
Record your calls and review what worked
Practice isn’t just for new closers, it’s what top performers do every week.
Automate the Follow-Up So You Never Miss a Callback
Most sellers won’t accept your first offer. But with good objection handling and smart follow-up, many say yes later.
Goliath helps you:
Automatically tag sellers based on their objections
Trigger specific email or text campaigns (e.g, price-based, timeline-based)
Track open and response rates to see who’s warming up
Stay top-of-mind without sounding pushy
You handle the conversations. Goliath handles the consistency.
Objections Are Openings, Not Rejections
When a seller says “I need to think about it” or “That’s too low,” they’re not shutting you down. They’re giving you a chance to show them why you’re different.
The best closers don’t argue. They listen, ask, and guide.
Master that, and you’ll close more deals, at better terms, without ever feeling like a high-pressure salesperson.
Want help turning more objections into contracts?
