Common Sales Objections and How to Overcome Them

When Chris Campbell challenged his sales team to collect 100 rejections in a month, offering $500 to whoever got there first, they came back complaining that the game was rigged. Prospects kept saying yes. Nobody could get enough no's to win the prize. Campbell's team had stumbled onto a psychological trick that sits at the heart of this episode: the fear of rejection, not rejection itself, is what kills sales conversations. And that fear dissolves the moment you stop running from it and start hunting it.

Campbell, a veteran sales leader at Ramsey Solutions with nearly 18 years of experience, sat down with head coach John Felkins to walk through why sales feels so terrifying to business owners who never intended to sell for a living, and what to do about it.

Why sales feels personal (and why it shouldn't)

Most business owners got into their line of work because they were good at something — fixing HVAC systems, building software, coaching teams. They did not get into it to sell. So when a prospect says no, it lands differently. It feels like a rejection of the thing they built, the thing they believe in. Campbell's first move is to normalize that feeling. "If you feel that, you're what's known as human," he says. But the real problem is not the prospect's objection. It is the seller's self-focus.