We analyzed over 67,000 demo recordings with AI and uncovered the following patterns about successful objection handling.

1. 1
We analyzed over 67,000 demo recordings with AI and uncovered the
following patterns about successful objection handling.

2. Opening lines that don’t work
2
Take a Breath,
Then Respond
Don’t rush in with an answer the
second your prospect stops
talking. Pause. For way longer
than feels comfortable. Let their
objection trigger you into slo-mo
mode. After hearing an
objection, star reps pause for
much longer than their less
successful peers.
1.8
1.2
.06
0
AveragePauseDurationAfterObjection(seconds)
Top
Performers
Average
Performers
Respond by Pausing
5x
Longer

3. Opening lines that don’t work
3
Don’t Get
Panicky
When you’re too eager to
overcome an objection, you’re
not thinking as clearly. You’re in
panic mode. Know what else
happens in panic mode? You
talk faster — up to 188 words per
minute — instead of maintaining
a standard 173-176 like a star
rep.
Slow it Down
Top
Performers
Average
Performers

4. 4
Avoid Monologue Responses
Talking in panic mode also makes you highly likely to pull a “knee-jerk” monologue for up to 21.45
seconds. A long, uninterrupted spiel is not the way to go. It’s not fun for anyone on the call. It reeks of
insecurity and it’s ineffective.

5. Opening lines that don’t work
5
Seek to
Clarify First
Reps who respond too quickly to
objections often address the
wrong issue. They jump in to save
the day and only make things
worse. They frustrate the
prospect and come off looking
like they weren’t paying
attention. And there’s such an
easy solve on this one.
Ask questions.
Ask Questions
% of Objections Followed by a Question
Top
Performers
Average
Performers

6. Opening lines that don’t work
6
Speak Less to
Learn More
Avoid the “knee-jerk”
monologue response average
reps can have to an objection.
Ask questions and speak less
after an objection to truly
understand the objection your
prospect is raising before
responding to it.
24
16
8
0
AverageMonologueLength(Seconds)
Successful
Demos
Unsuccessful
Demos
Learn Before Responding

7. gong.io/blog