Objection handling
Handling the "Is This a Sales Call?" Objection
They already know the answer — they're testing whether you'll be honest about it. Dodge and you lose; own it with a smile and you often win the moment.
"Is this a sales call?"
Why prospects say it
People ask this when they smell a pitch and want to see if you'll squirm. Weasel words ('it's more of a courtesy call') confirm you're slippery. Disarming honesty is unexpected on a cold call and buys you a surprising amount of goodwill.
How to handle it
- Say yes — immediately and without apology or hedging.
- Use humor or candor to acknowledge the awkwardness openly.
- Immediately give them a reason it's worth continuing anyway.
- Hand them control with a low-stakes ask (20 seconds, one question).
- Match their tone — if they laugh, keep it light; if they're curt, be crisp.
What you can actually say
Ha — yes, it is. I'd be a terrible liar if I said otherwise. Give me 20 seconds to earn the rest?
Guilty. But I promise I did my homework before dialing — can I show you in one sentence why I called you specifically?
It is. I'll make it the most useful sales call you take today, or you hang up on me — deal?
Yep, it's a sales call. The good news is I'm not going to read you a script — one honest question and you decide.
What to avoid
Don't deny it or dress it up as a "quick courtesy call" — the second they catch the dodge, the call is over.
How Tepio helps with this one
Tepio's brief lets you follow 'yes' with a genuinely specific reason you called this company, which is what turns a caught-out moment into interest.
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