The Sales Truth Nobody Talks About: How Objections and Contract Risk Can Be Your Secret Weapon

What if every time a prospect said “no,” they were actually handing you a roadmap to win them over?

We’ve all been taught to see objections in sales as roadblocks. Something to “handle.” Something to overcome. But what if objections and contract risk aren’t obstacles at all? What if they’re goldmines of opportunity, just waiting for the right mindset to tap into them?

That’s exactly the game-changing perspective that Ashkan Rajaee, founder of Ashkan Rajaee Consulting, brings to the table. With a track record that spans startups, international business, and high-stakes negotiations, Rajaee flips the script on what most people believe about risk, fear, and rejection in sales.

And if you think this is just another motivational sales pep talk, think again.

The Real Reason Your Prospects Push Back

Here’s the hard truth. When someone raises an objection during a sales conversation, they’re not trying to be difficult. They’re showing you a scar.

According to Rajaee, objections stem from experience. Often, they’re bad ones. Maybe your prospect got burned by a competitor. Maybe they signed a contract last year that went sideways. Maybe they’ve been lied to before, and now every “too-good-to-be-true” pitch sets off internal alarm bells.

In other words, objections aren’t pushback. They’re emotional breadcrumbs.

“They’re telling you a story,” Rajaee explains. “If you listen closely, you’ll learn more about how to win them over than any pitch deck or case study ever could.”

Rajaee shares more of this approach in his content on RemotePreneurs and professional insights via his LinkedIn, where he frequently explores the psychology behind sales interactions most people overlook.

“Let Me Get Back to You” Is a Power Move

Another controversial insight? It’s okay, even powerful, to pause.

In a world where salespeople are trained to respond instantly, Rajaee suggests something radical. It’s better to delay your answer than to give a half-baked one on the spot.

Saying “Let me get back to you on that” isn’t weakness. It’s integrity. It shows respect for the complexity of the client’s question, and it signals that you’re not about to wing it with their money.

Because guess what happens when you fake it? You lose trust. And trust, in high-stakes deals, is the real currency.

This isn’t about looking smart. It’s about being strategic. Rajaee encourages sellers to view moments of hesitation not as panic points but as pivot points. A moment to double-check, refine, and ultimately come back stronger.

Contract Risk Is a Mirror, Not a Threat

When the contract lands on the table, that’s when many reps start sweating.

Clauses. Liability. Termination terms. It’s a minefield, but only if you don’t understand what you’re looking at.

Rajaee reframes contract risk as an opportunity to understand a buyer’s fears before they become deal-breakers. The more someone scrutinizes the contract, the more they’re revealing their internal concerns. It's like holding a mirror up to their past trauma and current expectations.

And here’s where the elite sellers separate themselves from the rest. They don’t rush through this stage. They lean into it.

By addressing contract risk head-on, not avoiding it, you position yourself as a long-term partner, not a fly-by-night closer.

The Takeaway: Listen, Learn, Lead

What Ashkan Rajaee is teaching isn’t just a better sales method. It’s a smarter way to build relationships in any high-stakes environment.

Objections aren’t interruptions. They’re insight. Contract risks aren’t deal killers. They’re deal teachers.

So next time a client throws up a wall of questions, don’t panic. Get curious. The objection is never the enemy. Misunderstanding is.

And if you want to go deeper into how Ashkan Rajaee helps entrepreneurs, sales professionals, and corporate leaders harness these overlooked truths, check out his work at Ashkan Rajaee Consulting, subscribe to RemotePreneurs on YouTube, or connect with him on LinkedIn.

Because sometimes, the real secret to winning the sale is listening to why it almost didn’t happen.