{"id":2052,"date":"2026-11-12T08:00:00","date_gmt":"2026-11-12T08:00:00","guid":{"rendered":"https:\/\/marichka.com.ua\/?p=2052"},"modified":"2026-11-14T22:18:04","modified_gmt":"2026-11-14T22:18:04","slug":"robota-z-zaperechenniamy","status":"publish","type":"post","link":"https:\/\/marichka.com.ua\/en\/blog\/robota-z-zaperechenniamy\/","title":{"rendered":"How to handle objections during phone calls and in correspondence"},"content":{"rendered":"<p class=\"wp-block-paragraph\">Dealing with objections involves four steps a manager should take after a customer has said \u201cthat\u2019s too expensive\u201d, \u201cI\u2019ll think about it\u201d or \u201cI\u2019ve seen it cheaper\u201d: listen to the end, clarify exactly what lies behind the remark, address that specific reason directly, and check whether the doubt has been dispelled. Arguing with the customer or offering a discount in the very first response are not included in this list.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Imagine a small online shop selling orthopaedic mattresses and pillows. The owner, Oksana, sells via Instagram and her website. Enquiries from the website are followed up by managers Taras and Sofia, who also respond to direct messages. Over the course of a month, dozens of deals with the status \u201cthinking about it\u201d have accumulated in the CRM. Oksana doesn\u2019t know what\u2019s behind them: do the customers genuinely need time, or do the managers give up after the first \u201cno\u201d? Using her example, let\u2019s move from typical objections to a check that can be carried out within a week.<\/p>\n\n\n\n<div class=\"wp-block-group toc\"><div class=\"wp-block-group__inner-container is-layout-flow wp-block-group-is-layout-flow\">\n<p class=\"toc-title wp-block-paragraph\"><strong>Contents<\/strong><\/p>\n\n\n\n<ol class=\"wp-block-list toc-list\">\n<li><a href=\"#robota-z-zaperechenniamy-pochynaietsia-z-pytannia\">Dealing with objections begins with asking what the client is missing<\/a><\/li>\n\n\n\n<li><a href=\"#shist-zaperechen-iaki-shchotyzhnia-chuie-mahazyn\">Six objections a mattress shop hears every week<\/a><\/li>\n\n\n\n<li><a href=\"#pauza-i-utochniuvalne-pytannia-pered-bud\">A pause and a clarifying question before giving any answer<\/a><\/li>\n\n\n\n<li><a href=\"#pryklady-vidpovidei-na-doroho-podumaiu-i\">Examples of responses to \u201cthat\u2019s expensive\u201d, \u201cI\u2019ll think about it\u201d and \u201cI\u2019ve seen it cheaper\u201d<\/a><\/li>\n\n\n\n<li><a href=\"#u-dyrekti-zaperechennia-zvuchat-korotshe-i\">In Direct, objections are made more briefly and at a later stage<\/a><\/li>\n\n\n\n<li><a href=\"#tyzhnevyi-audyt-dzvinkiv-i-perepysok\">Weekly audit of calls and correspondence<\/a><\/li>\n\n\n\n<li><a href=\"#pomylky-iaki-vydno-vzhe-na-tretomu\">Errors that are already apparent in the third entry<\/a><\/li>\n\n\n\n<li><a href=\"#chastynu-vidpovidei-u-chati-mozhe-vziaty\">Some of the replies in the chat may be handled by an AI manager<\/a><\/li>\n\n\n\n<li><a href=\"#chasti-pytannia\">Frequently asked questions<\/a><\/li>\n<\/ol>\n\n\n\n<p class=\"toc-hub wp-block-paragraph\">Section: <a href=\"https:\/\/marichka.com.ua\/en\/blog\/category\/ai-dlya-biznesu\/\">AI for business<\/a><\/p>\n<\/div><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"robota-z-zaperechenniamy-pochynaietsia-z-pytannia\">Dealing with objections begins with asking what the client is missing<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">An objection means that the customer still has an unanswered question or a doubt that they haven\u2019t fully articulated. Someone who doesn\u2019t need a mattress usually simply doesn\u2019t reply. Someone who says \u201cthat mattress is too expensive\u201d has already considered the purchase and has focused on the price.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Therefore, objections should be interpreted as clues. The word \u201cexpensive\u201d may stem from a comparison with a marketplace, a budget the customer does not wish to disclose, or a lack of understanding as to why this mattress is better than a foam one. The responses to these three reasons vary, and a sales manager who responds to everything with a discount will, at best, get one of them right.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Excuses are a different matter altogether. \u201cI need to think about it\u201d often masks another reason that the customer doesn\u2019t want to voice: they don\u2019t trust the shop, aren\u2019t sure about the size, or aren\u2019t making the decision themselves. It\u2019s easy to check: once you\u2019ve addressed an openly stated objection, the conversation moves on. If you offer an excuse after responding, it will simply change to another one.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"shist-zaperechen-iaki-shchotyzhnia-chuie-mahazyn\">Six objections a mattress shop hears every week<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">The list of objections varies from niche to niche, but in small-scale retail it is the same week in, week out. Here is what Oksana has noted down from Taras and Sofia\u2019s last ten conversations:<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li>\u201cThat\u2019s expensive\u201d or \u201cIs there anything cheaper?\u201d \u2013 that\u2019s what I hear most often, both on the phone and via direct messages.<\/li>\n\n\n\n<li>\u201cI\u2019ll think about it\u201d at the end of the conversation, when everything has already been said.<\/li>\n\n\n\n<li>\u201cI\u2019ve seen the same thing cheaper\u201d with a link to another shop or marketplace.<\/li>\n\n\n\n<li>\u201cI need to discuss it with my husband\u201d (it\u2019s not the person on the phone who makes the decision).<\/li>\n\n\n\n<li>\u201cWhat if it\u2019s not the right stiffness?\u201d and questions about returns.<\/li>\n\n\n\n<li>\u201cThis is the first time I\u2019ve heard of your shop\u201d or \u201cAre you sure you\u2019ll send it?\u201d<\/li>\n<\/ol>\n\n\n\n<p class=\"wp-block-paragraph\">This list is the draft of your checklist. Working through objections as a team starts with ensuring that every manager has your specific list on their desk. A generic checklist from a training course won\u2019t be much help here: the sixth point, for example, is rarely heard of in a shop with thousands of reviews, whereas for a new Instagram shop, it ranks among the top three.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"pauza-i-utochniuvalne-pytannia-pered-bud\">A pause and a clarifying question before giving any answer<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">The most common mistake during a call happens in the first second after the objection. The sales manager hears \u201cit\u2019s expensive\u201d and immediately starts talking about spring assemblies and the warranty. The customer listens for a minute and says, \u201cRight, I\u2019ll think about it.\u201d.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">This behaviour is clearly evident in the data. Gong Labs, the research division of the call recording and analysis service, analysed <a href=\"https:\/\/www.gong.io\/resources\/labs\/handling-sales-objections\/\" rel=\"nofollow noopener\" target=\"_blank\">67,149 recordings of sales conversations<\/a> (Chris Orlob, March 2018, updated in March 2026). Managers with average results speak more quickly after a challenge, their pause before replying is shorter, and they launch into a monologue lasting an average of 21.45 seconds. Successful managers, on the other hand, pause for longer than they would during the normal course of the conversation and respond to objections with a question.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">For Taras, this boils down to a simple set of steps:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>listen to the customer\u2019s sentence right to the end and pause for a second or two;<\/li>\n\n\n\n<li>ask one clarifying question: \u201cWhat are you comparing it to?\u201d, \u201cWhat exactly do you want to consider: the size or the budget?\u201d;<\/li>\n\n\n\n<li>respond only to the reason given by the client;<\/li>\n\n\n\n<li>Ask again: \u201cDoes that clear things up?\u201d or \u201cWhat else is stopping us from resolving this now?\u201d.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">The fourth step is the one most often skipped. Without it, the manager does not know whether the objection has been resolved, whilst the customer, in the meantime, feels that they are being pressured and becomes defensive.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"pryklady-vidpovidei-na-doroho-podumaiu-i\">Examples of responses to \u201cthat\u2019s expensive\u201d, \u201cI\u2019ll think about it\u201d and \u201cI\u2019ve seen it cheaper\u201d<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">It\u2019s easier to learn how to handle objections in sales through real-life conversations than through techniques with specific names. Below are three excerpts from the same conversation about a double mattress: how people usually respond, and how it\u2019s better to respond.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">\u201cExpensive\u201d<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">The usual response: \u201cBut the quality\u2019s great! I can knock a bit off.\u201d The customer gets the impression that the price was too high and asks for a further discount.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">That\u2019s better. Sofia: \u201cI see. Tell me, what are you comparing it to? Another shop, or were you simply expecting to pay less?\u201d If the customer was expecting to pay less, Sofia shows her a cheaper model with the same firmness and explains why it\u2019s simpler. If she\u2019s comparing it to a specific shop, we move on to the third example.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">\u201cI\u2019ll think about it\u201d<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">The usual response: \u201cRight, think about it, give us a call.\u201d The deal disappears into \u201cunder consideration\u201d status for good.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">That\u2019s better. Taras: \u201cOf course. To make things easier for you: what exactly do you want to think about? Firmness, size, price?\u201d It often turns out that the customer isn\u2019t sure about the firmness. In that case, there\u2019s something to offer: exchange terms during the trial period, if you have them, or a photo of a cross-section of the mattress. If the person really isn\u2019t making the decision on their own, Taras agrees on a specific day when he\u2019ll ring back and notes in the CRM who they\u2019re consulting with and exactly what caused their hesitation.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">\u201cI\u2019ve seen it cheaper\u201d<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">The usual line: \u201cWe\u2019ve got the genuine article, but theirs is a fake.\u201d It comes across as an attack on the customer\u2019s choice, and even if it\u2019s true, it\u2019s impossible to prove over the phone.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">That\u2019s better. Sofia asks for a link and looks at it with the customer: is it the same model and size, or a similar one; is delivery included; and who provides the guarantee. If the only difference is the price, be honest and say what you can offer instead of a discount: faster delivery, a replacement within a certain period, or advice on choosing the right item. If another shop really is cheaper for the exact same item, it\u2019s sometimes better to let the customer go and not undercut your own price for the rest of your customers.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"u-dyrekti-zaperechennia-zvuchat-korotshe-i\">In Direct, objections are made more briefly and at a later stage<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">In correspondence, customers rarely say \u201cit\u2019s too expensive for me\u201d. They ask for a price, receive a reply and then disappear. Silence after a price quote is also a rejection, just without words, and in direct messages it happens more often than any other phrase.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The second difference is the timing. On a phone call, any objection is raised straight away, and the manager can clarify the matter. In a direct message, a customer writes at 11.00 pm, \u201cWhat if it\u2019s not the right stiffness?\u201d, but she may not read the reply, which arrives at 10.00 am the next day: she\u2019ll have had time to look at three more shops overnight.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The third difference concerns trust. In written correspondence, a manager\u2019s bare assurances come across as weak: the customer cannot see the person they are speaking to or hear the tone of their voice, so the phrase \u201ceverything is done officially\u201d is less convincing than it would be over the phone. Evidence that can be shown has a stronger impact: a screenshot of a review, a photo of an order that has already been prepared, or a link to saved chat histories containing reviews. Prepare these materials in advance so that the manager doesn\u2019t have to search for them during the conversation.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">We looked at how to address such objections in a chat without putting pressure on the customer, using the example of a shoe shop in the article about, <a href=\"\/en\/blog\/chat-bot-dlia-prodazhiv\/\">How the bot responds to \u201cthat\u2019s expensive\u201d and \u201cI\u2019ll think about it\u201d in a conversation<\/a>.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"tyzhnevyi-audyt-dzvinkiv-i-perepysok\">Weekly audit of calls and correspondence<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">The script itself does not reveal whether it is being used. The actual work involved in addressing customer objections is only evident in the records and correspondence. To identify which objections the team is failing to address, Oksana needs just one week and around three hours.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Select 20 conversations that ended without a sale: 10 call recordings and 10 Direct messages. Choose interactions from different days and involving different managers, so as not to end up with just one unlucky Monday. For each conversation, note down what objection was raised, or at which point the customer stopped replying, and how the sales manager responded. Then cross-check the responses against the table.<\/p>\n\n\n\n<figure class=\"wp-block-table is-style-stripes\"><table><thead><tr><th>Objections<\/th><th>Completed, if the manager<\/th><th>Not completed, if the manager<\/th><\/tr><\/thead><tbody><tr><td>\u201cExpensive\u201d<\/td><td>asked what they were comparing it to, suggested an alternative or explained the difference<\/td><td>either offered a discount straight away or moved on to the product specifications<\/td><\/tr><tr><td>\u201cI\u2019ll think about it\u201d<\/td><td>clarified what exactly needed to be considered, and agreed on a date for the next meeting<\/td><td>replied, \u201cAll right, we\u2019ll wait,\u201d and didn\u2019t note down the reason<\/td><\/tr><tr><td>\u201cI\u2019ve seen it cheaper\u201d<\/td><td>I asked for a link and compared the terms and conditions<\/td><td>said it was a forgery, or silently agreed<\/td><\/tr><tr><td>\u201cTo seek advice\u201d<\/td><td>found out who makes the decisions and what matters to him, and provided the material to be forwarded<\/td><td>ended the conversation without taking the next step<\/td><\/tr><tr><td>Silence after the price is quoted<\/td><td>wrote a single post containing useful information in a few hours<\/td><td>didn\u2019t write anything or sent a reminder every day<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">After 20 conversations, the picture usually becomes clear: there are one or two objections that the team consistently misses. These are the ones that need to be practised first, using real recordings as examples, and there\u2019s no need to completely rewrite the script for this. After a month, repeat the audit on a further 20 calls.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1200\" height=\"896\" src=\"https:\/\/marichka.com.ua\/wp-content\/uploads\/2026\/11\/robota-z-zaperechenniamy-audyt-zaperechen.webp\" alt=\"Close-up: hands holding a pen above a sheet of paper with a table (no text), next to a laptop with audio waveforms on the screen and headphones, with purple accents\" class=\"wp-image-2051\" srcset=\"https:\/\/marichka.com.ua\/wp-content\/uploads\/2026\/11\/robota-z-zaperechenniamy-audyt-zaperechen.webp 1200w, https:\/\/marichka.com.ua\/wp-content\/uploads\/2026\/11\/robota-z-zaperechenniamy-audyt-zaperechen-300x224.webp 300w, https:\/\/marichka.com.ua\/wp-content\/uploads\/2026\/11\/robota-z-zaperechenniamy-audyt-zaperechen-1024x765.webp 1024w, https:\/\/marichka.com.ua\/wp-content\/uploads\/2026\/11\/robota-z-zaperechenniamy-audyt-zaperechen-768x573.webp 768w, https:\/\/marichka.com.ua\/wp-content\/uploads\/2026\/11\/robota-z-zaperechenniamy-audyt-zaperechen-16x12.webp 16w\" sizes=\"auto, (max-width: 1200px) 100vw, 1200px\" \/><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"pomylky-iaki-vydno-vzhe-na-tretomu\">Errors that are already apparent in the third entry<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">The first mistake is to argue. Saying \u201cNo, we\u2019re not expensive\u201d puts the customer in a position where agreeing would mean admitting they\u2019re in the wrong. They refuse to agree and walk away.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The second is offering a discount as the first response. It closes one deal but teaches the manager that \u201cexpensive\u201d can only be remedied by lowering the price. A month later, you notice in the CRM that almost everyone is asking for a discount, and the margin is shrinking.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The third mistake is only visible in the CRM. The manager hears the reason for the refusal, but the deal card says \u201cthe customer will think about it\u201d. When the reasons aren\u2019t recorded, you don\u2019t know, <a href=\"\/en\/blog\/voronka-prodazhiv-shcho-tse\/\">At which stage of the sales funnel do customers drop out?<\/a> and exactly why. Add a mandatory \u201creason for refusal\u201d field to your CRM with five or six options from your list of objections, and in a month\u2019s time you\u2019ll have statistics without needing to carry out any audits.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The fourth mistake is more subtle: the manager gives the right answer, but fails to check the result. The customer nods out of politeness, but their doubts remain, and the conversation still ends without an order being placed.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"chastynu-vidpovidei-u-chati-mozhe-vziaty\">Some of the replies in the chat may be handled by an AI manager<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Objections raised via direct message fall into two categories. The first type can be resolved by providing facts: the price including delivery, return policy, availability of the required size, warranty, or a cheaper model with the same specifications. The second type requires a conversation: a family decision, mistrust, or a non-standard order.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The first type can be handled by an AI manager. Marichka AI\u2019s sales manager responds via Instagram Direct or the website widget day and night, drawing its answers solely from the shop\u2019s knowledge base and never inventing discounts that aren\u2019t actually available. A customer who asks about exchanges at 11.00 pm receives the terms straight away, whilst she is still comparing shops. If a question goes beyond the scope of the knowledge base, the AI manager forwards the conversation to Taras or Sofia along with the entire chat history, and the manager can see which objections have already been raised.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">People are left with phone calls and difficult conversations \u2013 exactly what you were checking during the audit. So, your team\u2019s work on handling objections will begin with 20 conversations this week: the table will show which objection is costing your team the most. If the missed messages include late-night enquiries via Direct about price, delivery and returns, you can reply to them without delay as early as tomorrow evening.<\/p>\n\n\n\n<div class=\"wp-block-group\"><div class=\"wp-block-group__inner-container is-layout-constrained wp-block-group-is-layout-constrained\"><section class=\"fin wrap wp-custom-css-638db09d has-custom-css\" id=\"demo\">\n  <div class=\"dark fin-in\">\n          <div class=\"fin-side\">\n        <img decoding=\"async\" class=\"fin-fig\" src=\"https:\/\/marichka.com.ua\/wp-content\/uploads\/2026\/08\/marichka-cta.webp\" alt=\"\" aria-hidden=\"true\" onerror=\"phFallback(this,'\ud83d\udc69\u200d\ud83d\udcbc')\">\n      <\/div>\n        <div class=\"fin-copy\">\n              <h2 class=\"h2\">Ready to connect <em>Marichka<\/em> to your channel?<\/h2>\n                    <p class=\"fin-lead\">Marichka AI will help you automate communication, reply to clients 24\/7 and increase sales.<\/p>\n                    <div class=\"hero-cta\">\n                      <a class=\"btn btn-cta btn-lime\" href=\"#\"><span class=\"btn-cta-ic\"><svg viewbox=\"0 0 24 24\" fill=\"none\" stroke=\"currentColor\" stroke-width=\"1.9\" stroke-linecap=\"round\" stroke-linejoin=\"round\" aria-hidden=\"true\"><path d=\"M12 2l2.9 6 6.6.6-5 4.3 1.5 6.5L12 16.9 6 19.9l1.5-6.5-5-4.3 6.6-.6L12 2z\"\/><\/svg><\/span><span class=\"btn-cta-tx\"><b>Try free for 7 days<\/b><\/span><\/a>                  <\/div>\n                <\/div>\n  <\/div>\n<\/section>\n<\/div><\/div>\n\n\n\n<div class=\"wp-block-group faq\"><div class=\"wp-block-group__inner-container is-layout-flow wp-block-group-is-layout-flow\">\n<h2 class=\"wp-block-heading\" id=\"chasti-pytannia\">Frequently asked questions<\/h2>\n<\/div><\/div>\n\n\n\n<div class=\"schema-faq wp-block-yoast-faq-block\"><div class=\"schema-faq-section\" id=\"faq-question-1\"><strong class=\"schema-faq-question\">\u042f\u043a \u0432\u0456\u0434\u043f\u043e\u0432\u0456\u0441\u0442\u0438 \u043a\u043b\u0456\u0454\u043d\u0442\u0443 \u043d\u0430 &#8220;\u0434\u043e\u0440\u043e\u0433\u043e&#8221;?<\/strong> <p class=\"schema-faq-answer\">First, clarify what the customer is comparing it to: another shop, their budget or their expectations. The response depends on this: explain the difference in the product, suggest a cheaper model or an instalment plan. Offering a discount right from the off encourages customers to say \u201cit\u2019s too expensive\u201d every time.<\/p> <\/div> <div class=\"schema-faq-section\" id=\"faq-question-2\"><strong class=\"schema-faq-question\">How many times can you address the same objection?<\/strong> <p class=\"schema-faq-answer\">Clarify the matter once and respond once. If, after that, the customer repeats the same thing, they are either not ready to buy at the moment or are hiding another reason. In that case, it is better to arrange a follow-up and note the reason in the CRM than to press the issue a third time.<\/p> <\/div> <div class=\"schema-faq-section\" id=\"faq-question-3\"><strong class=\"schema-faq-question\">Is it possible to have a bot in the chat handle replies to objections?<\/strong> <p class=\"schema-faq-answer\">To some extent. The AI manager handles objections well when a fact from the knowledge base is required: price including delivery, return policy, availability, warranty. Objections relating to trust, family decisions or non-standard conditions are best referred to a human, along with the chat history.<\/p> <\/div> <\/div>\n\n\n<section class=\"ins wrap related\">\n\t\t<h2 class=\"h2 rv\">More interesting posts on our blog<\/h2>\n\t\t\t<div class=\"ins-grid\">\n\t\t\t\t\t\t\t\t<a class=\"icard rv\" href=\"https:\/\/marichka.com.ua\/en\/blog\/voronka-prodazhiv-shcho-tse\/\">\n\t\t\t\t<div class=\"ithumb\"><img decoding=\"async\" src=\"https:\/\/marichka.com.ua\/wp-content\/uploads\/2026\/11\/voronka-prodazhiv-shcho-tse.webp\" alt=\"\" onerror=\"phFallback(this,'\ud83c\udfc6')\"><\/div>\n\t\t\t\t<div class=\"ibody\"><div class=\"imeta\"><span>AI for business<\/span><span>11 November 2026<\/span><\/div><h4>What is a sales funnel, and where do customers drop out of it?<\/h4><\/div>\n\t\t\t<\/a>\n\t\t\t\t\t\t\t\t<a class=\"icard rv\" href=\"https:\/\/marichka.com.ua\/en\/blog\/vtracheni-zaiavky-vnochi\/\">\n\t\t\t\t<div class=\"ithumb\"><img decoding=\"async\" src=\"https:\/\/marichka.com.ua\/wp-content\/uploads\/2026\/10\/vtracheni-zaiavky-vnochi.webp\" alt=\"\" onerror=\"phFallback(this,'\ud83c\udfc6')\"><\/div>\n\t\t\t\t<div class=\"ibody\"><div class=\"imeta\"><span>Messaging sales<\/span><span>8 October 2026<\/span><\/div><h4>How much do lost leads cost at night and at weekends<\/h4><\/div>\n\t\t\t<\/a>\n\t\t\t\t\t\t\t\t<a class=\"icard rv\" href=\"https:\/\/marichka.com.ua\/en\/blog\/skrypt-prodazhiv-elementy\/\">\n\t\t\t\t<div class=\"ithumb\"><img decoding=\"async\" src=\"https:\/\/marichka.com.ua\/wp-content\/uploads\/2026\/11\/skrypt-prodazhiv-elementy.webp\" alt=\"\" onerror=\"phFallback(this,'\ud83c\udfc6')\"><\/div>\n\t\t\t\t<div class=\"ibody\"><div class=\"imeta\"><span>AI for business<\/span><span>14 November 2026<\/span><\/div><h4>The five elements that make up a sales script<\/h4><\/div>\n\t\t\t<\/a>\n\t\t\t\t\t\t\t\t<a class=\"icard rv\" href=\"https:\/\/marichka.com.ua\/en\/blog\/kliientskyi-servis-shcho-tse\/\">\n\t\t\t\t<div class=\"ithumb\"><img decoding=\"async\" src=\"https:\/\/marichka.com.ua\/wp-content\/uploads\/2026\/11\/kliientskyi-servis-shcho-tse.webp\" alt=\"\" onerror=\"phFallback(this,'\ud83c\udfc6')\"><\/div>\n\t\t\t\t<div class=\"ibody\"><div class=\"imeta\"><span>AI for business<\/span><span>10 November 2026<\/span><\/div><h4>Customer service shapes the first impression of a business<\/h4><\/div>\n\t\t\t<\/a>\n\t\t\t<\/div>\n\t<\/section>","protected":false},"excerpt":{"rendered":"<p>A step-by-step guide to handling objections: six common objections with sample responses and a weekly audit to highlight what the team is missing.<\/p>","protected":false},"author":2,"featured_media":2050,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"neve_meta_sidebar":"","neve_meta_container":"","neve_meta_enable_content_width":"","neve_meta_content_width":0,"neve_meta_title_alignment":"","neve_meta_author_avatar":"","neve_post_elements_order":"","neve_meta_disable_header":"","neve_meta_disable_footer":"","neve_meta_disable_title":"","neve_meta_reading_time":"","_themeisle_gutenberg_block_has_review":false,"footnotes":""},"categories":[9],"tags":[],"class_list":["post-2052","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-ai-dlya-biznesu"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>\u042f\u043a \u043d\u0430\u043b\u0430\u0433\u043e\u0434\u0438\u0442\u0438 \u0440\u043e\u0431\u043e\u0442\u0443 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