How to handle a hidden or repeated objection: what the prospect really means, how to recognise it, and replies that work, from Merdial’s built-in sales canon.
SEBy Samir El Barbary, Founder, Merdial·Updated
The short answer
“I’m still not sure” usually means: a worry raised earlier; or never said aloud; is still blocking; the new objection is a symptom of it. A reply that works: “Understood. What specifically is making you feel it isn't worth pursuing?”
What it really means
A worry raised earlier; or never said aloud; is still blocking; the new objection is a symptom of it.
How to recognise it
What they say: a repeated objection in new words; hesitation after a "handled" objection; "I'm still not sure about…".
Most likely
late in a meeting; when an earlier objection was answered but not confirmed; trial close stage.
Unlikely
first objection of the call.
Replies that work
Clarify the concern
Get them to name the real reason; you cannot handle what you cannot see, and a considered objection always has a specific reason under it.
Acknowledge without agreeing.
Ask what specifically is behind it, using their own words.
Stop talking and let them answer fully.
Say it like this
“Understood. What specifically is making you feel it isn't worth pursuing?”
“That's fair. When you say it's not a fit, is it the price, the timing, or something about how it would work for you?”
“Help me understand, what would need to be true for this to be worth a look?”
Avoid
Answering an objection you have not diagnosed.
Handling a considered objection like a reflex; it reads as not listening.
Filling their silence.
Go back to the real concern
Bring the earlier worry back into the open; the new objection is a symptom of something not yet settled.
Notice the repeat or the hesitation out loud, gently.
Name the earlier concern.
Ask what would settle it.
Say it like this
“I might be wrong, but it sounds like the rollout question from earlier is still on your mind. Is that it?”
“Earlier you mentioned the team's time. Is that still the part that doesn't sit right?”
Avoid
Treating it as a brand-new objection.
Pushing to close over an open worry.
Isolate the objection
Confirm it is the ONLY thing in the way; so that solving it moves the deal, instead of revealing the next objection.
Restate the objection in their words.
Ask whether, with that solved, they would move forward.
If not, find the real blocker before solving anything.
Say it like this
“If we could make the price work, is there anything else that would stop you going ahead?”
“Setting that aside for a second, if that wasn't an issue, is this something you'd want to do?”
“Is that the only thing holding you back, or is there something else on your mind?”
Avoid
Solving the stated objection before checking it is the only one.
Using it as a pressure trick; ask it plainly, once.
How Merdial helps on a live call
In Merdial, your team reviews a reply for each challenge like this one, in your own voice. When a prospect says it on a call, real-time AI assist recognises it and puts that reply on the rep’s screen about a second later; the rep decides whether to use it. Each challenge carries competing versions, and they are tested on real calls, so the reply that actually moves calls forward is the one shown most.
Get these replies on screen during your own calls: $0, one seat, no card.
What does “I’m still not sure” mean on a sales call?
A worry raised earlier; or never said aloud; is still blocking; the new objection is a symptom of it.
What should I say when a prospect says “I’m still not sure”?
Try this: “Understood. What specifically is making you feel it isn't worth pursuing?” It works because it follows the move “Clarify the concern”: get them to name the real reason; you cannot handle what you cannot see, and a considered objection always has a specific reason under it.
How do I know it is really “I’m still not sure”?
Listen for a repeated objection in new words; hesitation after a "handled" objection; "I'm still not sure about…". It is most likely late in a meeting; when an earlier objection was answered but not confirmed; trial close stage.
