Overcome Sales Objections Using A.I.O.A.
In this video, we discuss the #1 mistake sales reps make in overcoming sales objections and how you can use AIOA to handle them with ease.
Too often, sales reps are quick to argue rather than understand. Instead of combating your next objection head-on, try AIOA: Agree, Isolate, Overcome, Ask. No more saying the wrong things in make-or-break moments.
Agree
Agree with your customer that her concern is valid.
“I totally understand where you’re coming from.”
Isolate
Ask a clarifying question to get to the heart of your customer’s concern.
“It sounds like your main concern here is that you don’t have the funds available to make a purchase of this size, is that right?”
Overcome
Overcome the objection by posing a new idea that might change your customer’s mind. It is key that agents are prepared with time-tested strategies to overcome objections.
“Well, since a lack of immediate funds is your main concern, we could finance the purchase over 36 months to fit your budget.”
Ask
“Would this work for you?”
Master Sales Objections
The next time you hear an objection, try AIOA: Agree, Isolate, Overcome, and Ask. Your customers will work with you to solve the problem.
Tricks like these help, but it’s undeniably tough to boost an entire team’s results. For more insight into how to improve performance and consistently scale excellence to every rep, check out our on-demand webinar, or read more sales tips from Balto’s internal experts.
Break Sales Records in Just 45 Days
Maria Edington
Maria Edington is the Vice President of Marketing at Balto, where she works closely with contact center leaders to improve how teams function day-to-day and plan for what’s ahead. Over the past five years, she’s led initiatives focused on performance, quality, compliance, and the practical use of AI across the contact center floor. Her experience spans complex, high-volume industries including Medicare, P&C insurance, financial services, collections, home improvement, and banking—sectors where conversations are tightly regulated, high-stakes, and often the last mile of the customer experience. Maria has contributed to research on Medicare Advantage trends, MedPAC policy, and eBroker financial performance, and regularly works with operators navigating shifting compliance requirements and productivity demands. With a background in engineering, Maria brings a systems-level mindset to how contact centers work—and how they can work better. Her focus: helping contact centers modernize—adopting smarter tools, better habits, and a stronger foundation for what’s ahead.
