Objection Handling
Definition
Objection Handling: Objection handling is the skill of addressing buyer concerns, doubts, and resistance during the sales process. Rather than avoiding objections, skilled salespeople welcome them as opportunities to understand concerns and build trust. Effective handling requires empathy, preparation, and the ability to reframe objections as addressable challenges.
Example Usage
“When prospects say 'we don't have budget,' we respond with ROI data showing payback within 6 months.”
Common Misconceptions
Related Terms
Discovery Call
A discovery call is an initial sales conversation focused on understanding the prospect's situation, challenges, goals, and buying process. The goal i...
Sales Playbook
A sales playbook is a documented guide containing best practices, scripts, objection handling, competitive positioning, and processes that help sales...
Closing Techniques
Closing techniques are methods salespeople use to move prospects from consideration to commitment and signed contracts. While traditional closing focu...
Consultative Selling
Consultative selling is a sales methodology where the salesperson acts as a trusted advisor, focusing on understanding the prospect's problems and nee...
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