sales
Objection Handling
The discipline of addressing prospect concerns and converting hesitation into commitment.
Definition
Objection handling is how you respond when a prospect raises a concern: too expensive, wrong timing, internal politics, prior bad experience. Common objections (price, timing, authority, need, trust) are predictable - they show up in every deal. The discipline: anticipate them, write out responses, train reps. Bad objection handling makes the rep defensive; good objection handling acknowledges the concern, reframes the situation, and moves the conversation forward.
In your business
- →Document the top 10 objections you hear - write the response for each
- →Train every rep on objection responses - don't let them improvise
- →If an objection keeps killing deals, fix it upstream (in qualification, positioning, or pricing) instead of fighting it in every call