Objection handling is the act of tactfully responding to a lead’s concern by showing empathy and stating a sound rebuttal that overcomes their hesitation and continues moving the deal forward. Sales objections can occur at any point in the sales process, so it’s important to prepare for them. Fortunately, salespeople can use techniques, specific rebuttals, and an objection handling script to overcome all of the objections they encounter.
Objections are a natural part of selling. Whether we like it or not, we all face them every day. They can come from customers, vendors, colleagues, bosses, and even our own minds. We must learn how to deal with them without losing our cool.
When selling to someone, it’s important to be prepared. This means having a good objection handling script and a document of objections and rebuttals. When you are selling, you may have a lot of questions that need to be answered, and if you aren’t prepared, your seller’s confidence can suffer. You can’t afford to let that happen.
You will encounter objections in every stage of the sales process. The most effective objection handlers are the ones who recognize them for what they are and don’t let them throw them in their face. They use a “yes” to move the conversation forward.