Objection Handling
Quick definition
The skill of effectively addressing objections and doubts from prospects during the sales process.
Detailed explanation
Objections are a natural part of every sales process. The best sales professionals don't see objections as barriers, but as opportunities to dig deeper and address underlying concerns. Effective objection handling starts with active listening - don't defend immediately. Then you ask probing questions to understand the real reason behind the objection. Often "it's too expensive" actually means "I don't see the value", or "we don't have time now" means "this isn't a priority". By asking deeper questions, you get to the core, and can solve the actual problem. Good objection handling requires product knowledge, empathy, and the ability to articulate value in terms that matter to the prospect.
Synonyms
Examples
Objection: "This is too expensive." Response: "I understand. Many customers initially thought that too. May I ask, what are you comparing our price to? And what would it cost you if you don't solve this problem in the coming year?" [Then calculate ROI]
Objection: "We need to discuss this internally." Response: "Absolutely, that makes sense. To make your discussion productive, who needs to be involved? And what specific concerns do you think they'll have? Let's address those now so you're well prepared."
When to use this?
Prepare objection handling by identifying your top 10 objections and scripting proven responses. Role-play these regularly with your team. Track which objections occur most frequently and why, so you can proactively address them in your pitch.
Match-day approach
Match-day develops objection handling frameworks specifically for your product and target audience. We analyze why deals are lost, which objections occur most frequently, and what winning reps do differently. You get battle cards with proven responses, and we train your team until objection handling becomes second nature through intensive roleplay sessions.
Learn more
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