Objection Handling

Objection Handling

Objection Handling Jonathan Poland

Objection handling is the practice of addressing and overcoming concerns or hesitations that customers may have about making a purchase. When a customer expresses an objection, they may be seeking additional information or reassurance, or they may be trying to negotiate a better deal. The goal of objection handling is to reduce the customer’s concerns and move them closer to making a purchase. This may involve providing additional information, addressing specific concerns, or addressing underlying objections. By effectively handling objections, salespeople can help convert interested prospects into paying customers.

Anticipating objections is a strategy that involves predicting the concerns or objections that people may have to a proposal and planning a response in advance. In some cases, this strategy may involve framing a proposal in a way that is likely to generate an objection that is easy to overcome. For example, a salesperson might pitch a product or service at a high price, knowing that the customer is likely to object to the cost. The salesperson can then offer a discount or other concession to address the objection and make the customer feel like they have successfully negotiated a better deal. The goal of anticipating objections is to increase the chances of closing a sale by addressing potential concerns before they become roadblocks.

The following are common objection handling techniques.

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Key Bridge

People. Profit. Progress.

Business is the lifeblood of progress and you are the driving force regardless of where you fit in the value chain. People drive profit by bringing useful products and services to market. Profit drives progress by allowing the best ideas to emerge and the best investments to win.

This is the cycle of capital that moves the world forward and that’s why I started Key Bridge, a private membership for the pursuit of profit and progress, a platform for building better assets, tackling global challenges, and advancing the greater good.

Key Bridge

People. Profit. Progress.

Business is the lifeblood of progress and you are the driving force regardless of where you fit in the value chain. People drive profit by bringing useful products and services to market. Profit drives progress by allowing the best ideas to emerge and the best investments to win.

This is the cycle of capital that moves the world forward and that’s why I started Key Bridge, a private membership for the pursuit of profit and progress, a platform for building better assets, tackling global challenges, and advancing the greater good.