Pitch and Objections
Objection handling
Listen, acknowledge, explore, respond and confirm, without rushing to discount.
See it
Don't
- Instant discount trains the buyer to push
- Doesn't find the real concern
Do
Rep: Fair to ask. Too expensive compared to what, the current process or another option you're looking at?
Why it matters
Rushing to answer makes buyers defensive. Listen, acknowledge, ask what's behind it, respond, then check you've actually addressed it.
Price objections often hide a value or comparison question. Explore before you concede anything.
How to apply it
- Ask what's behind the objection
- Use proof relevant to their concern
- Check it's resolved
Common mistakes
- Arguing
- Instant discounts
Quick answers
What is Objection handling?
Listen, acknowledge, explore, respond and confirm, without rushing to discount. Rushing to answer makes buyers defensive. Listen, acknowledge, ask what's behind it, respond, then check you've actually addressed it.
How do I apply Objection handling in sales?
Ask what's behind the objection. Use proof relevant to their concern. Check it's resolved.
What are common mistakes with Objection handling?
Arguing. Instant discounts.