Tag Archives: objection handling

Sales tip – handling sales objections

No matter how good you are at selling you will get some objections. This sales tip shares a technique for handling sales objections. Continue reading

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Less is more when handling objections

Initially the logic of not handling an objection immediately may sound counterintuitive – but when it comes to dealing with objections not only what you say but also when you say it is key to success. In fact, it’s a core sales skill. However, sales people too often want to address the objection as soon as it arises, get it off the table, and move on. An admirable thought … or is it? After all, what really is driving the customer’s objection? What are the keys from the customer’s perspective for addressing the objection? And how important is the objection to the customer – a showstopper, a throwaway comment or something in-between? This post introduces a 3-step model for objection handling Continue reading

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