Sales Dictionary
Objection Handling
Definition
The process of addressing and resolving a prospect's concerns about a product or service.
Deep Dive
Objection handling is a critical sales skill and process where a salesperson addresses and resolves a prospect's concerns, hesitations, or questions about a product, service, or proposal. It involves actively listening to the prospect, understanding the root cause of their objection, and then providing relevant information, clarification, or reframing to alleviate their doubts. The goal is not to argue, but to build trust, demonstrate value, and guide the prospect closer to a purchasing decision.
Examples & Use Cases
- 1A salesperson hears, "Your software is too expensive," and responds by detailing the ROI and long-term cost savings compared to competitors, often showing a breakdown of value-added features.
- 2A real estate agent is told, "This house is too far from my job," and counters by highlighting local amenities, shorter commute alternatives, or the benefits of a quieter neighborhood.
Related Terms
Sales EnablementValue PropositionClosing