Objection Handling

Objection handling is a normal part of the sales process, but it can represent a huge problem when teams are trying to move prospects through the sales pipeline. The need for objection handling arises when a customer has a sales objection, something which arises in reference to a problem obstructing their ability to buy from you.

Objection handling is therefore the process of responding to a lead’s sales objection, usually by showing empathy and providing a sound rebuttal that helps them overcome their hesitation and continue through the sales pipeline. Sales objections can arise at any time during the sales process, so it’s important for sales teams to prepare for them by being familiar with the objection handling process, which is governed by a business’s own internal policies.