{"id":63347,"date":"2023-04-11T08:53:00","date_gmt":"2023-04-11T15:53:00","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=63347"},"modified":"2024-05-09T18:51:39","modified_gmt":"2024-05-09T08:51:39","slug":"6-techniques-for-effective-objection-handling-blog","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/au\/blog\/6-techniques-for-effective-objection-handling-blog\/","title":{"rendered":"7 Winning Steps for Effective Objection Handling"},"content":{"rendered":"\n

I’ve led teams of over 100 employees through recessions, corporate pullbacks, and market turmoil. As you can imagine, selling was a struggle through all of it. We learned very quickly that the biggest obstacle to closing new business isn’t the objections themselves, it’s how the team manages the objections. <\/p>\n\n\n\n

The key to effective objection handling is using a question-based framework that puts the prospect at ease. When done tactfully, the prospect will come to their own conclusion that moving forward is the best decision to make. I’ll walk you through all the steps to managing common objections, including diving deeper with a simple questioning framework, and following objections with gratitude and empathy.<\/p>\n\n\n\n

\n\t
\n\n\t\t
\n\t\t\t

Learn how to break through 5 common sales objections<\/h2>\n\t\t\t\t\t\t\t

Get our free Objection Handling Template for time-tested scripts, examples, and a team exercise to handle any objection.<\/p>\n\t\t\t\n\t\t\t\n\t\t\t\t\t\t\t

\n\t\t\t\t\tGet the template<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\n\t\t
\n\t\t\t\t\t<\/div>\n\t<\/div>\n\n\t\t\t
<\/div>\n\t\n\t\t\t\n\t\t\"\"\n\n\t\t\n\t\t\t\t\t\"\"\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\t\t\t\"\"\n\t\t\n\t<\/div>\n\n\n\n

First, let’s tackle a few basics:<\/p>\n\n\n\n

What is objection handling?<\/h2>\n\n\n\n

Objection handling is how a seller addresses a prospect’s concerns about purchasing a product or service during the sales process, often related to timing, price, or stakeholder buy-in. We commonly think of objections surfacing after the sales pitch, but they can happen as early as a cold call and as late in the process as contract negotiations.<\/p>\n\n\n\n

Why is objection handling important?<\/h2>\n\n\n\n

Without objection handling, deal opportunities (and, ultimately, revenue) would disappear at the first mention of a concern or problem. When reps are trained to handle objections successfully, it’s more likely that deals will continue to move through the pipeline and close. <\/p>\n\n\n\n

It’s also critical for building trust and long-term relationships: “An objection shows that the prospect is not ready to buy and you need to build more trust,” sales coach Niraj Kapur<\/a> said. <\/p>\n\n\n\n

Successful objection handling addresses their fears and concerns, creating loyalty that can lead to multiple sales. <\/p>\n\n\n\n

What are the main types of objections?<\/h2>\n\n\n\n

While customers may object for many reasons, here are the most common ones:<\/p>\n\n\n\n