What is Objection Handling?

Objection handling refers to the process of addressing and resolving any objections or concerns raised by a potential customer during the sales process. Effective objection handling can help close sales and build strong relationships with customers. Some common sales objections include price, timing, and competition. It is important for sales professionals to actively listen to the customer's concerns and offer solutions or compromises.

Objection Handling can improve communication between parties, increase customer satisfaction, and ultimately lead to increased sales. It also allows businesses to address and resolve any potential issues or conflicts in a timely and efficient manner. Additionally, by anticipating and addressing objections, businesses can proactively prevent future objections from occurring.

There are four main types of objection handling:

1. Avoiding the objection

2. Overcoming the objection

3. Reframing the objection

4. Accepting the objection

Each type has its own advantages and disadvantages, so it's important to choose the right one for each situation. Let's take a closer look at each type:

1. Avoiding the objection: This is probably the most common type of objection handling. As the name suggests, avoiding the objection means simply avoiding the issue that is causing the objection in the first place. For example, if a customer objects to the price of your product, you might try to avoid the issue by changing the subject or focusing on other features of the product.

2. Overcoming the objection: Overcoming an objection means directly addressing the issue that is causing the objection and trying to find a way to overcome it. For example, if a customer objects to the price of your product, you might try to overcome the objection by explaining why the product is worth the price or offering a discount.

3. Reframing the objection: Reframing an objection means changing the way you look at the issue that is causing the objection. For example, if a customer objects to the price of your product, you might try to reframe the objection by pointing out that the product is actually a good value for the money.

4. Accepting the objection: Accepting an objection means simply accepting that the customer is not interested in your product or service. For example, if a customer objects to the price of your product, you might try to accept the objection by thanking the customer for their time and wishing them luck in finding a product that meets their needs.