Handling objections from your customer is a part of any sales gig. It is also an art and more nuanced than you may assume. If you search the web you will get dozens, if not, hundreds of methods and strategies on how to handle customer objections. Many sales leaders have made millions writing books and creating podcast on this specific subject. While there is a lot of good advice out there, there is also a lot of noise.
In this newsletter, I am going to provide you a simplistic way to handle objections that is reproducible in every single sales conversation you have. When you’re in a confrontational meeting, the last thing you want to do is think through your sales script or where to go next in the conversation. Therefore, when handling objections, you need to have a framework that is simple to use and works every time. If you’re a Premier subscriber, I will provide you the exact framework my team uses.
For now, let’s get into why objections occur and how to handle them.