Definition
Objection handling is the trained set of responses a rep uses when a prospect pushes back with common objections such as no time, no budget, or already have a vendor.
Why it matters
The first no is almost never real. A rep who handles the first objection well can lift meetings booked by 30 to 50 percent.
How it works
- Anticipate the top 5 objections
- Script a one line acknowledge plus reframe response
- Ask a single follow up question that leads back to the ask
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