Objection handling

How it is used

A standard part of sales training and role-plays. Common steps are: listen, acknowledge, ask a question to understand, answer, then check. Companies often keep an objection handling guide with tested answers to common objections.

Example sentences

1. Our objection handling training focuses on price and competitor objections.

2. Good objection handling starts with asking why, not with defending the price.

Common collocations

• objection handling skills
• objection handling guide
• objection handling role-play

Related terms

• objectionA reason a potential customer gives for not buying or not buying yet, such as price, timing, trust or a competitor's offer.
• push backTo resist or argue against a price, idea, request or deadline, usually politely and as part of a discussion rather than as a final refusal.
• trial closeA question asked during a sales conversation to test how ready the customer is to buy, without asking for the final decision yet.
• pain pointA specific problem or frustration that a customer has, which a product or service could solve.

More terms: Objections & Closing

• close
• buying signal
• sign off
• closing technique
• urgency