What is Objection Handling?
Objection handling is a core skill in sales. It's the process of responding to a potential customer's concerns or reasons for not wanting to buy. Common objections are often related to price, timing, or a competitor's product. A good salesperson doesn't argue with the customer; instead, they listen, acknowledge the concern, and then provide a thoughtful response that reframes the issue and reinforces the value of their product. Providing partners with training on how to handle common objections is a key part of sales enablement.