Chapter 16
The Ultimate Objection-Handling Tool
CHAPTER OVERVIEW
The Top Six Objections
Potent Response Models
Build a Book of Alternate Responses
Finding Your Voice
Basic Rules for Handling Objections
Objections! Nothing hurts revenue and team performance more than prospects who have the verbal skills to put us off, to tell us “no” (or worse, “maybe”), to offer sane and insane comments that form resistance to our solutions. When I coach sales teams on handling objections, I toss out this phrase, “Shame on us when we hear an objection two or three times, but never create powerful ways to move past it and advance the sale.” Two or three? How about hundreds of times a year, the same objections sticking large organizations that have thousands of sales ...
