Objection Handling Training

Objection Handling Training | Transform Resistance into Results

Reading Time: 10 minutes

Objection Handling Training - Top Question from Google

How do you teach Objection Handling? (The short answer)

There are several different ways to teach objection handling in sales, and the best approach will depend on the specific situation and the learning goals of the sales team. Here are a few common approaches to teaching objection handling in sales:

  1. Workshops and presentations: One approach to teaching objection handling is to provide workshops and presentations on the topic, covering the key principles and strategies for effectively responding to customer objections. This can be an effective way to provide an overview of the topic and to introduce the key concepts to the sales team.

  2. Case studies and examples: Another approach is to use case studies and examples to illustrate the principles of objection handling. For example, a trainer might provide a case study that describes a real-life situation where a customer raised an objection, and then ask the sales team to brainstorm responses to that objection. This can be a useful way to help salespeople apply the principles of objection handling to real-life situations.

  3. Role-playing and simulations: Role-playing and simulations are hands-on activities that can help salespeople practice and develop their objection handling skills. For example, a trainer might ask the sales team to role-play different scenarios where customers raise objections, and then provide feedback and guidance on how they can improve their responses. This can be an effective way to help salespeople develop the skills and confidence they need to handle objections effectively in real-life situations.

Overall, there are several different approaches to teaching objection handling in sales, and the best approach will depend on the specific situation and the learning goals of the sales team. By using a combination of training, case studies, and hands-on activities, trainers can help salespeople develop the skills and strategies they need to handle objections effectively and move forward with the sale. 

In this article we will cover...

There’s a new way to deliver sales growth…

Don’t buy Sales Training until you’ve watched this video

1. What are sales objections?

Sales objections are concerns or reservations that potential customers may have about a product or service being offered. These objections may be related to price, value, quality, or any number of other factors, and they can make it difficult for sales professionals to close a sale.

Objections are a natural part of the sales process, and it is the job of the sales professional to address these objections and overcome them in order to move the sales process forward.

Some common sales objections include concerns about cost, lack of need or interest, and competitors’ offers.

2. Are sales objections ever a good thing?

Sales objections can be a good thing, as they provide an opportunity for salespeople to better understand the customer’s concerns and address those concerns in a way that moves the sale forward.

By listening carefully to the customer and asking clarifying questions, salespeople can gather valuable information and use that information to tailor their response to the customer’s specific objections.

In addition, sales objections can provide valuable feedback that can help salespeople improve their sales techniques and strategies.

For example, if a customer raises an objection about the price of a product, the salesperson can use that feedback to develop a more compelling value proposition or to negotiate a more favorable price. By learning from customer objections, salespeople can improve their sales pitch and increase their chances of closing the sale.

Overall, sales objections can be a good thing because they provide an opportunity for salespeople to better understand the customer’s concerns and address those concerns in a way that moves the sale forward.

By listening carefully to the customer and using the information they provide, salespeople can improve their sales pitch and increase their chances of closing the sale.

Objection handling training

3. What is the difference between a stall and objection in sales?

A stall in the sales process typically refers to a moment when the conversation between the sales professional and the potential customer reaches a point where it seems to stop moving forward. This might happen because the customer is unsure about how to proceed, or because they are hesitant to make a decision. 

In contrast, an objection in the sales process typically refers to a specific concern or reservation that the potential customer has about the product or service being offered. This might be a concern about price, quality, or any number of other factors. 

The key difference between a stall and an objection is that an objection is a specific issue that the sales professional can address and attempt to overcome, while a stall is a more general lack of progress in the sales process.

4. What skills are involved in objection handling?

Objection handling involves a range of sales skills that are designed to help salespeople effectively respond to customer objections and move forward with the sale. Here are a few examples of skills that are involved in objection handling:

  1. Active listening: Effective objection handling involves being able to listen intently to the customer and understand their specific concerns. This requires salespeople to pay attention to what the customer is saying and to ask first open ended questions and then clarifying questions to gather more information.

  2. Empathy: Being able to empathize with the customer and understand their perspective is an important skill in objection handling. By being able to put themselves in the customer’s shoes, salespeople can better understand the customer’s concerns and provide a more effective response.

  3. Persuasion: Persuasion is an important skill in objection handling, as it involves being able to persuade the customer to overcome their objections and move forward with the sale. This requires salespeople to be able to articulate the value of the product or service and to convince the customer that it is the right solution for their needs.

  4. Conflict resolution: Objection handling often involves resolving conflicts or disagreements between the salesperson and the customer. This requires salespeople to be able to stay calm and composed, even in difficult or stressful situations, and to find creative solutions that address the customer’s concerns and move the sale forward.

Overall, objection handling involves a range of skills that are designed to help salespeople effectively respond to customer objections and move forward with the sale. By developing these skills, salespeople can improve their ability to handle objections and close deals more effectively.

objection haning training

5. Which part of the sales process receives the most sales objections

Sales objections often occur during the later stages of the selling process, when the customer is considering making a purchase. This is typically the point in the process where the customer has a good understanding of the product or service being offered and is weighing the pros and cons of making a purchase.

Objections can occur at any stage of the selling process, but they are most common during the following stages:

  1. Sales calls: More and more sales people are struggling to speak with the right person, establish trust, and address prospect’s objections at the very start of the sales cycle on outbound sales calls.  

  2. The presentation stage: During the presentation stage, the salesperson is typically showcasing the product or service and highlighting its key features and benefits. At this stage, the customer may have questions or objections about the product, its features, or its price.

  3. The handling objections stage: As the name suggests, this stage is specifically focused on addressing any objections that the customer may have. The salesperson will need to carefully listen to the customer’s concerns and provide specific responses to address those objections.

  4. The closing stage: The closing stage is when the salesperson is trying to persuade the customer to make a purchase. This is typically the most challenging part of the sales process, as the customer may have lingering doubts or concerns that need to be addressed before they are willing to make a decision.

Overall, the handling objections stage is where sales objections are most likely to occur, as this is the stage where the salesperson is specifically focused on addressing the customer’s concerns. However, objections can occur at any stage of the sales process, and it’s important for salespeople to be prepared to handle them at any time.

6. Are there different ways to handle objections in sales?

Yes, there are several different ways to handle objections in sales. Here are a few common approaches:

  1. Acknowledge the objection and validate the customer’s concerns: This approach involves acknowledging the customer’s concerns and showing them that you understand why they might have those objections. For example, you might say something like “I can understand why you might be hesitant about making a decision right now. Many people have similar concerns, and I’m here to help you understand why our product is the best solution for your needs.”

  2. Ask clarifying questions: Another approach is to ask the customer clarifying questions to better understand their objections and address their concerns. For example, you might ask, “Can you help me understand why you’re concerned about the price of our product?” or “What specifically about our product is causing you to have doubts?” By asking questions, you can gather more information and tailor your response to the customer’s specific objections.

  3. Address the objection directly: Another approach is to address the objection directly and provide a specific response to the customer’s concerns. For example, if the customer is concerned about the price of your product, you might respond by explaining the value that your product offers and how it can save them money in the long run.

  4. Use a trial close: A trial close is a technique where you ask the customer a question that moves them closer to making a decision, such as “Based on what you’ve told me, do you think our product is a good fit for your needs?” If the customer responds positively, you can use that momentum to move forward with the sale.

Ultimately, the best way to handle objections in sales will depend on the specific situation and the customer’s concerns. It’s important to listen carefully to the customer and tailor your response to their specific objections.

Sales Courses UK

7. Are sales objections real or a smokescreen?

Sales objections can be real or a smokescreen, depending on the situation and the customer’s motivations. In some cases, a customer may raise an objection because they genuinely have concerns or doubts about the product or service being offered. In these cases, the prospects objections are real and need to be addressed in order to move forward with the sale. In most cases a common objection is simply a request for more information to help the prospect move to the next stage of the buying process and make the right buying decision. 

However, in other cases, a customer may raise an objection or make a false statement as a way to stall or avoid being sold to. This can happen for a variety of reasons, such as if the customer is not fully convinced of the value of the product or if they are feeling pressured to make a decision. In these cases, the objections may be a smokescreen and not reflect the customer’s true concerns.

It’s important for salespeople to carefully listen to the customer and determine whether their objections are real or a smokescreen. If the objections are real, the salesperson can address them directly and provide specific responses to address the customer’s concerns. If the objections are a smokescreen, the salesperson can use various techniques, such as asking clarifying questions or using a trial close, to move the conversation forward and help the customer make a decision.

8. What are the most common sales objections?

There are many different sales objections that customers may raise, and the specific objections that a salesperson encounters will depend on the product or service being sold and the customer’s individual needs and concerns. However, there are some common objections that salespeople often encounter, including:

  1. The price is too high: Salespeople often receive price objections, especially if the product or service being offered is more expensive than the customer’s budget, or what they are used to paying.

  2. I need to think about it: This objection is often raised when the customer is unsure about making a decision and needs more time to consider their options.

  3. I’m not interested: This objection is often a polite way for the customer to say that they are not interested in making a purchase.

  4. I’m not ready to buy right now: This objection may be raised if the customer is not currently in a position to make a purchase, either because they are not ready or because they do not have the necessary funds.

  5. I’m happy with my current provider: This objection may be raised if the customer is satisfied with the product or service they are currently using and sees no reason to switch to a new provider.

Overall, objections can vary widely depending on the situation and the customer’s specific concerns. It’s important for salespeople to be prepared to handle a variety of objections and to tailor their response to the prospects concerns and objections.

9. How important is role plays in objection handling training?

Role-playing is an important part of sales objection handling training, as it provides an opportunity for salespeople to practice handling objections and develop their skills in a simulated environment. 

Role-playing can be especially useful for helping salespeople overcome common challenges and obstacles that they may face when handling objections. For example, role-playing can help salespeople practice staying calm and focused under pressure, or dealing with difficult or aggressive customers. 

In addition, role-playing can be a fun and engaging way to learn, which can help salespeople retain the information and skills they are learning. 

Overall, role-playing is an important part of sales objection handling training, as it provides an opportunity for salespeople to practice and develop their skills in a simulated environment. 

By role-playing different scenarios, salespeople can learn and experiment with different strategies and responses, and build the confidence and skills they need to handle objections effectively in real-life situations.

objection handling training

10. What sales topics are included in objection handling training

Sales objection handling training typically covers a range of topics related to effectively responding to prospects objections and moving forward with the sale. Here are a few examples of topics that might be covered in objection handling training:

  1. Common objections and how to respond to them: Sales objection handling training often covers common objections that salespeople may encounter, such as concerns about the price, the product’s features, or the customer’s readiness to make a purchase. The training will typically provide specific strategies and responses that salespeople can use to effectively address these objections and move forward with the sale.

  2. Listening and questioning skills: Effective objection handling involves being able to listen carefully to the customer and understand their specific concerns. Sales objection handling training will often cover listening and questioning skills that can help salespeople gather more information and tailor their response to the customer’s specific objections.

  3. Overcoming objections and closing the sale: The ultimate goal of objection handling is to overcome the customer’s objections and move forward with the sale. Sales objection handling training will often cover techniques and strategies that salespeople can use to persuade the customer to make a purchase, such as using a trial close or highlighting the value of the product or service.

Overall, sales objection handling training covers a range of topics that are designed to help sales reps effectively respond to customer objections and move forward with the sale. These topics can help salespeople develop the skills and strategies they need to handle objections and close deals more effectively.

11. Are their any sales objection handling games for training?

Interactive training games are an important part of your training course materials.  There are several sales objection handling games that can be used for training purposes. These games are designed to help sales reps practice handling common objections and develop the skills and strategies they need to effectively respond to customer concerns.

Here are a few examples of sales objection handling games that can be used for training:

  1. Role-playing: In this type of game, a sales rep can practice handling objections by role-playing different scenarios. For example, one salesperson can play the role of the customer and raise objections, while the other salesperson plays the role of the salesperson and responds to those objections. This type of game can help salespeople practice different strategies for handling objections and see how those strategies work in a simulated environment.

  2. Case studies: Case studies are real-life scenarios that salespeople can use to practice handling objections. For example, a case study might describe a situation where a customer raises an objection about the price of a product. The salesperson can then analyze the situation and come up with a response to address the customer’s concerns.

  3. Interactive workshops: Interactive workshops are sessions where salespeople can learn and practice handling objections through group activities and discussions. For example, a workshop might include activities where salespeople work in teams to brainstorm responses to common objections, or where they practice role-playing different scenarios.

Overall, sales objection handling games can be an effective way to train salespeople and help them develop the skills and strategies they need to effectively handle objections and move forward with the sale.

“A fantastic learning experience”

Amanda – Account Manager

Share this page

Iain Swanston

Author Bio

Iain Swanston has spent over 30 years in B2B sales selling, training and leading teams both domestically and internationally.  In addition he serves as an Associate at Strathclyde University Business School where he has delivered the sales content for the Masters in Entrepreneurship since 2015.

Related Posts