Sales objections, often centered around price or perceived overselling, can trip up even the most seasoned sales professionals. Kendra Lee emphasizes the importance of listening without rushing to respond, allowing salespeople to truly understand whether they’re addressing a real concern or simply a misunderstanding.

In this episode, she explains how to use thoughtful questions to uncover the prospect’s true motivations without setting “traps.” Building trust is key, as is showing prospects that their best interests are at the heart of the conversation. Tune in to learn Kendra’s top strategies for confidently addressing objections with empathy and skill.

Outline of This Episode

[0:45] The most common objections salespeople face
[1:50] The biggest mistake salespeople make
[3:29] Kendra’s strategy for responding to objections
[5:05] The role of empathy in handling objections
[6:58] How to handle objections with confidence
[9:02] Kendra’s top 3 objection handling dos and don’ts
[10:29] Overcoming a price and scope objection

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Kendra Lee’s Guide to Overcoming Price Objections, Ep #436