The Audible-Ready Sales Podcast Three Tactics for Handling Objections
Oct 1, 2024
Antonella O'Day, a renowned sales expert, shares her insights on objection handling. She emphasizes viewing objections as opportunities to build trust rather than hurdles. Antonella presents a three-step approach: First, actively listen to acknowledge customer concerns. Second, ask discovery questions to uncover the underlying motivations behind objections. Finally, she teaches how to reframe the conversation to highlight value, especially when addressing price-related issues. Tune in for practical tactics to enhance your sales conversations!
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Objections Are Opportunities Not Barriers
- View objections as opportunities to learn about the customer's mindset and motivations.
- Treating objections as barriers harms your approach and the customer's engagement.
Stay Calm And Gather Information
- Don't get emotional, defensive, or rush to overcome an objection immediately.
- Use the customer's anchor as a chance to better understand them instead of reacting.
Acknowledge First, Then Engage
- Show you hear the objection by listening and acknowledging the customer's concern with empathy.
- Avoid talking over them or steering away from the issue so you can uncover the root cause.