In this episode of Sales Reinvented, Tim Wackel shares his tried-and-true strategies for navigating objections with confidence. He walks us through common mistakes salespeople make, emphasizing the importance of understanding where objections come from and responding thoughtfully rather than defensively.

Tim breaks down his three-step approach—Understand, Play Back, and Connect—highlighting how to align with the prospect by showing empathy, gaining clarity, and building trust. Listen in to learn how to turn objections into opportunities for connection and build stronger customer relationships in the process.

Outline of This Episode

[0:46] Common types of objections salespeople face
[1:38] The biggest mistakes salespeople make with objections
[3:00] How Tim responds to objections
[4:10] The role of empathy in objection-handling
[5:53] How to handle objections with confidence
[7:12] Tim’s top objection-handling dos and don’ts
[8:54] Don’t get ahead of yourself
[10:22] Handling a well-founded sales objection

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Objection-Handling: Understand, Play Back, and Connect with Tim Wackel, Ep #434