In the United States, 'Sales Objection Handling' refers to the practice of addressing and overcoming objections or concerns that prospective customers may have during the sales process. These objections can be related to price, product or service quality, competition, delivery time, product features, among other aspects. The goal of objection handling is to turn the customer's doubts or concerns into an opportunity to effectively close the sale.
The objection handling process typically involves the following steps:
Objection handling is a crucial skill in sales in the United States and many other places. It helps build strong customer relationships, overcome common obstacles in the sales process, and increase conversion rates. Successful salespeople are able to quickly identify objections and address them professionally and persuasively to achieve successful sales closures.
The Sales Glossary is a compendium of all the most commonly used terminology in sales strategy. Many of the concepts listed here are used when implementing a CRM system or a digital sales funnel, no matter if they are legacy systems or an online CRM. See also our blog that deals with sales techniques, marketing and sales culture.