Effective handling of sales objections refers to the ability of a salesperson to understand and address the concerns or objections raised by a prospective customer during a sales pitch or presentation, with the aim of resolving the customer's doubts, building trust and rapport, and ultimately closing the sale.
Objection handling involves active listening, empathizing with the customer, providing relevant information, highlighting the benefits of the product or service, addressing the customer's concerns and objections with relevant solutions, and confirming the customer's agreement. Effective handling of sales objections can lead to increased sales, customer satisfaction, and retention.
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.