Handling objections is a critical step in the sales process. It involves the salesperson carefully seeking out, discovering, clarifying, and overcoming the customer’s objections to the purchase (e.g., price, features, brand trust).
Effective objection handling requires the salesperson to view the objection not as an attack but as an opportunity to further communicate and understand the customer’s needs. Successfully overcoming objections requires active listening, empathy, and providing evidence or additional value to dispel the buyer’s doubts.
