Handling Objections

About Handling Objections: The basics of objections — how to differentiate them from questions and buying signals, the role of preparation, and the benefits of handling objections well
How to Handle Objections: An introduction to a five-stage method for resolving a Customer's objections and concerns.
Recognizing and Dealing with Types of Objections, Part 1: Introduces six types of objections, and thoroughly explores how to recognize and handle three of these types: Timing, Need, and Competitor.
Recognizing and Dealing with Types of Objections, Part 2: A thorough exploration of how to recognize and handle three more types of objections: Price, Authority, and Risk.
Building Your Experience: Steps to take to become proficient at recognizing and handling objections, including what not to do, and when to walk away.
Practice Makes Perfect: Some practice examples to help salespeople to reinforce choosing the best questions and responses to the six types of objections.