Time to push it over the line….

Objection handling

Step 3 

Consider this structure and then relate it to the video demonstration on the right.

1. Actively listen
2. Ask questions about their objections (and summarise back)
3. Check if there are any other objections – “Is there anything else preventing us from moving forward?”
4. Test commitment
5. Answer the objection
6. Check your answer with the customer
7. Confirm the way ahead

Task

• Working with a friend, practise the objection handling sequence. Rotate roles until you are comfortable with the sequence.