Handling Objections

In this episode, Mike and Jody discuss a listener tip regarding objection handling. We bounce around a bit on this one, but ultimately bring it home with some practical thoughts on objection handling.

TLDR - ask questions, gain context, don't react.

Questions Answered:

• Do objection handling documents work?
• Can you build out questions on an objection handling sheet?

Key Takeaways:

• Objection handling documents can work if you are not just reading off of a script.
• These documents can help with alignment within an organization.
• When dealing with a pricing objection, ask "from what perspective?"
• Don't interrogate customers, but work to gather a bit more information.
• If you guess, you only have one chance of guessing right.
• Rather than answer the objection immediately, take a pause and ask one question.
• Account plans are a useful tool - You can listen to our account planning podcast here

Show Links:

www.jodymaberry.com

https://catalystsale.com

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• [email protected]
• DM us on Twitter

Work With Catalyst Sale:

• Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or [email protected]
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Thank You

Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn.

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.

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