Share How do you Overcome Sales Objections? | Sales Psychology

Copy link

March 18, 2025

How do you Overcome Sales Objections? | Sales Psychology

13 minutes

In this podcast, Mark Dolan explores the concept of objections in sales, emphasizing that they should be viewed as opportunities rather than roadblocks. He discusses the psychology behind objections, common objections salespeople face, and effective strategies for handling them. We will discuss a structured framework for addressing objections and highlights the importance of mindset and practice in mastering sales techniques.

Most people dread objections, but they are opportunities.

Objections are often about fear, uncertainty, or lack of trust.

Emotional objections require different handling than logical ones.

Shift focus from price to value when addressing cost concerns.

Encourage clients to vocalize their hesitations to overcome them.

Involve all decision-makers in the sales process when possible.

Active listening is crucial when handling objections.

Respond with value to shift the client's perspective.

Practice objection handling to build confidence and effectiveness.

Objections are invitations to educate and build trust.

Today's show Sponsors:

Cassie Winterowd at M5 Financial (858) 999-1778