Christian PolkYour Friendly Neighborhood Sales Trainer

Don't let them get to the BUT... in Objection Handling

5 Dec 2024

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Short excerpt from a sales-training talk about objection handling. The speaker emphasizes controlling the conversation by directing what prospects talk about and asking follow-up questions quickly so their thinking follows the speaker's framing. The tactic includes moving immediately to the next question after the prospect gives a substantive answer.

The biggest thing is I would want you to take away is when you're in objection handling, you don't let them get to the. But what I mean by that is I and especially in objection handling, I'm going to start to direct what they talk about, which is going to direct what they think about. So it's like, you know, if you had definitely full of cash, like, would you do it? Yes. Why? Oh, because, you know, I could definitely see the value, blah, blah, blah. And then, like, once they give me like, a good chunk of an answer, I'm already into my next question.