Christian PolkYour Friendly Neighborhood Sales Trainer

The ONE Thing That's Killing Your Objection Handling

31 Jan 2025

Watch on YouTube

A short instructional segment from a YouTube video about objection handling. The speaker advises against using phrases like "yeah, but," recommends using questions to surface prospects' thinking and to bridge into reframes, and emphasizes staying calm, avoiding taking objections personally, and never sounding condescending.

When you are in objection handling, do not be saying, yeah, but. The yeah, but is meaning that we're in a argument where it's like, oh, yeah, I can see where you're coming from. Or potentially, can I share a perspective? And then we want to bridge into a reframe. We need to ask some questions to get them to articulate and get them to change their position or cause doubt in the way that they're making the decisions right now. Let's get on the same side of the table. We can't get flustered. We can't get angry, take it personally. Any of that will in objection handling, and definitely, definitely, definitely not get condescending.