objection handling
Addressing buyer concerns
Objection handling is a sales technique for responding to a prospect's concerns or resistance.
When a potential buyer raises doubts about price, timing, or need, the salesperson addresses them rather than abandoning the pitch: The training covered objection handling for common pushbacks like "it's too expensive" or "I need to think about it".
The term appears in sales manuals, CRM software, and business coaching.
- rebuttalFormal response disputing claims
- empathySharing another's emotions
- counterargumentPoint challenging another's position
- paraphrasingRestating in new words
- clarityState of being understandable
trust-building · closing techniques · reframe · compromise · hesitation · storytelling · rapport building · acknowledge · persuasion · reassurance · pain points · emotional intelligence · cognitive biases · value proposition · active listening · assertiveness · refute · sales resistance
- salessale, sales, selling, salesperson, salesman
- sales tacticsupselling, cross-selling, hard sell, soft sell, high pressure
- legal skillslegal research, legal writing, legal reasoning, legal analysis, legal ethics
- Sales Presentationpitch deck, pitch, elevator pitch, sales pitch, demo
- trial tacticscross-examination, opening statement, closing argument, jury selection, impeachment
- commercetrade, banking, merchant, imports, sales
objection handlingstonewalling
Deliberately refusing to respond
deflection · avoidance · turning a deaf ear · denial · willful ignorance
objection handlinghard sell
Aggressive sales approach
steamrolling · bulldozing · monologue · lecturing · talking at