Handling Objections - 207


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By Jody Maberry and Mike Simmons. Discovered by Player FM and our community — copyright is owned by the publisher, not Player FM, and audio is streamed directly from their servers. Hit the Subscribe button to track updates in Player FM, or paste the feed URL into other podcast apps.

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:



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Thank You

Please send listener questions and feedback to hello@catalystsale.com 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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