Glossary
Objection
A concern or question raised by the prospect.
An objection is a barrier to closing a sale. It’s raised in the form of a statement, concern or question by the prospect.
All objections need to be handled but shouldn’t be taken at face value. You need to investigate with follow-up questions that isolate the real issue. The prospect’s first statement may just be the tip of the iceberg.
For example, “we’re too busy right now” is an objection. But that could mean there’s no budget left, or they don’t see enough value to prioritize, or a timeline issue. When you hear an objection, first figure out the core issue with follow-up questions and then work to resolve the objection before moving forward.
All objections need to be handled but shouldn’t be taken at face value. You need to investigate with follow-up questions that isolate the real issue. The prospect’s first statement may just be the tip of the iceberg.
For example, “we’re too busy right now” is an objection. But that could mean there’s no budget left, or they don’t see enough value to prioritize, or a timeline issue. When you hear an objection, first figure out the core issue with follow-up questions and then work to resolve the objection before moving forward.