Catalyst Sale Podcast: Sales Training | Sales Strategy | B2b | Selling | Marketing

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: www.jodymaberry.com https://catalystsale.com Submit Listener Questions To: podcast@cataly