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

Objections are common in the sales process. A number of sales training companies offer best practices in handling objections and ways to avoid objections.  Sometimes it is important to raise the objection.   Common objections include price, influence, time, budget, competitive capabilities.  Sometimes the objection is less common.  Even worse, the objection might be silent.   Mike & I share our approach when it comes to objection handling, how we have trained our teams to handle the objection, and the mistakes you will want to avoid. Humanize the process, continue to provide value, and don't answer your objections with a list of information your client/prospect can pull out of the FAQs.  If someone tells you that "every objection can be overcome" they are probably selling you on some "technique", and not the process.   Roleplay and game planning should play an important role in your objection handling approach.  As we have said before (Ben Franklin) - failure to plan is a plan to fail. Assumptions lay a q