Sales is tedious work where mostly we are met with an instant No. This is not new, instead this is what everyone signs up for. Objection, or refusal to buy is an inevitable threat that businesses have known to deal with in various ways. Some use script, some use counter measures and some even use tools to monitor the response. But today we will tell you the easiest and probably the most painless way to handle an objection the right way.

The objection refers to the refusal to buy a product. Most companies have something that they need to sell, whether it be food, automobiles, subscriptions or even future prospects. The sales team uses those products and aims at closing a particular number of sales every month. Meaning Objection Handling means the way to handle that very same objection, and reduce the sales cycle per customer. In short, it looks something like this:

1. Shorter Sales Cycles: The longer the call goes on, the more frustrated the customer becomes and the deal meets and ends. The objection handling uses a 360 degree method by reducing the call time, and maximizing the resolution to close the deal.

2. Higher Conversion Rates: When the customer is heard properly, instead of bombarded with advertisements, they feel relieved. This leads to a better conversion ratio and praise from the higher ups..

3. Improved Relationships: This is a direct result of the second point, where the happier the customer is, the better the relationship also becomes. And if you are lucky, a failed conversion with a good relationship can turn that No into a yes.

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Download our free objection handling template and start closing deals like no tomorrow. Our template is both easy to use and comes with an example subsheet so it is quicker to understand. The main sections are as follows:

1. Objection Category

2. Specific Objection

3. Why it Happens

4. Suggested Response

5. Supporting Proof / Resource

Here are five pro tips to close deals faster than ever:

1. Anticipate objections: Always do your homework and come up with answers before the objection even starts. 

2. Don’t argue: Argument is the final sign that the deal has failed. So always avoid that, and try to understand what the customer wants. Forcing a spoon on someone's face will always make them angry.

3. Practice active listening: Again, listen to everything that the customer has to say. It won’t be pleasing all the time, sometimes they may also start cussing. But that’s all part of the game.

4. Use storytelling: Give examples that exist, not something that just popped from ChatGPT. Real world storytelling approaches will always yield good results.

5. Always follow up: A No today can turn into a Yes tomorrow. So always take constructive feedback, and add it to your personal note.

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Objections are neither ear pleasing nor something anyone loves. It goes both ways, when a customer gets his objection in the form of refusal to stop the annoying calls, that creates a bad image for the brand. That’s why objection handling deals with it by not keeping the call longer. Because if three minutes wasn’t enough, thirty won’t be either.

Frequently Asked Questions

Q1. What is the main reason for failed objection handling?

Ans. The most obvious one is the lack of control over one's communication skills. Look, it’s all about how to redirect a refusal towards your way. Some employees may get irritated and start talking defensively or inadequately, which breaks trust, and in the end, the deal as well. 

Q2. How to train my team to handle objections?

Ans. You can use our tools to stimulate live customers to your call center branch, and help them understand how to deal with different personalities on different occasions. It is work afterall, and the more they do the better they get. 

Q3. What if No persists even after a good objection handling?

Ans. Always respect the decision of your customer, take quick feedback and immediately move onto the next call. Not all calls can turn into a customer, and knowing that is the most important part.

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Q4. How to know when to let go of a customer?

Ans. If the conversation is at a standstill, and the customer refuses to settle, it’s time to let go. Again, respect their decision and don’t be a nuisance. Some No’s can turn into a yes later on, and some No’s never change, always keep that in mind.

Q5. Can objection handling really help in shortening the sales cycle?

Ans. Yes, objection handling is a full proof plan that works outside of the script, allowing the call center employees to have more strategies on their hands. Afterall, the fundamental is to close a deal faster than stick and not let go.

Sources

1. Objection Handling: 44 Common Sales Objections & How to Respond

2. 7 Winning Steps for Effective Objection Handling | Salesforce

3. Objection Handling for 2025: Steps, Tips and Script

4. 4 Steps to Overcoming Sales Objections

5. Objection handling: 10 steps to turn 'no' into 'yes' | Outreach