Handling Objections Collaboratively

Handling Objections Collaboratively

1. Cushion
Acknowledge that you’ve heard your client’s objection and empathize.

2. Clarify
Ask probing questions to clarify their real concern.

3. Restate
Restate what you’ve heard so the client can confirm you’re responding to the right objection.

4. Respond
Depending on the objection, you might use facts, case studies, communicating value, or showing proven results.

5. Trial Close
Find out whether there is still resistance