Handling Objections - 207

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: [email protected] DM us on Twitter  Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or [email protected] Invest in a Catalyst Sale course - self directed. Find our courses here  Hire us as a consultant/advisor within your team or organization  Thank You  Please send listener questions and feedback to [email protected] or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit