Companies often call this ‘objection handling’. It’s saying we need to ‘handle’ an objection. The implication is that objections are negative.
I’m all for turning this on its head. Firstly my sessions are called ‘Welcoming Objections’
Lets face it- the client is thinking it whether or not they are telling us. We need to make it so easy for them to tell us their challenges so that we can better understand them. We should not be in a tennis match where for every ‘objection’ we, the seller, have an ‘answer’ this is not healthy and of course it stops them telling us all their objections. This is one of my favorite sessions for clients ‘light bulb’ moments and completely unraveling their understanding on objections. Email me if you want more information.