Handling Objections to the Sale [Sales Process Part 7 of 9]

The video tutorial emphasizes the importance of handling objections in sales. It introduces the concept of 'emptying the hopper' by addressing all objections to remove barriers to purchase. The tutorial categorizes objections into known, likely, and unknown, and suggests preparing for the first two. It highlights the 'feel, felt, found' framework and the use of third-party validation to enhance credibility. The tutorial advises maintaining a positive attitude, inviting objections, and using reference stories. It concludes with tips on remaining courteous and not criticizing competitors.

What is the golden rule with objections?

How should you handle objections when they arise?

What are the three types of objections mentioned?

What should you do if the prospect is not happy with your response?

What is the feel, felt, found framework?

Why is third-party validation important in handling objections?

How should you react to tough objections?