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3 Effective Selling Skills to Handle Sales Objections Like a Top Sales

22/05/2025 Selling Skills

In sales, customers often hesitate before making a purchase and may raise concerns or questions. These concerns are called "sales objections." Objections happen when customers feel unclear, disagree, or have doubts about your proposal. Handling objections is an unavoidable part of the sales process. By understanding and addressing these objections properly, you can ease their concerns and significantly increase your chances of closing the deal. Below, we’ll explain what objections are, why they happen, and how to handle them effectively. Let’s turn customer doubts into opportunities!


Are Objections a Good Thing?

When customers raise objections, it usually means they’re interested in your product or service. If they had no interest at all, they wouldn’t bother to raise any concerns. The key to handling objections is to uncover their concerns, build trust, and guide them toward making a purchase.


Why Do Objections Happen?

Customers usually object for these three main reasons:

1. Price Objections

Customers may feel the price is too high or doesn’t fit within their budget:

  • “It’s too expensive.” They feel it’s above their expected price or market average.
  • “It’s not worth it.” They don’t see the value behind the price.

How to solve it: Focus on the product’s value, long-term benefits, or hidden advantages. Make them feel the product is “worth every penny.”


2. Product Objections

Customers may doubt whether the product can meet their needs or expectations:

  • “What if I buy the wrong thing?” They worry it won’t be suitable or have enough features.
  • “Is the quality good enough?” They’re unsure about durability or performance.

How to solve it: Explain the product’s features, benefits, and where it fits best. Share examples or reviews to boost their confidence.


3. Trust Objections

Customers may have doubts about your brand, service, or the safety of the transaction:

  • “I don’t know this brand.” They haven’t developed trust in your company yet.
  • “What if I can’t return it?” They are concerned about after-sales policies or support.

How to solve it: Use customer reviews, success stories, or testimonials to build trust. Clearly explain your guarantees and after-sales support to reduce their worries.


Three Big Mistakes When Handling Objections

Avoid these common mistakes when addressing customer concerns:

  1. Fighting (Arguing)
    Arguing with customers will make them feel offended or disrespected, and they’ll likely stop buying.
  2. Avoiding (Ignoring)
    Ignoring their concerns will leave doubts unresolved, further breaking their trust.
  3. Guessing (Random Answers)
    Giving quick, unthoughtful answers may miss their real concerns, which can make the problem worse.

3 Techniques to Handle Objections

1. Yes… And

This method acknowledges the customer’s feelings and adds extra information to explain. It avoids conflict while highlighting the product’s value.

Example:
Customer: “Your price is too high.”
Salesperson: “Yes, our price is higher than some brands, and that’s because we offer better quality and a longer warranty.”

This technique prevents arguments and helps the customer see the product’s worth.


2. Feel-Felt-Found

This technique uses empathy and examples to address concerns:

  • Feel: Show you understand their concerns.
  • Felt: Share that other customers felt the same way.
  • Found: Explain how those customers realized the concern wasn’t an issue.

Example:
Customer: “This phone’s screen looks too big. It seems inconvenient to use.”
Salesperson: “I understand how you feel. Some other customers felt the same way before buying it. But they found that even with the larger size, it fits easily in pockets, and the big screen is perfect for watching videos and gaming. They ended up loving it!”

This technique builds trust by showing others have faced and resolved similar concerns.


3. Boomerang

This method turns the customer’s question back to them, encouraging them to clarify their needs. Use this only after building some trust, as it might otherwise feel like you’re questioning them.

Example:
Customer: “This jacket is expensive.”
Salesperson: “When choosing a jacket, besides price, what other factors are important to you? For example, material, quality, or brand?”

This not only helps customers better understand their own needs but also allows you to highlight the product’s value beyond just the price.


Sales objections aren’t something to fear. In fact, they show that the customer is interested in your product. The key is to understand their concerns and use professional techniques to turn doubts into opportunities. Successfully handling objections can increase your chances of closing the deal and show customers your professionalism and dedication. With the right skills and patience, every step of the sales process can bring you closer to success!

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