Objection Handling 101
Listen
Empathize
Explore
Address
Validate
Ask them to explain their objectionTake it seriouslyDon’t scoff or contradict them
Show that you recognize and accept their concernConfirm that some current services have had similar concerns in the past
Understand the objection by asking questionsDrill down to uncover the real area of concernCapture details and inform you will look into it
Speak to the value of shared platform and ease of configuration to address functionality concernsSpeak on how your team has overcome similar issues in the pastOffer to schedule a 60 minute in depth review with ServiceNow
Provide follow up informationConfirm you have addressed the objectionSchedule follow-up action as required
Additional Tips & Tricks fromwww.Changingminds.orghttp://changingminds.org/disciplines/sales/objection/objection_handling.htm
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