What is Objection Handling?
Objection handling is the skill of addressing a prospect's concerns, doubts, or pushback during the sales process. Common objections fall into four categories: price, timing, need, and trust.
The Most Common B2B Objections
- "It's too expensive" → Price objection
- "We're not ready right now" → Timing objection
- "We already have a solution" → Need objection
- "I need to check with my team" → Authority/trust objection
- "Send me some information" → Polite brush-off
Proven Frameworks
- LAER: Listen, Acknowledge, Explore, Respond
- Feel-Felt-Found: "I understand how you feel. Others have felt the same way. What they found was..."
- Isolate and Address: "Other than that, is there anything else preventing us from moving forward?"
Why Objection Handling Matters
Research shows that 44% of sales reps give up after one objection, yet 80% of sales require 5+ follow-ups. The ability to handle objections is what separates top performers from average reps.
Common Mistakes
- Getting defensive or argumentative
- Responding with features instead of outcomes
- Not acknowledging the prospect's concern before responding
How FlowStrata Handles Objections
FlowStrata's reply management team handles initial objections in email and LinkedIn conversations using proven frameworks, warming up prospects before they reach your sales team. We turn "not interested" into "tell me more" at a rate of 12-18% through skilled objection handling.