Your customer may raise an objection at any point during the sales process, and there is an infinite number of objections a customer may propose. In this episode, Antonella O’Day discusses the mindset salespeople need to handle objections, and she explains three tactics sellers can apply to successfully deal with them. These tactics are:

• Showing the customer that you hear their objection.
• Understanding the customer’s why.
• Reframing the customer’s objection.

Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• Objection Handling | Ascender Course
• Deepen Your Discovery | Ascender Course
• Key Ways to Prepare for Customer Anchors in Sales Negotiations
• Turn Skepticism Into Opportunity | Ascender Article
• Hesitant Buyers and Price Objections | Ascender Video

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