An objection is a concern or issue clearly voiced by the prospect as a reason why they can't buy a product or service from you.
In other words, it’s a certain barrier or roadblock that prevents the prospects from making a purchase. Some of the most popular objections regard the price or budget, competitors, value, or timing.
Objection handling means responding to and alleviating those concerns to convince the prospect to buy from you.
- LAIR is a popular model for overcoming sales objections. This is the acronym that stands for Listen, Acknowledge, Identify the objection, Reverse the objection.
- LAARC, which stands for Listen, Acknowledge, Assess, Respond, Confirm, is another method for handling sales objections.