The Overcoming Objections stage is about listening to the prospect’s concerns about the product or service after they have some knowledge of it. For example, they may say “It doesn’t do this” or “it is more than I have budgeted” and “I don’t like the way it handles this issue”. The role of the sales person is to overcome or minimalise those problems.
Of course, not all objections need to be overcome. If your competitors have the same limitations or would fail to meet the prospect’s other more important requirements.
Here are some typical objections and some solutions to overcoming them: