The best salespeople know that an objection from a prospective customer is an opportunity. It is a clear sign that the prospect is giving your product or service consideration and may be on the verge of buying.The best salespeople are “expert” at handling objections. As an example, let’s say you are a Realtor and your prospects tell you that the price of the house they are most interested in is too high. You ask questions to better clarify the full concern, share understanding, rephrase the objection to price as a question and offer a justification for the higher price based on other identified needs. The prospect agrees, you begin closing the sale.

Yeah, well, easy for you, but I was horrible when I was just starting out.

Complete your profile to continue reading and get FREE access to, part of your ALM digital membership.

Your access to unlimited content isn’t changing.
Once you are an ALM digital member, you’ll receive:

  • Critical information including cutting edge post-reform success strategies, access to educational webcasts and videos, resources from industry leaders, and informative Newsletters.
  • Exclusive discounts on ALM, BenefitsPRO magazine and events.
  • Access to other award-winning ALM websites including and

Already have an account?


© 2023 ALM Global, LLC, All Rights Reserved. Request academic re-use from All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.



Join BenefitsPRO

Don’t miss crucial news and insights you need to navigate the shifting employee benefits industry. Join now!

  • Unlimited access to - your roadmap to thriving in a disrupted environment
  • Access to other award-winning ALM websites including and
  • Exclusive discounts on and ALM events.

Already have an account? Sign In Now
Join BenefitsPRO

Copyright © 2023 ALM Global, LLC. All Rights Reserved.