Overcome the customer’s objections.

Overcoming objections should include

• differentiating between objection and excuse
• addressing the concerns of the customer about the product or service being offered for sale
• discovering more information about the customer’s needs and wants
• using customer feedback to turn objections into selling points. 

Process/Skill Questions:

• What tools can a salesperson use to anticipate customer product objections?
• What is the difference between an objection and an excuse?
• Why is it important for the salesperson to view the customer’s objections from the customer’s perspective?
• How does product knowledge assist with handling customer objections?
• How can a salesperson overcome customer objections without appearing pushy or argumentative?
• What are some common objection categories?