One of the leading sales training topics is “handling objections”. In this part, we discuss potential scenarios where the customer would come up with some arguments for not buying the product or the proposed service. And we teach the salesperson how to handle such situations and come up with additional arguments and explanations to convince the customer.
Firstly, I was curious whether customers/buyers were trained to develop objections. I always had a hard time understanding that part. Why would they even keep talking to the salesperson if they had valid objections for not buying?
Learning for Performance 