// Sales
Objection Handling
The rep skill of surfacing, acknowledging and resolving buyer concerns without becoming defensive.
In depth
Modern methodologies (Sandler, Challenger) treat objections as information: an unspoken objection is far more dangerous than a stated one. Best-in-class enablement teams maintain a live objection library keyed to call recordings.
Related terms
Sandler Selling
A submarine-model methodology built around upfront contracts, pain funnel and 'no' being an acceptable answer.
Challenger Sale
CEB's 2011 research: complex-sale winners Teach, Tailor and Take Control, they reframe the buyer's worldview.
Sales Enablement
The function that equips reps with the training, content, tooling and process to sell effectively.