Objection Handling

The skill of responding to a prospect's concerns, price, timing, risk, competitors, in a way that addresses the real worry and keeps the deal moving.

Why it matters

Objections are a normal, even useful part of selling, they surface what actually stands between the prospect and yes. Handling them with genuine answers rather than pressure is what separates good selling from pushy selling.

For example

When a prospect says 'you are too expensive', the rep reframes the cost against the 20 lakh a year the tool saves them, turning the objection into the reason to buy.

Go deeper

How to Use the Ledge Technique for Sales Objection Handling | Ask Jeb Sales Gravy (YouTube) · article Watching someone actually take a beat and respond beats reading about it, and the ledge technique is exactly the anti-freeze move: when the price question lands, you pause, say a calming holding line, then answer instead of blurting or discounting. Blount demos the rhythm of staying composed under a hard question, which is the real skill here. A starting point for building the reflex, then practice it on low-stakes calls. Watch on YouTube youtube.com →

Related terms

Also in Starting Up

See how founders actually handle this on Getting your first customers, part of the Starting Up hub.

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