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Audio Learning

Handling Objections at Each Stage of the Process

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24m 58s
Language:  English
B2B sales experts share tips on how salespeople can identify and handle sales objections at each stage of the sales process.
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Sales objections are a fact of life in sales, yet most salespeople stumble with even the most basic objection handling techniques. As part of our Virtual Selling Series, in this episode we discuss how salespeople can identify and handle sales objections at each stage of the sales process. By the end of this episode, you will have learned the importance of understanding the timing and context of the objection, the 5 different types of objections and a simple framework for uncovering and handing the prospect’s real objections. We will also discuss a few tips and techniques to help you move the sale forward.

About the Author

B2B Sales Connections

Robert J. Weese and Susan A. Enns are a team with an outstanding record of success with over 60 years of combined sales, management, and executive level B2B experience. Published authors and internationally renowned sales experts, they have helped countless clients drastically improve their sales results. And they achieved all that while selling virtually, working from home offices.

Susan A. Enns

Susan is a founding partner of She has a proven track record of sales excellence over her 30 plus year career, including consecutively being the top sales rep in Canada, managing the top sales branch, and achieving outstanding sales growth in a national channel sales organization. A sales and management training expert, her work has been published in several locations numerous times and her books have sold on five separate continents.

A passionate community volunteer, and cancer survivor, Susan lives and works from Ottawa, Canada.

Robert J. Weese

Robert J. Weese is the co-founder of B2B Sales Connections Inc. He started his career as a radio broadcaster before moving into sales. He brings over 30 years of sales, management and training experience to his role helping salespeople achieve their revenue goals.

When you lead a struggling sales division from the brink of closing to over $7.4 million dollars in annual sales you can be confident, Robert knows how to engage customers and build sales.

When a client goes from less than 1% response rate for their lead generation messages to over 20% you know the new messaging was effective
If your average sale value increase by 20% and your closing rate doubles, you’re learning valuable skills.

When you repeat this kind of growth many times for clients in different industries you know Robert has a developed a winning formula.