The 3-Step Framework to Handle Any Objection (Full Objection Handling Course)

About this Video

• Video Title: The 3-Step Framework to Handle Any Objection (Full Objection Handling Course)
• Channel: Sell Better
• Speakers: Jason Bay
• Duration: 00:20:15

Introduction

This video presents a comprehensive course on objection handling in sales. The main focus is a three-step framework (EVO: Empathize, Validate, Offer) designed to disarm prospects and encourage honest engagement, ultimately leading to more successful sales conversations. The course also addresses common mistakes in objection handling.

Key Takeaways

1. Three Common Objection Handling Mistakes: Responding with monologues, handling the wrong objection, and attacking with logic.
2. The EVO Framework: A three-step process: Empathize (acknowledge the prospect's feelings), Validate (show understanding of their perspective), and Offer (propose a smaller, more digestible next step like continuing the conversation).
3. Two Types of Objections: Interruption-based objections (e.g., "not interested," "busy") and value-based objections (e.g., "already have a solution").
4. Handling Interruption-Based Objections: Acknowledge the interruption, then ask for an opportunity to explain the reason for the call.
5. Handling Value-Based Objections: Highlight the value of insights from similar customer success stories rather than focusing solely on the product. Use a "who, what, how" framework to structure concise customer stories.