How to Implement the 8-Step Objection Handling Process

Download My Free Objection Handling & Closing Checklist

Hey, what's up everyone? This is Jonathan, and today I’m diving deep into one of the most crucial aspects of sales—handling objections.

If you’ve ever been stuck when someone says, “Let me think about it,” or “I’m not sure,” this article is for you! I’ll be breaking down Greg Gomez’s 8-step objection handling process, and trust me, this strategy is a game-changer.*

Why Objection Handling Matters


Objections are part of every sales process. 

They're not a sign of rejection but an opportunity to understand your potential client's concerns better. 

In fact, how well you handle objections often determines whether you'll close the deal or not.

Step 1: Acknowledge the Objection

 
The first step in handling objections is acknowledgment. 

When someone brings up a concern, it's vital to show them that you understand where they’re coming from. 

For example, saying something like, 

“I completely understand why you feel that way” instantly disarms the person and opens the door for a solution.

Why This Works:

 
It shows empathy, which is essential for building trust. 

The prospect feels heard, and you’re laying the foundation for addressing their concerns.


Step 2: The Takeaway

 
Next, use the takeaway technique. Let them know that whatever you're offering isn’t mandatory. You can say something like, “You don’t have to take this offer, no pressure.”

This shows them that you're not desperate to make the sale, which makes you more trustworthy.

Pro Tip:

 
This creates an environment where the prospect feels free to explore the opportunity without feeling coerced.



Step 3: Reignite Interest

 
After acknowledging the objection, remind them of their initial interest. 

Something along the lines of, “Earlier, you seemed really excited about achieving XYZ goal. 

Is that still true?”

 This encourages them to refocus on the bigger picture—the benefits they were excited about.


Step 4: Set the Objection Aside

 
Now, here’s where things get interesting. 

Tell your prospect, “Let’s assume I can help you solve that problem. Would anything else hold you back from getting started?” 

By setting the first objection aside, you make room to uncover additional concerns.


Step 5: Isolate Additional Objections

 
Once the initial objection is set aside, ask if anything else is stopping them from making a decision. 

This gives you a clearer view of what might still be bothering them and allows you to address all concerns upfront.

Key Takeaway:

 
The goal is to tackle every possible hurdle before you move to close the sale.

Step 6: Repeat and Confirm

 
Now that you have their objections on the table, repeat their concerns back to them to ensure you’ve understood them correctly. This reassures the prospect that you’re actively listening and genuinely want to help.


Step 7: Reassure and Clarify

 
At this stage, you want to clarify how your solution will resolve their concerns. 

Ask, “If I can take care of those issues, would you be ready to move forward today?” 

This helps the prospect focus on the solution and not the problem.


Step 8: Close with Confidence

 
Finally, if they’ve agreed to move forward, it's time to close the sale. 

But here’s the trick—ask in a soft, non-threatening way. 

For example, “How would you like your name to appear on the paperwork?” 

By making it about the next step rather than the sale itself, you make the decision easier for them.


Wrapping It Up

The 8-step objection handling process is all about guiding the prospect through their concerns in a structured, empathetic way. Once you master this, handling objections becomes second nature, and you’ll find closing deals much more straightforward.

Download My Free Objection Handling & Closing Checklist

Stop leaving money on the table! Equip yourself with "The Ultimate Sales, Objection Handling, and Closing Checklist" and turn hesitant prospects into loyal customers. 

This powerful resource tackles the three crucial phases of the sales cycle, ensuring you navigate objections smoothly and confidently secure the sale.

Master Objection Handling: Sales objections are inevitable, but they don't have to be roadblocks. The checklist equips you with effective strategies to address common concerns like budget constraints or lack of urgency.

Learn how to listen actively, understand the root of the objection, and provide clear, value-driven responses that turn objections into opportunities.
Close Deals with Confidence: The closing phase can be nerve-wracking, but with the checklist as your guide, you'll approach it with a strategic plan.

Discover proven closing techniques that nudge prospects towards a positive decision. These tactics will help you identify buying signals, handle last-minute hesitations, and confidently secure the sale.
Boost Your Sales Performance: By streamlining your sales process and mastering objection handling, you'll see a dramatic improvement in your closing rates.

 The checklist empowers you to convert more leads into sales, dramatically increasing your revenue and propelling your business forward.

Don't miss out on this valuable resource – invest in "The Ultimate Sales, Objection Handling, and Closing Checklist" today and unlock your full sales potential!


Stop letting sales objections derail your deals

Download my free Sales, Objection Handling & Closing checklist Checklist for Businesses & Content Creators: Address Common Objections & Close Sales! - https://jonathancoates.net/selling-checklist/

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Jonathan Coates
Jonathan Coates

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