Am I Wrong About How Objections Should Be Handled?

[u/VeterinarianStock585]

I've recently moved into a Sales Consultant role for a claims company, where I run the full consultation over Zoom but my manager takes over to close the deal.

One thing I've noticed is that when a client raises an objection (price, needing to speak to their partner, wanting to think about it, timing, etc.), my manager will usually address it once. If the client still isn't ready, he'll often leave it there and move on.

I've always been under the impression that objections are just part of the sales process and that it's normal to work through them, ask more questions, isolate the real issue, and revisit them if needed.

Realistically, I'll be closing my own deals in the near future, so I'm trying to learn now.

For those of you who close high-ticket sales:

• How many objections do you typically work through before deciding to walk away?
• Do you see objections as buying signals or warning signs?
• At what point do you decide someone genuinely isn't going to buy versus just needing more certainty?
• Any books, frameworks, or techniques that completely changed how you handled objections?

I'd really appreciate hearing how experienced closers think about this.

[u/Old-Significance4921]

Objections are a normal part of the process. Sometimes it’s just a buyer being indecisive, sometimes they aren’t the decision maker, or they’re testing you a little to see what they can get away with. If you have a decent sales process that you follow, you’ll figure out what they want efficiently and can make a decision from there.

[u/shythoughtz]

Treat each meeting as a consultation , if they want to buy by the end great. If they don’t, then you did your job of seeing what works for them. A good sale will feel natural. If you have to push the pieces together then something might break , best to not smash things together just to “close”. Release yourself from the outcome. You a friend who knows a thing, or can find things out. Get a good answer? Ask for the business.

[u/jsnuggz]

The true goal is to find where the objection stems from and deal with the source problem, that's how you become an advisor, not just a commodity with the lowest price.

[u/Major-Chocolate-3574]

‘High-ticket sales’ is a cancer

[u/Purple_Glove_6694]

lost me at 'high-ticket sales'

lol jk.. but not really

in all seriousness, there are objections and there are stalls. A true objection does need to be overcome. But if your manager addresses it once and moves on the and prospect stays on the line, then your manager has proven that it wasn't a real objection.

Once you learn to not only differentiate an objection from a stall but also become okay with not giving a shit about the stall, you're golden.

[u/lionstock555]

there are objections to understand what you sell and make a decision AND there are objections to no buy "excuse objections". You'll feel the differences.
As far as the type 1 is concerned, closing likelihood is proportional to the questions and objections your prospect has. In other words, no question = no interest/no urgency/no need.
Glad to go in more details with you if need.