The Under-Appreciated Side of Sales Objections

Most objection tips emphasize the verb: the act of challenging

But they miss the noun: a feeling of disapproval

Objections are a “feeling”

Have you ever challenged someone’s feeling?

Doesn’t typically end well

Instead, try this:

A simple framework (VET):

• V: Validate the objection: “You make a fair point.”
• E: Empathize: “I can see why you might feel that way.”
• T: Teach: “Are you open to some different ideas, or should we part ways here?”