Objection Handling: The discipline of responding to buyer concerns
Objection handling is the structured process of acknowledging, clarifying, and resolving the concerns a buyer raises during a sales conversation.
What is Objection Handling?
The strongest objection-handling framework is LAARC: Listen, Acknowledge, Assess (or Ask), Respond, Confirm. Top reps never argue and never dodge — they slow the conversation down and earn the right to respond.
Frequently Asked Questions
- What are the 4 most common sales objections?
- Price ('it's too expensive'), authority ('I need to check with my boss'), timing ('not right now'), and trust ('we've never heard of you').
- What is LAARC?
- Listen, Acknowledge, Ask, Respond, Confirm — the objection-handling framework most enterprise sales teams teach.