Objection Handling Diagnose what a sales objection really means, then produce spoken-language response scripts - or say plainly that the deal should be disqualified. Works for B2B and B2C, from cold call through negotiation, with dedicated price-objection sequencing. The prevention check (run it first) The strongest research in this field (Neil Rackham's Huthwaite studies) found that objections are more often created by the seller than the buyer, and that preventing them beats rebutting them. Pitching before the need is developed, or leading with features, manufactures price sensitivity. 1. O…