SP8 · Objection handling · ~15 min
Handle Questions, Concerns and Objections
In progressObjections are rarely about what they sound like. 'It's too expensive' usually means 'I don't see the value yet.' Use a structured response model to find and address the real concern, and treat every objection as an invitation to sell more clearly.
Learning objectives
- Recognise the difference between a question, a concern and a true objection
- Apply the Listen → Clarify → Confirm → Respond → Check → Agree model consistently
- Handle the four most common Hino objections with approved evidence
- Know when to escalate rather than improvise
4 stages · ~15 min