Use the LAER framework: Listen fully, Acknowledge the concern, Explore the underlying issue, Respond with a tailored solution. Never dismiss or argue with an objection.
Strong answers cover: listening fully before responding, acknowledging the concern, asking clarifying questions, addressing the underlying issue (not just the surface objection), and confirming the resolution. Common objections include timing, competing priorities, status quo bias, and internal politics. Best candidates prepare for objections before they arise.
Core sales skill. Weak candidates have canned responses. Strong candidates diagnose the real concern behind the stated objection. Ask: "What do you do when the real objection is different from the stated one?"