How are 'customer objections' defined in sales?

Customer objections are defined as concerns that potential customers have which prevent them from making a purchase decision. This definition encompasses a wide range of hesitations or doubts that a prospect might express during the sales process. It highlights the psychological barriers that salespeople must address to facilitate a sale.

Understanding objections as concerns is crucial for sales professionals, as it allows them to engage with prospects more effectively. When salespeople can identify and address these concerns, they can tailor their approach to alleviate fears, provide additional information, or clarify misunderstandings, ultimately guiding the prospect closer to a buying decision.

While requests for discounts or questions about product features could arise during sales interactions, they do not capture the broader scope of what a customer objection entails. Customer objections are more about the underlying apprehensions that inhibit the buying process, rather than merely transactional inquiries or comments about the sales approach.