October 16th, 2013

Objection Resolution Model: Why is it Important?


Objection Resolution Model: Why is it Important?

For many salespeople, objections are the toughest obstacle they face in making a sale. Today, it is crucial for sales reps to be able to handle and recover from objections because they are unavoidable. Join us for this video blog post as Andrea Grodnitzky, Senior Vice President, Global Performance Solutions, discusses the purpose of Richardson’s Objection Resolution Model and its ability to establish credibility for a sales rep who can consultatively deal with resistance from a prospect or client.

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Want some further tips on the Objection Resolution model? Watch our video, Sales Training: Resolving Sales Objections.  This interactive video, walks you through our four step Objection Resolution Model of acknowledgement, question, position, and check.


At Richardson, we help your salespeople overcome objections. We provide interactive sales training – in the class and on the Web – that provides the process and skills to help your sales team to confidently and effectively respond to client’s objections and win more business. To learn more about Richardson’s Consultative Selling Skills Programs please click here.

About The Author: Andrea R. Grodnitzky

As Richardson’s Chief Marketing Officer Andrea is responsible for leading Richardson’s marketing team in increasing brand awareness and relevance. She prioritizes understanding the buyer journey to ensure the company adds value to customers at each step along the way.

As an executive sponsor, Andrea also frequently consults with clients on global, long-term solutions for multi-tiered audience levels. Because of this extensive, client-facing work, Andrea is one of Richardson’s key thought leaders in the area of sales performance improvement. Andrea frequently publishes white papers, blogs, and videos on various sales-related topics and speaks at client and industry events.

Andrea R. Grodnitzky

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