# The answer after they say no

What is objection handling is the answer after they say no, not a new pitch. Knockdesk is field sales software that scores that work as the objections step on Coach, after the recording. A rebuttal is the line. Objection handling is the step that line has to live in.

## A clever line in the van is not objection handling on the porch

You feel it when the crew can recite not interested in the lot and still freeze at the door. What is objection handling is the step in the talk, after they push back. Name who you are first. Then use the stop in front of you. Coach scores that step on the recording. There is no whisper in the rep's ear while the door is still open.

**Hear it.** The household named a stop. Price, timing, we already have it. Write that stop, not a generic no.

**Answer it.** Use the rebuttal that matches that stop. Copy lines from the door-to-door rebuttals page if you need the words.

**Keep the path.** Opening, rapport, discovery, presentation, objections, close. The objections step is one of six, not a replacement pitch.

## Three used the step, seven missed it, thirty percent on the no

Coach published a script with an objections step. Maya records 10 talks that count as used or missed on that step. Used on 3. Missed on 7. Objection handling on those talks is 3 / 10, which is 30 percent. If the published step says we already have internet and the porch said we are busy, the score is noise. Put the stop you actually hear into the step. The deal on that pin still needs an outcome, even when the step was missed.

| On those 10 talks | Count | What Coach can do |
| --- | --- | --- |
| Objections used | 3 | The step showed up on the recording |
| Objections missed | 7 | A required miss can raise an inbox case |
| Use rate | 3 / 10 = 30% | Under half, if the step is required |
| Not applicable or could not check | Stay out of that 10 | They do not pad the rate |

## Objection handling sits next to the rebuttal, not on top of it

A rebuttal is the sentence. Objection handling is the habit of using that sentence at the stop. Copy door-to-door rebuttals into the objections step. A draft script does not score talks. Paste the lines. Coach does not import a file from the scripts page.

- [Rebuttal](/glossary/rebuttal): The line after a specific objection.

- [Door-to-door rebuttals](/resources/scripts/door-to-door-rebuttals): Copy the stops into the objections step. The product does not import that page.

## How Knockdesk tracks it

Coach scores opening, rapport, discovery, presentation, objections, and close after the recording. Publish the objections step. A draft does not score talks. The deal stays on the pin with the outcome the rep logged. Full desk is on the pricing page.

## Keep going from the no

- [Field sales glossary](/glossary): The hub this term opens from.

- [Rebuttal](/glossary/rebuttal): The line that sits inside the objections step.

- [Door-to-door rebuttals](/resources/scripts/door-to-door-rebuttals): Copy the stops. Paste them into Coach. No import from that page.

- [Coach](/coach): Score the objections step after the recording. No whisper at the door.

## FAQ

### What is objection handling?

Objection handling is the answer after they say no, not a new pitch. In Knockdesk, Coach scores that work as the objections step after the recording.

### How is objection handling different from a rebuttal?

A rebuttal is the line. Objection handling is the step that line lives in, beside opening, rapport, discovery, presentation, and close.

### Does Coach whisper the answer at the door?

No. Coach scores the objections step after the recording. There is no whisper while the conversation is still going.

### Will Knockdesk import the rebuttals page?

No. Copy the lines. Paste them into the objections step. A draft script does not score talks.

### How do you recompute the example?

10 talks that count as used or missed, 3 used, 7 missed. The use rate is 3 / 10, which is 30 percent. Not applicable stays out of that count.

### Does a missed objections step delete the deal?

No. The deal stays on the pin with the outcome the rep logged. The score does not replace that outcome.

### How much does Knockdesk cost?

Full desk is on the pricing page. A free trial is not open.