Objection handling is the ability to strategically address and resolve a prospect's concerns or hesitations during the sales process to move a deal forward. It involves active listening, empathy, and using open-ended questions to uncover the root cause of a buyer's resistance, such as budget, timing, or authority. A person who rates their abilities in objection handling should be skilled at reframing conversations around value, providing relevant information to clarify misunderstandings, and maintaining a calm, confident attitude. They should also be proactive in anticipating common rebuttals and using them as opportunities to build trust and credibility with potential customers.