The document discusses techniques for handling objections in sales presentations. It begins by defining objections as opposition or resistance from prospects. It then outlines basic strategies for anticipating and addressing objections such as listening fully, understanding the type of objection, and having a plan to overcome objections. The document categorizes objections and describes techniques for meeting objections like dodging, rephrasing, denial, compensation, and third party validation. It emphasizes using trial closes after objections to determine if any remain before attempting to close the sale. If an objection cannot be overcome, alternatives include focusing on other benefits, admitting limitations, or accepting that the prospect may not buy at this time.