Sales Objection Handling Skills Course

Learn how to overcome your customers’ objections.

Course introduction

Sales objection handling skills is an intensive course that gives you the techniques and skills needed to overcome key objections from ‘no’ to ‘yes’.

  • Do you struggle to answer some of your customers objections?
  • How often do your customers say no, even if you handle their objections?

Have you ever played objection table tennis with a customer? Of course you have. This is where, no matter how well you answer their objection, they come back with another, and another!
 And even when you’ve overcome all of these, they still say ‘no’. We know this because the delegates who have attended our workshop all shared the same experience. You have good answers to counter any objection, but this simply isn’t enough.

Who should attend the course?

  • Sales Executives
  • Relationship Managers
  • Account Managers
  • Telesales Representatives
  • Canvassers
  • Field Sales Executives
  • Buyers
  • Business Leaders
  • Sales Managers.

What’s included in the course?

Click on the link below to view typical examples of course content.

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Course outcomes and objectives

You need tried and tested best practices to handle the objection in a professional way.

By attending our sales objection handling skills course, you will be able to:

  • Identify the 4 groups of objection
  • Identify needs which will help close the deal
  • Test whether the objection is real
  • Establish the key objection
  • Test the intention of the customer
  • Ensure that the customer is committed to the deal
  • Answer any objection.

In a bit more detail…

This course will examine:

  • Are objections buying signals?
    • How to spot whether an objection is a buying signal.
  • Are objections real?
    • Not all objections are real. How to qualify the objection.
  • I understand, but…
    • How to be empathetic when dealing with objections.
  • Answering the right objection
    • How to refine the objection to a specific reason and how to avoid answering the wrong objection.
  • Is the glass half empty?
    • Passing the objective back to the customer in a positive way.
  • Objection ping pong
    • How to isolate the objection and gain commitment.
  • If you, then I…
    • The art of negotiation skills and closing the customer.

Course duration

Our sales objection handling skills course is modular by design, allowing you the flexibility to run the programme over a time period that suits you. Typical course duration is one half day to one day.