Anticipating a buying objection is common practice for sales professionals, but working through them effectively in the moment can rattle even the most tenured rep. In this course, you’ll learn how to minimize objections, prepare for them and keep control of the sales call. 

At the end of this course you will be able to:  

– Identify common buying objections you face and how some may be minimized

– Use thoughtful questions that allow the client to share their true concerns 

– Exercise emotional control and empathy when faced with resistance 

– Offer resolution in your responses to common objections 

Topics that will be covered:  

– Why Buying Objections Occur

– Where we Struggle as Sales Professionals

– Uncovering the Real Resistance 

– Why Empathy Matters

– Responding Positively 

Who Should Enroll in this Course: 

– Individuals with professional sales experience (inside or outside, B2B or B2C)

– Salespeople who are looking to increase close rate and increase confidence in moving through objections within the appointment 

Preparation: Current objection handling process self-assessment provided with registration. 

Competencies: Sales, Closing, Buying Objections 

Method: Group-Live 

Course Level: Beginner- Intermediate 

Duration: Half Day in Person, 2 hours Live-Online