Sales and Marketing
How to Handle Objections: Getting Customers to Say, "Yes!"
Every salesperson will encounter hesitation from customers. What separates the good and the great salespeople is knowing how to handle objections. This course explores what sales objections are, how to overcome them, and how to avoid rejection.
1 lesson
75 min
Beginner
Online, at your own pace
Skills you will build
Active Listening
Sales Objection Handling
Course outline
25 topics · 75 min
- 1 Introduction to Handling Sales Objections
- 2 Common Misconceptions About Sales Objections
- 3 How to Address Sales Objections
- 4 Recognizing Sales Objections
- 5 Objection 1: Price
- 6 Objection 2: Authority
- 7 Objection 3: Trust
- 8 Objection 4: Complacency
- 9 Objection 5: Competitor
- 10 Knowledge Check
- 11 Overcoming Objections
- 12 Technique 1: Curiosity
- 13 Technique 2: Conditional Close
- 14 Technique 3: Reframing
- 15 Technique 4: The Boomerang
- 16 Technique 5: Show Empathy
- 17 Knowledge Check
- 18 Handling Sales Objections Is Hard
- 19 Mistake 1: Failing to Listen
- 20 Mistake 2: Failing to Communicate Value
- 21 Mistake 3: Coming Across the Wrong Way
- 22 Mistake 4: Avoiding or Dismissing Objections
- 23 Knowledge Check
- 24 Putting It to the Test
- 25 Summary
How to Handle Objections: Getting Customers to Say, "Yes!"
Free
Start learning- Certificate on completion
- Access on phone and desktop
- Interactive course
- Scenarios