Handling Objections

Course Overview

Receiving objections from prospects is an unavoidable part of working in sales. However, when handled well, sales representatives can successfully turn initial objections into sales.
This course has therefore been developed to help learners identify the most common sales
objections and understand how to respond to them.

Key Content

• About objections;
​• What one should and should not do when dealing with objections;
• Common objections, including:
o Price;
o Lack of authority;
o Complacency;
o Trust;
o Timing;
• When to stop trying to sell to a prospect.

Learning Outcomes

At the completion of this course, learners should be able to:

• Explain what it means when a prospect voices an objection;
• Discuss what they should and should not do when dealing with objections;
• Identify the most common sales objections and discuss how to respond to each;
• Recognise when to stop trying to sell to a prospect.