Handling Objections

Overview

At the heart of each objection lies an opportunity. You just need to find what that is! Objections at different stages of the sales process need to be managed accordingly. This module offers strategies and examples of how to overcome objections, and demonstrates how boundaries can be set by saying 'No'.

Objectives

By the end of the course, learners will be able to:

• Identify what objection handling in sales is and the different strategies that you can apply;
• Explore how to use objections as an opportunity to provide decisive information at the right time in the sales conversation;
• Review different ways of saying 'No', and using it to set boundaries;
• Assess common objections and strategies to effectively manage them;
• Evaluate what the level of objections mean at different stages of the sales process;