Overcoming Objections

This program will address why challenging questions, stalls and objections are normal in the sales process and how to deal effectively with them. The session will present a method for dealing with different types of resistance. Participants will learn how to "listen actively" to the objections they hear and list the objections they hear most often. A process to overcome all of these objections will then be addressed.

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Program Length: One Half Day

Major Topics:

  • Active Listening
  • Defusing the Objection: Their right to an Opinion
  • Chart of Objections
  • 6 Step System for Dealing with Objections
  • Reframing - Changing the Prospect's Perspective
  • The Analogy Reframe
  • The Big Picture Reframe
  • Practice Sessions
Benefits To The Organization:
  • Higher closing ratios
  • Less resistance from prospects
  • Increased sales productivity
Benefits To The Individual:
  • Prepare a response to key objections heard
  • Enhanced listening skills
  • Ability to reframe key resistance areas
  • Improved closing rates   

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Participant Comments

"This program gave me a system for handling any objection I might hear. Thank you!"

"The ability to use the reframing techniques was very helpful."

"I listen more before jumping in with a response now when I hear an objection."