It is essential for sales professionals to skillfully overcome objections and manage difficult situations effectively to get the sale across the line.

The PD Training Overcoming Objections Sales Training Course provides precise training in handling objections, which include techniques to deflate objections, identifying unvoiced objections, finding common ground, and uncovering the root causes of objections. This training course teaches you how to turn sales objections into opportunities.

This practical and engaging training course is available now throughout Australia, including Brisbane, Sydney, Melbourne, Adelaide, Parramatta, Canberra and Perth.

Please click on the Public Class tab below to view our Overcoming Objections Sales Training course schedule by city or click the In-House Training tab to receive a free quote for courses delivered at your preferred location.

Your Learning Outcomes
Overcoming Objections Sales Training Course

By the end of this course, participants will:

  • Understand the factors contributing to customer objections
  • Define the different objections
  • Learn how to overcome objections with a set of specific strategies
  • Practise the different strategies for overcoming objections
  • Learn how to dig up the "real reason" behind objections
  • Learn effective techniques for deflating objections & closing the sale
  • Gain the confidence to handle objections and sell more
Duration: 1.0 day course



Reviews

Overcoming Objections Sales Training Course Reviews:

"Very impressed with what I learnt from the day. Scott was awesome & I enjoyed the day so much. Helped me out in so many ways that I am really looking forward to the next session. Have already put some of the skills Scott taught me to work."

Public Class Participant

"I absolutely loved the training and found it very beneficial."


-R.I.C. Publications


 

"The course content was useful for our sales staff. I think the best part there is the attempt to change the paradigm of our staff from avoiding/fighting objections to welcoming/encouraging objections from clients."


"The trainer was great and adapted the training to suit us."


"It make us handle the objections of the client in better way, which is the best part."


-Educo


 

More happy clients

 




Course Outline
Overcoming Objections Sales Training Course

Download Overcoming Objections Sales Training Course Outline

Foreword:

Everyone who works in sales will run into sales objections. From retail employees on the sales floor to sales executives, people at every level of the business need to learn how to overcome sales objections. With the right training, it is possible to turn objections into opportunities. Investing in sales objection training will help improve sales and the company’s bottom line.

 

Overcoming Objections Sales Training Course - Lesson 1
Getting Started
  • Pre-Assignment Review
  • Action Plans and Evaluation
Overcoming Objections Sales Training Course - Lesson 2
Three Main Factors
  • Skepticism
  • Misunderstanding
  • Stalling
Overcoming Objections Sales Training Course - Lesson 3
Seeing Objections as Opportunities
  • Translating the Objection to a Question
  • Translating the Objection to a Reason to Buy
  • Case Study
Overcoming Objections Sales Training Course - Lesson 4
Getting to the Bottom
  • Asking Appropriate Questions
  • Common Objections
  • Basic Strategies
  • Case Study
Overcoming Objections Sales Training Course - Lesson 5
Finding a Point of Agreement
  • Outlining Features and Benefits
  • Identifying Your Unique Selling Position
  • Agreeing with the Objection to Make the Sale
  • Case Study
Overcoming Objections Sales Training Course - Lesson 6
Have the Client Answer Their Own Objection
  • Understand the Problem
  • Render It Unobjectionable
  • Case Study
Overcoming Objections Sales Training Course - Lesson 7
Deflating Objections
  • Bring up Common Objections First
  • The Inner Workings of Objections
  • Case Study
Overcoming Objections Sales Training Course - Lesson 8
Unvoiced Objections
  • How to Dig up the “Real Reason”
  • Bringing Their Objections to Light
  • Case Study
Overcoming Objections Sales Training Course - Lesson 9
The Five Steps
  • Expect Them
  • Welcome Them
  • Affirm Them
  • Complete Answers
  • Compensating
Overcoming Objections Sales Training Course - Lesson 10
Do's and Don'ts
  • Do's
  • Don’ts
Overcoming Objections Sales Training Course - Lesson 11
Sealing the Deal
  • Understanding When It’s Time to Close
  • Powerful Closing Techniques
  • The Power of Reassurance
  • Things to Remember
Overcoming Objections Sales Training Course - Lesson 12
Wrapping Up
  • Words from the Wise
  • Lessons Learned

In-House Training We’ll focus on what matters most to you and tailor to your context


Delivery Options for In-house training

1-hour Motivator
one hour motivator
3-hour Power Sessions
3 hour power session
Full-day training
full day training
Conferences
Conferences
At your workplace At your workplace
In our Training Rooms In our Training Rooms
 In our Online Training  Room - the HIVE In our Online Training Room

We’ll make things easier so you can focus on adding more value

We provide the Trainng Management Centre which takes care of a heap of things before, during and after training.
(Let us know if there’s parts you don’t want to use)

Invites people to training

(So you don’t have to)

Generates Sign in Sheet

(So you don’t have to)

Generates Branded Flyer

If you if you want to ‘promote’ internally

PDF’s of Certificates

(can be co-branded with your logo)

Collects and Reports feedback

(So you don’t have to)

Complete Results Dashboard

(including trainer insights)


What are people going to do differently?

At the completion of training participants are encouraged to create an action plan, and invite an accountability buddy via their Orgmenta App.

In your Training Management Centre you have transparency to the action plans so you can see what people are going to do differently.

Want to get clear on impacts and measure success? Our system and expert consultants support you.


Our systems and people make it easy to identify how you’ll be able to measure impacts,
and then report on the success in the weeks or months after training.

Do you already have systems and wish they were automatically up to date?

It’s surprisingly easy to make it so that your system can automatically be up to date with all the training record details you need.

More than just a training provider - we are your Learning and Development Partner, we look forward to working with you, talk to one of our friendly expert consultants today.

Public Class Dates for
Overcoming Objections Sales Training Course

Details:

  • Time: 09:00:00 - 16:30:00
  • Small classes, average 5 people, max 16
  • Lunch and refreshments included
  • Pay on Invoice or by Credit Card

Questions:

  • Certificate of Completion (always available in the App)
  • Comprehensive courseware as books (& available in the App)

Wish you had a larger training budget?
With
you can give your team unlimited training
learn more

Location Date 1 Date 2 Date 3 Date 4
Sydney
Karstens Conference Centre, Canada House, Level 1, 111 Harrington Street Sydney NSW 2000
February 12
1.0 day course
$726.00
Filling fast
May 11
1.0 day course
$726.00
Filling fast
July 23
1.0 day course
$726.00
Filling fast
October 14
1.0 day course
$726.00
Filling fast
Melbourne
Karstens Conference Centre, 123 Queen Street Melbourne VIC 3000
February 12
1.0 day course
$726.00
Filling fast
May 11
1.0 day course
$726.00
Filling fast
July 23
1.0 day course
$726.00
Filling fast
October 14
1.0 day course
$726.00
Filling fast
Brisbane
PD Training Pty Ltd, Level 2, 21 Mary Street Brisbane QLD 4000
February 12
1.0 day course
$726.00
Filling fast
May 11
1.0 day course
$726.00
Filling fast
July 23
1.0 day course
$726.00
Filling fast
October 14
1.0 day course
$726.00
Filling fast
Perth
Karstens Conference Centre, Level 1, 111 St. Georges Terrace Perth WA 6000
February 12
1.0 day course
$726.00
Filling fast
May 11
1.0 day course
$726.00
Filling fast
July 23
1.0 day course
$726.00
Filling fast
October 14
1.0 day course
$726.00
Filling fast
Adelaide
International Visualisation Centre, 19 Young Street Adelaide SA 5000
February 12
1.0 day course
$726.00
Filling fast
May 11
1.0 day course
$726.00
Filling fast
July 23
1.0 day course
$726.00
Filling fast
October 14
1.0 day course
$726.00
Filling fast
Canberra
Dialogue, 4 National Circuit Canberra ACT 2600
February 12
1.0 day course
$726.00
Filling fast
May 11
1.0 day course
$726.00
Filling fast
July 23
1.0 day course
$726.00
Filling fast
October 14
1.0 day course
$726.00
Filling fast

When you book a Public Class with PD Training you can expect:

Activities and discussion

To Be Engaged All Day

Activities and discussion for engaged learning all day.

Real world trainer

An outstanding trainer

On average PDT trainers have 15 years industry experience 7 years training experience.

Tailored training

Focussed on you

We always tailor activities and scenarios to be relevant to you.

Transfer policy

100% Transfer Policy

If an unforseen event prevents public class attendance, no problem. Transfer to new person, course, date or city.

Refresher course

Refresher Course $0

In-House and Public Class participants are welcome to join a public class in the same topic for 12 months.

Confidence of booking

Acclaimed Provider

The confidence of booking with an acclaimed multi national training company.

eLearning and video

Multi-modal Reinforcement

Support, reinforcement & extension eLearning and videos in the App.

Orgmenta app

Embed Learning A great training course is only the beginning to lasting change.

To help you get lasting change from training we engage your participants

Before training

Pre course activity & chat with the trainer about personal learning goals

During training

At the course conclusion participants are encouraged to add an action plan and select an accountability buddy

After training

  • Participants can access course materials and extension content + more
  • If they picked an accountability buddy, they will have that meeting as well

We welcome your participants for Refresher Training on our public classes at no cost for 12-months (subject to availability)

All made easy via our orgmenta participant app

More ways we can help achieve lasting change include:

1. Make it Stick Packs - 6 months of 10-15 minute activities to run at meetings

Designed to be easy to use for Team Leaders, Managers, Trainers or other nominated Learning Champions these packs have 6 simple and quick activities to reinforce learning from the original course.

When you choose this option, we provide your nominated Learning Champions with a 3-hour session in how to run the activities so they have the resources and confidence to integrate these into your normal team meetings or as stand alone lunch 'n' learn sessions.

Make it Stick packs are available for all PDT Signature Series courses.

2. Follow-Up Coaching by our Trainers

Our Trainers can come back onsite and run coaching and reinforcment sessions for your team members. These sessions are most commonly 90-minutes long, and are designed to help people share and collaborate, helping them gain insights and confidence to apply what they learned so you see value from the investment in training with a lasting change.

Our purpose is to deliver lasting impact, and we believe this is a powerful step in achieving lasting change, so to encourage you to give your people that extra opportunity to really see change, if you book a follow up session within 90-days of the original course date, we’ll come back onsite for 1/2 price.

3. Physical Products - visual reminders to keep key concepts alive

Many of the 'aha' moments in courses can come from the increased awareness of ourselves and our colleagues, these come through the REACH Profiles that is integrated into many of our courses.

The insights lead us to better recognise our tendencies and strengths, understand how to be more mindful of adapting to the needs and preferences of our team and our customers.

The insights are put into practice by appreciating the benefits of our diversity and either learning to adapt or implementing a strengths-based management approach.

We have a great range of high quality products that can keep these impactful moments top of mind back in the workplace.

REACH to my Team
Visualizer / Reminder

The REACH Team Visualizer/Reminder can be used in multiple ways in both training and in the office. When displayed in a high traffic area REACH will be kept top of mind. Below are guidelines for use of the REACH Team Visualizer / Reminder which is also in downloadable format.

The REACH Team Visualizer / Reminder comes in two sizes of A0 841 x 1189 mm and A1 594 x 841 mm and is made from a sturdy 5mm corflute.

REACH to my Team Visualizer / Reminder guidelines for use

  • For this activity the simplest way to plot all participants on the REACH Grid is by generating TEAM Insights Report from the REACH Ecosystem which will give the position of everyone participating.
  • Place the REACH Team Visualizer / Reminder on a flat surface, preferably a wall, where it is clearly visible. Ask participants to mark their REACH position on the grid with a sticky dot. Recommend that participants put their initials on the sticky dot so they can easily locate themselves later. Each person’s REACH can revealed one at a time in a group activity. This allows for everyone to identify the dynamic that they will have with each other. Are they in the same quadrant or are the polar opposites? How do they "REACH" each other?
  • When you construct this activity with participants who have not seen their REACH score, they begin to develop a sense of self-awareness and their blind spots as well as of those around them.
  • The REACH Team Visualizer / Reminder is a powerful way to keep Team Dynamics and REACH alive. It can be revisited on a regular basis, people can be added, removed or moved by simply adding, removing or moving dots.
Download REACH Team Dynamic Visualiser guidelines

Keep it Alive
REACH Cubes

REACH Cubes are designed to build empathy and grow an appreciation for thinking differently. They encourage productive and positive interactions in the workplace, workshop or personal development sessions. They can be used in any creative way to grow REACH and below we have provided two recommended activities for use. The REACH Cubes pack comes with 4 REACH Cubes one representing each REACH Quadrant. Each REACH Cube is 7.5 cm squared and are made from durable EVA Foam.

Keep it Alive REACH Cubes Activity 1 – Thinking Outside the Square

When people are participating in activities during REACH workshops, training or personal development sessions provide each participant with a REACH Cube and ask them to complete the activity or interaction Thinking and Behaving based on what REACH Cube was provided to them.

Are they the Advisor focused on detail and doing?

or a Coach focused on People and Action?

This brings a whole new level of empathy building and appreciation for the strength of thinking differently.

Keep it Alive REACH Cubes Activity 2 – Grow Your REACH in your space

After REACH has been introduced using the REACH Training continue to keep REACH alive in the workplace by providing each person with a set of 4 REACH cubes to take back to their work space.

Personal REACH and the REACH of their colleagues can be grown by using these cubes on a regular basis with these great ideas:

The Desk Stack:

Stack your REACH Cubes on your desk and on top of the stack place the cube that is reflecting your current REACH zone. Ensure that you have the side that says “Thanks for dropping by, right now I am in my __________ quadrant” facing outward so those approaching your work space know how you are feeling and acting at that current time. This is designed to help those around you recognise different behaviours/responses they may or may not receive from you based on the situation and REACH zone.

Think Before I Act:

Use your REACH Cubes to be mindful of your interactions with others. Whilst interacting use the cubes to review your behaviours and actions. Take up the cube of the quadrant you currently feel you are in and review these sides: Think before I act: Is this what I need to be right now? Flip the cube over to the side of the profile overview and think about the style in which you are Communicating, Conflict-handling, Delegating etc. Is this what you need to be to REACH the person you are interacting with? If not find the REACH Cube that best suits the situation and maximises your REACH with that person and use the profile overview to help guide your interaction.

Download REACH Cubes Activity File

Learn to REACH
Labels

Learn to REACH Labels are a great low-cost substitute for the REACH Caps or REACH Cubes or the more physically interactive REACH Floor Mat. They work well in small and large team activities and can be used as a quick way to identify how others act and think through a different quadrant that is not theirs. They can learn to appreciate the different communication, conflict handling, delegating, planning and learning styles of others and through this increase their REACH.

The REACH Labels are made of a high quality fabric sticky labels that are designed to last all day training sessions.

These work well after training when stuck to people’s monitors or workstations.

View all of the REACH Training and reinforcement products Here
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Overcoming Objections Sales Training
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