Overcoming Objections Sales Training

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,, Canberra and Perth.

Your Learning Outcomes

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 Live Online Experts



Reviews

Overcoming Objections Sales Training 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

 




Download Course Outline (PDF)

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.

 

Course Outline for Overcoming Objections Sales Training

See the Live Online tab for the course outline for the live online course

Topic 1
Getting Started
  • Pre-Assignment Review
  • Action Plans and Evaluation
Topic 2
Three Main Factors
  • Skepticism
  • Misunderstanding
  • Stalling
Topic 3
Seeing Objections as Opportunities
  • Translating the Objection to a Question
  • Translating the Objection to a Reason to Buy
  • Case Study
Topic 4
Getting to the Bottom
  • Asking Appropriate Questions
  • Common Objections
  • Basic Strategies
  • Case Study
Topic 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
Topic 6
Have the Client Answer Their Own Objection
  • Understand the Problem
  • Render It Unobjectionable
  • Case Study
Topic 7
Deflating Objections
  • Bring up Common Objections First
  • The Inner Workings of Objections
  • Case Study
Topic 8
Unvoiced Objections
  • How to Dig up the “Real Reason”
  • Bringing Their Objections to Light
  • Case Study
Topic 9
The Five Steps
  • Expect Them
  • Welcome Them
  • Affirm Them
  • Complete Answers
  • Compensating
Topic 10
Do's and Don'ts
  • Do's
  • Don’ts
Topic 11
Sealing the Deal
  • Understanding When It’s Time to Close
  • Powerful Closing Techniques
  • The Power of Reassurance
  • Things to Remember
Topic 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


Face-to-Face, Live Online, or Hybrid Class Tailored to Your Needs

When you want a tailored learning experience targeting exactly what you want without bringing everyone physically together, the best choice is a Live Online Class run by PDT.

We tailor the content and activities to be specific to your current needs and the needs of the people and run the course in our usual activity-based workshop style training, however, the participants can all be offsite, or some can be in the room with others offsite.

Unless you have a preferred tools we use 'Zoom for Education' that includes enhanced collaboration features such as One-click content sharing, real-time co-annotation (people can work together in activity files), and digital whiteboarding, we also include things like live polls and group chats so you virtually have the same collaborative learning experience of attending a course in a room with other people.

live online & hybrid

We have delivered these 100's (if not 1000's) of times, and get great outcomes. We achieve great outcomes because we keep our learner centric approach - just because it’s delivered through a screen to some or all participants doesn’t mean it needs to be less tailored or less personalised.

You still have an expert trainer who talks to you prior to the session and tailors the delivery to use your terminology, ensure activities are relevant and directly applicable and ensures an engaging learning experience that provide people with skills and techniques they can apply the very next day.

A hybrid class is with some people connecting online, and some people physically together in the same room.

Live Online Participant Feedback:

90% Overall Trainer Rating

88% Delivery was Adapted to me Personally

75% I Would Recommend this Course to Someone Else

Face to Face Options With Everyone in the same room

1-hour Motivator
one hour motivator
3-hour Power Sessions
3 hour power session
Full-day training
full day training
Conferences
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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

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We provide the Training Management Centre which is an information hub before, during and after training.
(Let us know if there’s parts you don’t want to use)

Invites people to training

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Generates Sign in Sheet

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Generates Branded Flyer

If you want to ‘promote’ internally

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PDF’s of Certificates

(can be co-branded with your logo)

Completion Certificate Included

Collects and Reports feedback

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Feedback Report Example

Complete Results Dashboard

(including trainer insights)

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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.

My Action Plan
Participants encouraged to create

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and then report on the success in the weeks or months after training.

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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.

Outstanding learning that people can do in the flow of work

  • Fresh targeted video-based microlearning content with interactive lessons and quizzes included.
  • Rigourous review process
  • Only $11.00 per course per person per year.
  • Or get the $110.00 bundle and save.
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