Speed Selling 6 – Objection Handling (1D)



Having come all the way from finding the right leads to presenting, it is crucial that we know how to overcome this stage of the selling process. In this stage, we need to identify the nature of the customer’s objections. Is it a way to get us out of the door? Or is it a buying signal in itself, wanting us to give a better deal overall? If so, which aspects of our presentation worked? Where else in our presentation did we miss the point? What is the objection about? Do we apply objection handling techniques and if so, which technique would work best? What if it was tactical, designed to get us to offer a better deal? Do we still apply objection handling techniques or should we negotiate the deal?

This intensive, hands-on, activity driven program teaches skills that boost better results through increased understanding and effective implementation of the objection handling process. It helps sharpen the objection handling skills of even experienced sales practitioners, empowering you to take advantage of every opportunity when it comes to objection handling. By providing you with a rigorous training environment, your active participation in our program will enable you to apply and sustain your learning to a point of forming winning habits. You will have the ability to create the greatest possible win for you while leaving the other party feeling satisfied with theirs.

Speed Selling 6: Objection Handling focuses on the following areas:

Buyer and seller strategies

Differentiation between tactical and non-tactical objections

Emotional intelligence


Turning dead deals around

Training Outcome
After completing the training, you should be able to:
  • Apply your own successful objection handling style with key behavioral elements
  • Develop objection handling strategies that can be used according to the needs and demands of your organization
  • Employ different tactics in situational objections
  • Identify and navigate the best outcome possible
  • Understand and employ the key skills and processes to handle objections successfully
Our Methodology

Think differently to alter direction.

The experience of learning to read and write for the first time is likely to remain vivid in your memory. The skill is ingrained and it stays. The primary objective of our training and workshop is to make your new knowledge and abilities as durable as the ones you've already accumulated.  They foster fresh ideas. They enable great feats. Individual behaviour and attitude contribute to your organization's success is what we prioritise.

Combining experiential, instructional, and discovery learning with current coaching technology promotes profound transformations in attitudes and behaviour that enable sustainable change in your business. These adjustments improve results.

Our programmes involve with 12 unique learning methodology as below:

Framework and Implementation
Our unique experiential framework and implementation empowers you to:
  • Apply effective communication skills to different types of buyers
  • Build and strengthen customers’ relationship with professionalism
  • Develop your personal unique objection handling style with depth and flexibility
  • Differentiate key personalities between a good and a bad buyer
  • Employ practical objection handling skills to conduct win-win outcomes
  • Enhance listening skills and powerful non-verbal skills
  • Gain commitment and agreement with less effort
  • Know the difference between buying and selling and the different positions to take in buying or selling conversations
  • Learn to prepare for hard, tactical objections
  • Plan the objection handling responses effectively
  • Present your point persuasively and overcome objections effectively
  • Use different tactics in objection handling

Our program outline encompasses the following modules:

Day 1:

Module 1: Overview
  • Why people object
  • Objection handling vs negotiation
  • 2 categories of objections
  • 10 basic objection handling techniques
  • QUIET and TEST techniques
Module 2: Objection Handling
  • Skepticism
  • Indifference
  • Misunderstanding
  • Drawback
  • The PLUS Model
Module 3: Advanced Techniques In Objection Handling
  • Benefits Checklist
  • LAQuER Process
  • Pain Gain Funnel
  • How to turn around dead fish deals
  • Negotiating with a liar
Module 4: Variables
  • What are variables
  • Get and Give variables
  • Yes-No-Yes Model
  • Countering with variables
  • Role play session

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