Course information

Handling Sales Objection Training Course Outline

Module 1: What Objections Really Are?

  • Eliminating Objections Before They Arise
  • Leading with the ‘Soft’ Sell
  • Follow with the ‘Hard’ Sell

Module 2: Six-Step Method for Handling Objections

  • Tips, Hints, and Techniques to Become Effective Salesperson
  • Six-Step Method

Module 3: Getting in the Door: Appointment Objections

  • Getting Past the Gatekeeper
  • Feel, Felt, Found
  • Speaking with the Decision-Maker

Module 4: What Does It Really Cost: Price Objections

  • Getting Past Price Concerns

Module 5: Time, Experience, Credentials, and Need: Objections Continued

  • Time Objections
  • Experience Objections
  • Using Testimonials: Power of a Second Opinion
  • Credential Objections
  • Need Objections
  • Ways to Differentiate Yourself from the Competition

Module 6: Mistakes That Annoy Customers and Incite Objections

  • Not Being Organised
  • Talking Too Much
  • Interrupting
  • Lacking Sincerity
  • Not Analysing Needs
  • Being Too Pushy
  • Reciting a Script
  • Not Building Rapport
  • Getting Defensive
  • Taking it Personally

Module 7: Confidence: Great Objection Deflector

  • Prepare
  • Immerse
  • Know Where Your Value Lies

Module 8: Knowing When to Walk Away

  • Know When to Walk Away
  • Follow the 80/20 Rule
  • Ask Yourself Some Difficult Questions

Module 9: Essential Elements of the Sales Cycle

  • Prospecting
  • Qualifying
  • Presentation
  • Closing
  • Follow-Through
  • Steps for Overcoming Obstacles

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Who should attend this Objection Handling Training Course?

This Objection Handling Course is ideal for sales professionals, business development representatives, and anyone involved in sales activities. This Sales Training Course can benefit a wide range of professionals, including:

  • Sales Executives
  • Account Managers
  • Sales Managers
  • Customer Relationship Managers
  • Sales Consultants
  • Inside Sales Representatives
  • Field Sales Representatives

Prerequisites of the Objection Handling Training Course

There are no formal prerequisites for this Objection Handling Course.

Handling Sales Objection Training Course Overview

Sales Objection is a clear expression by a buyer that a barrier exists between the current situation, which needs to be satisfied before buying any product or service. Sales objections drive many prospects not to buy products or services offered by an organisation or individual. Responding to a buyer's objections in a way that changes their mind or alleviates their concerns is known as sales objection handling. Sales objection handling skills allow salespersons to tailor their pitch and zero in on the factors that could break the deal.

This Objection Handling Training Course equips sales professionals with the tools and expertise necessary to confidently address objections, build customer trust, and increase sales success rates. It focuses on practical skills, communication techniques, and objection-handling strategies essential for navigating the sales process challenges effectively. This training provides delegates with the knowledge and skills required to overcome various sales objections and convert prospects into customers as well.

In this 1-day Objection Handling Course, delegates learn about setting the tone, ground rules, and how to gather information about the customer’s needs and concerns. They also attain in-depth knowledge about showing the customer how the product or service offered is not the problem they see it to be, but can benefit them in various ways, etc.

Course Objectives

  • To understand the importance of handling objections in sales
  • To learn how to identify and classify objections
  • To develop strategies for handling objections
  • To practice taking complaints through role-playing and other exercises
  • To create a positive attitude towards handling objections

After attending this Objection Handling Training Course, delegates learn to take objections positively and take them as opportunities to understand their customers properly. They also learn to effectively move to the next stage of the sales process after solving the customer's objections and making the sale.

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What’s included in this Handling Sales Objection Training Course? 

  • World-Class Training Sessions from Experienced Instructors    
  • Handling Sales Objection Certificate 
  • Digital Delegate Pack

Why choose us

Our Perth venue

Includes..

Free Wi-Fi

To make sure you’re always connected we offer completely free and easy to access wi-fi.

Air conditioned

To keep you comfortable during your course we offer a fully air conditioned environment.

Full IT support

IT support is on hand to sort out any unforseen issues that may arise.

Video equipment

This location has full video conferencing equipment.

Perth is the capital city of the Australian state – Western Australia. The population of Perth is approximately 2 million residents living in Greater Perth. The majority of Perth’s metropolitan area is located on the Swan Coastal Plain. Perth’s population increased vastly as a result of the Western Australian gold rushes in the late 19th century as well as Australia's involvement in World War II with a large number of British, Greek, Italian, and Yugoslavian immigrants moving to Australia after the war finished. Tourism has a huge impact on Perth’s economy with an estimated 2.8 million domestic visitors and 1 million internal visitors staying each year. There are many tourist attractions around Perth such as the Perth Cultural Centre and a number of museums such as The Scitech Discovery Centre in West Perth which is an interactive science museum and The Western Australian Maritime Museum which is home to many maritime objects from different eras. There are a number of primary schools in Perth with each one consisting of seven grades and high schools consisting of years 7-12. Education is compulsory between the ages of six and seventeen in Western Australia. Education is a three-tiered system consisting of primary education, secondary education, and tertiary education. Perth is home to four public universities with the main one being The University of Western Australia which has around 20,000 undergraduate students and 6,000 postgraduate students as well as 1,500 academic staff and 2,200 administrative staff. The University of Western Australia has produced 100 Rhodes Scholars, one Nobel Prize laureate, and one Australian Prime Minister. Curtin University is another public university in Perth and has around 48,000 undergraduate and postgraduate students and 3,700 administrative staff. Curtin has a range of academic and practical fields such as Resources and Energy, Information and Communication, Health, Ageing and Well-being, Communities and Changing Environments, and Growth and Prosperity, and Creative Writing.

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Address

Contact us for more information

T: +61 272026926

Ways to take this course

Experience live, interactive learning from home with The Knowledge Academy's Online Instructor-led Handling Sales Objection Training | Sales Training - in Perth. Engage directly with expert instructors, mirroring the classroom schedule for a comprehensive learning journey. Enjoy the convenience of virtual learning without compromising on the quality of interaction.

Unlock your potential with The Knowledge Academy's Handling Sales Objection Training | Sales Training - in Perth, accessible anytime, anywhere on any device. Enjoy 90 days of online course access, extendable upon request, and benefit from the support of our expert trainers. Elevate your skills at your own pace with our Online Self-paced sessions.

Experience the most sought-after learning style with The Knowledge Academy's Handling Sales Objection Training | Sales Training - in Perth. Available in 490+ locations across 190+ countries, our hand-picked Classroom venues offer an invaluable human touch. Immerse yourself in a comprehensive, interactive experience with our expert-led Handling Sales Objection Training | Sales Training - in Perth sessions.

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Small class sizes

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Achieve certification without breaking the bank. Find a lower price elsewhere? We'll match it to guarantee you the best value

Streamline large-scale training requirements with The Knowledge Academy's In-house/Onsite at your business premises. Experience expert-led classroom learning from the comfort of your workplace and engage professional development.

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Team building opportunity

Our offers a unique chance for your team to bond and engage in discussions, enriching the learning experience beyond traditional classroom settings

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What our customers are saying

Handling Sales Objection Training | Sales Training - in Perth FAQs

A buyer's clear and specific expression that there is a barrier between the current situation and what needs to be satisfied before buying from you is called a sales objection.
There are no formal prerequisites for this Objection Handling Training course.
This Objection Handling Training Course is suitable for anyone who deals with customers and manages their objections.
Sales Objection Handling is the process of responding to a buyer's objections in a way that changes their mind or alleviates their concerns.
The steps to Handle Sales Objections typically involve empathising with the prospect, clarifying the objection, acknowledging it, providing a solution or addressing concerns, and then confirming the resolution to move forward, ensuring a constructive and effective approach to overcoming objections in the sales process.
In this Objection Handling Training Course, delegates will acquire skills in setting the tone, establishing ground rules, and gathering information about customers' needs and concerns. The curriculum covers handling appointment objections, communicating with decision-makers, addressing common customer grievances, and various other essential concepts to enhance sales proficiency.
The training fees for Handling Sales Objection Training certification in Perth starts from AUD1895
The Knowledge Academy is the Leading global training provider for Handling Sales Objection Training.
Please see our Sales Training courses available in Perth
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Best price in the industry

You won't find better value in the marketplace. If you do find a lower price, we will beat it.

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Many delivery methods

Flexible delivery methods are available depending on your learning style.

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High quality resources

Resources are included for a comprehensive learning experience.

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"Really good course and well organised. Trainer was great with a sense of humour - his experience allowed a free flowing course, structured to help you gain as much information & relevant experience whilst helping prepare you for the exam"

Joshua Davies, Thames Water

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