Speed Selling Series: Module 6 Objection Handling

Speed Selling Series: Module 6 Objection Handling - 1 Day

Program Objective

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
  • Influence
  • Turning dead deals around


Learning 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


Course Outline

Our program outline encompasses the following modules:

Day 1:

Module 1: Overview – Objection Handling

  • 6 reasons for objections
  • The difference between objection handling and negotiation
  • 6 basic types of objections
  • 10 basic handling techniques
  • QUIET and Test techniques


Module 2: Handling Objection Handling

  • Skepticism
  • Indifference
  • Misunderstanding
  • Drawback
  • The PLUS Technique


Module 3: Advanced Techniques In Objection Handling

  • Benefits Checklist
  • LAER Process
  • Pain Gain Funnel
  • How to turn around dead fish deals
  • Negotiating with a liar


Module 4: Harvard’s 7 Elements

  • Overview
  • The 7 Elements checklist
  • The 7 Elements tool
  • Relationship mapping
  • Role worksheet