B2B Sales Objections Simplified

Explore three aspects of objections: where they come from, the difference between objections and questions, and the four most common objections, within a practical framework.

Identify where objections originate—past history, assumptions, and beliefs—and use them as a window into the customer’s thinking, exploring whether they have it or could benefit from it.

Derek explains how the Udemy review system works and invites a five-star rating with a brief note, noting ratings influence search rankings and encouraging questions in the Q&A.

Distinguish questions from objections in b2b sales, respond calmly, and build rapport by addressing price, budget, and what a service contract entails.

Identify the four most common sales objections—I'm not interested, I'm too busy, we're good with another vendor, and please send info—and learn to craft tailored responses.

Explore in-person objection handling with a four-part approach, six actionable tips, and a CPC framework to address four main objections in your business.

Master in-person objection handling across sales cycles, from face-to-face prospecting to on-the-spot meetings, using a framework to turn not interested into engagement and next steps.

Apply six in-person objection handling tips to stay composed, listen, and build long-term relationships. Anticipate objections, breathe, memorize your talk tracks, listen actively, observe non-verbals, and prioritize relationship building.

Apply the CPC in-person objection framework—acknowledge, isolate, confirm, problem solve, and close for the next step—using open-ended questions to uncover true objections and craft a ready-to-go script.

Master in-person objection handling with the CPC framework across four common objections and apply the steps: acknowledge, isolate, confirm, problem solve, and close for the next step.

Learn to handle objections over the phone using proven techniques, six success tips, and responses to four common objections.

Learn five phone objection handling techniques, including anchor, disrupt and ask, turnaround, feel felt found, the ledge, and the graceful disconnect, to keep prospects on the line and book appointments.

Learn six practical tips for handling objections over the phone, including having prepared responses, tracking objection patterns, speaking with confidence, and avoiding selling on the call to secure a meeting.

Explore how to handle four common phone objections using an anchor-disrupt-ask framework, with prepared scripts to schedule a 10:00 appointment on Tuesday or Wednesday.

Learn a structured approach to handling the price objection in B2B sales, isolate the price components, uncover value, and negotiate toward a win while preserving credibility and profit.

Learn why customer objections originate from personal beliefs and experiences, distinguish objections from questions, and master in-person and phone objection-handling techniques, including price objections, to move toward the next step.

Access the 'In Between Sales Calls' podcast on Apple, Spotify, Google, or Derek's website, and join Outliers monthly coaching program to build skills and habits that elevate B2B sales results.