Handling Sales Objections

Your Guide To Mastering The Valuable Skill Of Dealing With Sales Objections and Increase Sales
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593 students enrolled
Instructed by Adam Karsh Business / Sales
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  • Lectures 32
  • Length 1 hour
  • Skill Level Beginner Level
  • Languages English
  • Includes Lifetime access
    30 day money back guarantee!
    Available on iOS and Android
    Certificate of Completion
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About This Course

Published 5/2015 English

Course Description

Experiencing a sales objection can be a disheartening event. Through this course participants will learn how to eliminate the objection and push through to get that sale. Even the best quality services or items can be turned down, and learning how to overcome these denials will be of great benefit.

Handling Sales Objections is an essential part of the sales process, as it will open up a whole new set of opportunities. It will produce new sales and provide an ongoing relationship with new clients. Objections will always occur no matter the item being sold or presented.

Learning Objectives:

  • Understand the factors that contribute to customer objections.
  • Define different objections.
  • Recognize different strategies to overcome objections.
  • Identify the real objections.
  • Find points of interest.
  • Learn how to deflate objections and close the sale

What are the requirements?

  • Basic knowledge of psychological concepts of influence and persuasion would be a great advantage

What am I going to get from this course?

  • Understand the factors that contribute to customer objections
  • Define different objections
  • Recognize different strategies to overcome objections
  • Identify the real objections
  • Find points of interest
  • Learn how to deflate objections and close the sale

Who is the target audience?

  • This course is ideal for entrepreneurs and sales professionals

What you get with this course?

Not for you? No problem.
30 day money back guarantee.

Forever yours.
Lifetime access.

Learn on the go.
Desktop, iOS and Android.

Get rewarded.
Certificate of completion.


Section 1: Introduction

Workshop Objectives

Tips on the Silent Objection
Section 2: Overcoming Sales Objections




Three Main Factors Case study
Three Factors Q&A
2 pages

Translating the Objection to a Question.

Translating the Objection to a Reason to Buy.

Seeing Objections as Opportunities Case Study
Module 3 Q&A
2 pages

Asking Appropriate Questions.

Common Objections.

Basic Strategies.

Getting to the Bottom Case Study
Module 4 Q&A
4 pages

Outlining Features and Benefits.

Identifying Your Unique Selling Position.

Agreeing with the Objection to Make the Sale.

Finding a Point of Agreement Case Study
Module 5 Q&A
4 pages

Understand the Problem..

Render It Unobjectionable.

Have the Client Answer Their Own Objection Case Study
Module 6 Q&A
2 pages

Bring up Common Objections First.

The Inner Workings of Objections.

Deflating Objections Case Study
Module 7 Q&A
2 pages

How to Dig up the “Real Reason”.

Bringing Their Objections to Light.

Unvoiced Objections Case Study

Expect Them.

Welcome Them.

Affirm Them.

Complete Answers.

Compensating Benefits.

The Five Steps Case Study
2 pages
Module 9 Q&A
4 pages



Dos and Don'ts Case Study
Module 10 Q&A
2 pages

Understanding When It's Time to Close.

Powerful Closing Techniques.

The Power of Reassurance.

Things to Remember.

Sealing the Deal Case Study
Module 11 Q&A
4 pages
Section 3: Conclusion
Wrapping Up

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Instructor Biography

Adam Karsh, Qualified Psychologist | Personal Development Coach

Adam Karsh is a qualified psychologist. Before he changed career to psychology and personal development Adam worked for 10 years training and coaching employees in some of the largest global financial institutions in the world. His mission is to deliver maximum learning value to students interested in improving or acquiring key soft skills such as communication, leadership, management, productivity, emotional intelligence, well-being, problem solving, creativity, conflict resolution and other intangible skills.

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