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Handling Sales Objections

Your Guide To Mastering The Valuable Skill Of Dealing With Sales Objections and Increase Sales
3.1 (8 ratings)
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597 students enrolled
Created by Adam Karsh
Last updated 12/2016
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  • 33 mins on-demand video
  • 11 Supplemental Resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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What Will I Learn?
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
View Curriculum
  • Basic knowledge of psychological concepts of influence and persuasion would be a great advantage

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
Who is the target audience?
  • This course is ideal for entrepreneurs and sales professionals
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Curriculum For This Course
Expand All 32 Lectures Collapse All 32 Lectures 01:01:03
2 Lectures 02:23

Workshop Objectives

Preview 01:06

Tips on the Silent Objection
Overcoming Sales Objections
29 Lectures 30:20




Preview 03:04

Three Factors Q&A
2 pages

Translating the Objection to a Question.

Translating the Objection to a Reason to Buy.

Preview 01:43

Module 3 Q&A
2 pages

Asking Appropriate Questions.

Common Objections.

Basic Strategies.

Preview 03:31

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

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

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

Deflating Objections Case Study

Module 7 Q&A
2 pages

How to Dig up the “Real Reason”.

Bringing Their Objections to Light.

Unvoiced Objections

Unvoiced Objections Case Study

Expect Them.

Welcome Them.

Affirm Them.

Complete Answers.

Compensating Benefits.

The Five Steps

The Five Steps Case Study
2 pages

Module 9 Q&A
4 pages



Dos and Don'ts

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

Sealing the Deal Case Study

Module 11 Q&A
4 pages
1 Lecture 00:20
Wrapping Up
About the Instructor
4.0 Average rating
935 Reviews
11,885 Students
55 Courses
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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