Closing the Sale - Objection Handling Training

Closing the Sale - Objection Handling Training

Picture this: you're 20 minutes into what feels like a great sales conversation. Your prospect seems interested, they're asking good questions, and then it happens. "I need to think about it," or "It's not in the budget right now," or the classic "I need to speak with my partner first." Sound familiar? If you've been in sales for more than five minutes, you've heard these objections and probably felt that sinking feeling when you didn't know how to respond effectively.

Here's the thing - objections aren't roadblocks, they're actually buying signals. When someone objects, they're not shutting you down; they're telling you exactly what's standing between them and saying yes. The problem is, most of us were never taught how to handle objections properly. We either get defensive, try to bulldoze through them, or worse, we just accept them and walk away from perfectly good sales.

I've been training sales teams for over 15 years, and I can tell you that objection handling isn't about having clever comebacks or smooth talking your way around concerns. It's about understanding what people are really saying, addressing their genuine concerns, and helping them make the decision that's right for them. When you know how to handle objections correctly, you'll find that conversations flow more naturally, prospects trust you more, and your close rate improves dramatically.

This training cuts through all the outdated sales tactics and gives you practical, respectful techniques that actually work in today's market. You'll learn how to prepare for the most common objections before they happen, how to respond in the moment without sounding scripted, and how to turn hesitation into confidence. We'll work through real scenarios from your industry so you leave with techniques you can use immediately.

What You'll Learn

You'll discover the five types of objections and how to identify which one you're really dealing with (hint: price objections usually aren't about price). We'll teach you the CARE method for responding to any objection with confidence and authenticity. You'll practice turning "I can't afford it" into productive conversations about value and priorities. We'll show you how to handle the dreaded "I need to think about it" in a way that keeps the door open and maintains momentum.

You'll also learn timing techniques - when to address objections head-on and when to acknowledge them and circle back later. We'll cover how to prepare objection responses that don't sound rehearsed, and how to use questions to understand what's really behind the hesitation. Plus, you'll get frameworks for handling multiple objections in one conversation without losing control or seeming pushy.

The Bottom Line

After this sales training, you'll never feel caught off guard by an objection again. You'll have the confidence to address concerns directly while building trust with your prospects. Your conversations will feel more natural because you'll know how to guide them through their decision-making process instead of fighting against it. Most importantly, you'll close more sales because you'll be helping people overcome their genuine concerns rather than just trying to get around them.

Available in Brisbane