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LinkedIn Learning

Sales: Handling Objections

via LinkedIn Learning

Overview

Learn how to confidently handle objections that can crop up throughout the sales process. Discover how to ask the right questions and deal with buyers who are resistant to change.

Even the most outstanding sales presentation can be met with objections. As a sales professional, your success hinges on your ability to respond to these concerns with confidence. In this course, instructor Dean Karrel digs into some of the most common objections that crop up throughout the sales process, explains how to prepare for them, and shares strategies for responding. Get a better understanding of the buyer and seller relationship, discover how to respond to buyers who object to the price of your service or product, learn what to say to a buyer who simply insists that "they'll get back to you," and more. Upon completing this course, you'll be better equipped to tackle this critical aspect of the sales process.

Syllabus

Introduction
  • Responding to sales objections
1. Selling and the Sales Process
  • The buyer and seller relationship
  • The presentation and the sales call
  • A plan to handle objections
  • Learning break
2. The Big Five
  • Developing your own strategy
  • Money: Price or budget
  • Features, benefits, and trust
  • Decision-making process
  • Don't want to change
  • No thanks or I'll get back to you
  • Some of the many others
3. What Else Can We Do?
  • Keep at it or move on?
  • Our job as sales professionals
Conclusion
  • Next steps

Taught by

Dean Karrel

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