Objection handling course

Today’s buyer finds it easier to see reasons not to buy, many of these are created because of the sales approach. Working with your sales team, we will look at why objections occur, how to manage them and how to overcome them.

course content

This interactive course will vary depending on your requirements, but as a guide, we will often cover the following core areas:

  • Why objections occur and how to avoid them
  • Exploring common objections
  • Understanding and isolating objections
  • Raising the value of our solutions
  • Empathy and re-framing objections
  • Skills practise – trying out the new approach


As a result of attending this course, you will be able to:

  • Understand why objections occur and how to avoid them
  • Reduce the number of times clients bring up objections
  • Utilise newly created methods for dealing with any objection

who should attend

Sales directors, Sales managers, Key Account Managers, Field Sales, Telesales.

We can deliver this course at your office for your whole team as a stand-alone course or as part of a broader programme. Please contact us for an initial discussion about how this can work best for you.

Alternatively, we will be putting on open courses based on demand. Please contact us to provisionally book your space.


This course is ideally set out over one day and is often combined with negotiation skills.

next steps

Please get in touch to find out how we can make this course bespoke to you and your business.