Instructor for this course
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Objections can be the most intimidating part of the sales process, but we want to change the mind frame behind objections and get excited when we hear them. Objections mean that your prospect is engaged and wants to discuss. This is an opportunity to understand where their head is in this process as well as have an open dialogue about what it takes to get them to sign as a new client.

Course Key Concepts: Negotiation, Communication, Sales Process, Objections, Closing, Client Acquisition, Business Development.

Learning Objectives

  • Discover and re-define what an objection means in a sales process.
  • Identify and list the 4 reasons for skepticism in negotiations.
  • Recognize and apply the 3 steps to deal with a misunderstanding.
  • Identify and list the 5 reasons your prospect may stall.
  • Explore and establish the LAER method to deal with objections.
Last updated/reviewed: January 12, 2021

Prerequisites

Course Complexity: Intermediate

This course requires at least 3 years work experience or the attendee should be in a manager role or higher.
Attendees should have a basic understanding of business development principles.

Education Provider Information

Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact:
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Course Syllabus
INTRODUCTION AND OVERVIEW
  0:57Introduction to Handling Tough Client Objections
Objections
  8:09Objections and Types of Objections
  12:54LAER Strategy
  5:43Handling Objections
  5:15Closing Objections
CONTINUOUS PLAY
  32:59Advanced Negotiation: Handling Tough Client Objections
SUPPORTING MATERIAL
  PDFSlides: Advanced Negotiation: Handling Tough Client Objections
  PDFAdvanced Negotiation: Handling Tough Client Objections Glossary/ Index
REVIEW AND TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM