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: August 27, 2023
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 .
Instructor for this course
  Course Overview CPE
Course Syllabus
INTRODUCTION AND OVERVIEW
  Introduction to Handling Tough Client Objections0:57
Objections
  Objections and Types of Objections8:09
  LAER Strategy 12:54
  Handling Objections5:43
  Closing Objections5:15
CONTINUOUS PLAY
  Advanced Negotiation: Handling Tough Client Objections32:59
SUPPORTING MATERIAL
  Slides: Advanced Negotiation: Handling Tough Client ObjectionsPDF
  Advanced Negotiation: Handling Tough Client Objections Glossary/ IndexPDF
REVIEW AND TEST
  REVIEW QUESTIONSquiz
 FINAL EXAMexam