Overcoming Sales Objections

This practical marketing and sales workshop develops knowledge, judgement and workplace application in overcoming sales objections. Participants explore good-practice principles, work through realistic examples and practise tools that can be adapted to their own roles and organisations.

The workshop emphasises active participation, reflection and transfer of learning. Facilitators can contextualise examples, exercises and discussion around the organisation's policies, industry, workforce and operating environment.

• Explain the key principles associated with understanding the real objection.
• Apply practical tools and techniques for listening without defensiveness.
• Use clarifying questions and empathy to support better workplace decisions and outcomes.
• Recognise common risks, barriers and good practices relating to responding with relevant value.
• Develop a practical approach to price and timing objections that can be used after the workshop.

Sales, marketing, customer-facing and business-development professionals, supervisors and anyone responsible for attracting, serving or retaining customers.

• Understanding the real objection
• Listening without defensiveness
• Clarifying questions and empathy
• Responding with relevant value
• Price and timing objections
• Agreeing next steps and follow-up