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Objection Handling

Description

The aim of this module is to provide the learner with an understanding of the various aspects of the objection handling process, including the tools, techniques and knowledge to confidently handle and address the issues that prospects raise.

This module will cover:
  • Understanding what we mean by objection handling.
  • Identifying specific objections and how to overcome them.
  • Using tactics to handle objections effectively.
On completion of this module, learners will be able to:
  • Understand the need for effective objection handling.
  • Recognise some of the common objectives that prospects raise and develop the techniques and strategies to respond to them effectively.
  • Describe some of the ways that they can overcome objections and handle them appropriately in order to progress in the sales process.

Module Structure:

LEARNING OBJECTIVES
Aims and Learning Outcomes

TOPIC 1: UNDERSTANDING OBJECTION HANDLING
The Importance of Objection Handling
Objection Handling Model
Handling Objections
Summary
Knowledge Check

TOPIC 2: COMMON OBJECTIONS
Common Objections
Overcoming an Objection
Common Sales Objections
Objections That Mean No
Summary
Knowledge Check

TOPIC 3: OBJECTION HANDLING TACTICS
Objection Handling Tactics
Handling Objections Effectively
Summary
Knowledge Check

END OF LEARNING MODULE
End of Learning Module Summary

The learning module plus the assessment module will take approximately 60 minutes to complete.

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