Objection Handling

Turn objections into opportunities. Learn frameworks to handle price, timing, competition, and authority objections with confidence.

4 modules

14 lessons

1 hr 45 min

All Levels

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Course Contents

Part 1

Foundations: Understanding Objections

Reframe objections from obstacles to opportunities.

The Psychology of Objections

8:30

Why prospects object and what their objections really mean.

Objection Categories

7:00

Map common objections to price, timing, authority, and need.

The LAER Framework

9:15

Listen, Acknowledge, Explore, Respond—a universal objection handling approach.

Part 2

Price and Budget Objections

Handle the most common objection category with confidence.

Too Expensive Responses

10:00

Reframe price conversations around value and ROI.

No Budget Right Now

8:30

Create urgency and find budget when prospects say they have none.

Competitor Is Cheaper

9:00

Position against lower-cost alternatives without discounting.

Negotiation Tactics

8:00

Hold firm on price while offering creative alternatives.

Part 3

Timing and Priority Objections

Overcome stalls and create urgency for action.

Not the Right Time

8:45

Surface the real concern and build urgency for change.

We Need to Think About It

7:30

Prevent stalls by uncovering unstated concerns.

Happy with Current Solution

9:00

Challenge status quo bias without being aggressive.

Part 4

Authority and Process Objections

Navigate buying committees and complex decisions.

Need to Talk to My Boss

8:15

Coach champions and get access to decision-makers.

We Have a Process

7:45

Work within procurement processes while maintaining momentum.

Send Me Information

6:30

Turn brush-offs into real next steps.

Objection Prevention

8:00

Address common objections before they arise.

What You Will Learn

The LAER objection handling framework

Responses to price and budget objections

Overcome timing and stall objections

Navigate authority and process concerns

Position against competitors

Prevent objections before they arise

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