Objection Handling
Turn objections into opportunities. Learn frameworks to handle price, timing, competition, and authority objections with confidence.
Course Contents
Foundations: Understanding Objections
Reframe objections from obstacles to opportunities.
The Psychology of Objections
8:30Why prospects object and what their objections really mean.
Objection Categories
7:00Map common objections to price, timing, authority, and need.
The LAER Framework
9:15Listen, Acknowledge, Explore, Respond—a universal objection handling approach.
Price and Budget Objections
Handle the most common objection category with confidence.
Too Expensive Responses
10:00Reframe price conversations around value and ROI.
No Budget Right Now
8:30Create urgency and find budget when prospects say they have none.
Competitor Is Cheaper
9:00Position against lower-cost alternatives without discounting.
Negotiation Tactics
8:00Hold firm on price while offering creative alternatives.
Timing and Priority Objections
Overcome stalls and create urgency for action.
Not the Right Time
8:45Surface the real concern and build urgency for change.
We Need to Think About It
7:30Prevent stalls by uncovering unstated concerns.
Happy with Current Solution
9:00Challenge status quo bias without being aggressive.
Authority and Process Objections
Navigate buying committees and complex decisions.
Need to Talk to My Boss
8:15Coach champions and get access to decision-makers.
We Have a Process
7:45Work within procurement processes while maintaining momentum.
Send Me Information
6:30Turn brush-offs into real next steps.
Objection Prevention
8:00Address common objections before they arise.
What You Will Learn
Continue Learning
Ready to master objection handling?
Start from the beginning or jump to any lesson.
Start the course