Handling Objections: The Basics of Overcoming Objections
Learning objectives
- Identify the common categories of objections (misunderstanding, doubt, indifference, true negative).
- Identify other common reasons that may have overlap with these categories (budget, authority, need and timing).
- Recognize emotional triggers behind objections and know how to respond with empathy.
- Analyze the role budget plays in objections.
- Prepare for these types of objections by developing scripts or canned responses for them.
- Ask deliberate, open‑ended questions to surface all objections.
- Look for buy-in signs and begin closing the sale.
Course overview
Objections often appear when a customer’s need and the offered solution are not fully aligned, and recognizing that gap is the first step toward resolving it. You will learn how to interpret different forms of pushback, uncover unmet needs, and respond with clarity and empathy. When you understand what drives hesitation, you can turn uncertainty into productive, trust-building conversations.
The individuals involved in the development and promotion of this course do not receive any compensation or financial benefits outside of their regular employment for their work on this course.
- 8 minutes
- Format: Video
- Tier: 1
- Course ID: 7670
English
Course Outline
- Categories of Objections
- Underlying Issues and Emotional Triggers
- Preparing Responses
- Surfacing All Concerns