Objection Handling in Sales: The Ultimate Guide

Objection handling is an essential skill to master in order to optimize your sales performance and increase your closing ratio. With over 25 years of experience in successfully addressing objections to seal deals, Eric Lofholm offers his top strategies and insights in this course.

Upon completing this course, you will gain valuable techniques and specific approaches to adeptly manage common objections during your sales presentations. Eric provides practical scripts and discusses the mindset required to become a master of objection handling. By implementing the ideas and strategies learned in this course, you can anticipate a significant boost in your sales performance.

Elevating Objection Handling

There are three ways to enhance your objection handling ability: Inner Game, Outer Game, and Action.

Continuous Sales Improvement

The top idea to enhance your objection handling ability is to engage in continuous sales improvement. Dedicate 15 minutes to an hour each week to hone your skills and strive for continual enhancement.

Recording Common Objections

Utilize your smartphone to record common objections and responses in your industry, both in audio and video formats. Repeatedly listening to these recordings will help you internalize the objections and responses.

Reducing the Risk

By slightly reducing the risk, you can significantly increase the likelihood of closing the sale.

Offering Flexible Payment Options

In some cases, the upfront cost may deter a potential buyer. Providing an appealing payment option can help seal the deal.

Addressing Non-Stated Objections

It's important to recognize that sometimes a customer's objection may not reflect the real issue at hand.

Proactive Objection Handling

Strategically address potential objections within your presentation, such as by incorporating a customer success story that illustrates overcoming objections.

Being Unreasonable

Occasionally, it may be necessary to make an unreasonable request to a prospect when the proposal holds significant importance.

Question-Based Objection Handling

Using a question to address an objection can be an effective approach. For example, asking the prospect if their concern is the only one they have can be applicable in various scenarios.

Storytelling for Objection Handling

One of the most powerful techniques for handling objections is through storytelling. Incorporating a relevant story into your presentation can be highly impactful.

Conclusion

Take immediate action to enhance your objection handling skills. Implement the concepts you've learned today to become more effective in objection handling.

New, beginner, and advanced level sales professionals looking to learn new skills to add to their tool belt.

1. I love the mentality of how you can focus your mindset to make it much easier to prospect clients! ~ Aaron L
2. One of the best course of selling I had done. Even if I already have experience in selling, I learned few new tricks. I truly recommend ~ Alexandru G
3. Excellent course!!! Filled with tons of tips and tricks to help make you a better salesperson. Also the instructor is super engaging and fun to watch. I loved it! ~ Kenneth
4. What an awesome course. Eric is delivering some really great info, and it is in bite size, understandable, chunks...love it...I'm sure I'll be well-versed in sales with this course ~ Diana R
5. Very informative! Receiving lots of information from a very experienced and competent trainer. I'm sure this will help me improve my skills as a sales professional ~ Thomas H
6. Eric is really amazing...so focused and I love these Golden Nuggets that make this course really worthwhile. One of those Nuggets will resonate with me and it will 100X the return on my investment in the course ~ Neil E
7. I really enjoyed the course. Being self taught through YouTube, I felt a little lost trying to find prospects. This course gave me the tips and tricks that actually helped me find the right prospects and send them emails ~ Shubham J
8. The content is excellent. It gives me an overview of Business Development and Sales. As a result, I feel inspired and have a clear picture of this role and what to do to achieve success in my career. I feel delighted and looking forward to coming back to continue the next section ~ Allen E

1. Step-by-step instructions on how to get better at objection handling.
2. 5 techniques on how to handle any objection.
3. 3 word for word scripts you can say to address the common objections you get.

No prior experience necessary! We'll teach you everything you need to know.