The Science of Objection Handling & Strategic Closure
Stop guessing. Start decoding. Learn to identify the intent behind objections, apply emotional intelligence, and use the LAER framework to guide prospects to a confident "Yes."
The Psychology of "No"
Objections Are Not Rejection.
They Are Requests for Clarity.
Most salespeople fear objections. Top performers welcome them. An objection is often the clearest signal of genuine buying interest.
This course goes beyond simple scripts. You will explore the seven universal truths about buyer resistance and learn to distinguish between a "stall" and a real concern. We teach you to align stakeholders, handle price pressure without discounting, and use Mutual Action Plans (MAPs) to drive accountability.
Master The Methodologies
We don't just teach you "what" to say. We teach you the frameworks that make you adaptable in any high-stakes conversation.
The LAER Framework
Listen, Acknowledge, Explore, Respond. A proven scientific method to lower resistance and open up dialogue instead of shutting it down.
Strategic Qualification
Learn to qualify concerns to uncover real issues vs. delay tactics. Stop wasting time on objections that aren't real.
Mutual Action Plans
Move from "hoping" for a close to "driving" it. Use MAPs to align stakeholders and accelerate deal timelines.
Program Syllabus
What Is an Objection?
Understand objections as signals of interest. Learn why buyers raise them and how they help move you closer to a decision.
Spoken vs. Unspoken
Decode the difference between what buyers say out loud and the hidden fears they keep to themselves.
7 Truths of Objections
A quick guide to the seven truths every salesperson must know about why resistance happens and how to respond.
Pre-Emptive Preparation
Anticipate common objections, plan your responses, and strengthen your positioning before the objection even arises.
Critical Closing Questions
Master the essential questions that confirm intent, uncover final concerns, and align stakeholders.
Strategies in Closing
Advanced strategies for complex B2B deals: empathy, stakeholder alignment, and using Mutual Action Plans.
What You Will Achieve
- Understand the true meaning of objections as interest signals.
- Recognize the difference between spoken and unspoken concerns.
- Apply the LAER method step-by-step confidently.
- Handle price objections without discounting your value.
- Detect delay tactics and respond strategically.
- Reposition your value effectively against competitors.
- Identify stakeholder types and tailor your approach.
- Use Mutual Action Plans (MAPs) for faster closure.
Ready to Close More Complex Deals?
Join the elite salespeople who use science, not luck, to hit their targets.
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