Sales Objection Training - Canberra

Sales Objection Training - Canberra

You know that sinking feeling when a customer says "It's too expensive" or "I need to think about it" and you just... freeze? Yeah, we've all been there. That moment when your perfectly crafted pitch hits a wall and you're scrambling for words that don't sound desperate or pushy. The truth is, objections aren't rejections - they're actually buying signals in disguise. But most salespeople don't see it that way because nobody's taught them how to handle objections with confidence.

Here's what I've learned after training hundreds of sales professionals: the best salespeople don't avoid objections, they welcome them. They know that when someone objects, they're engaged and considering the purchase. The problem is, most of us treat objections like personal attacks instead of natural parts of the buying process. We get defensive, start discounting immediately, or worse - we give up entirely.

This isn't another course about memorising scripted responses that make you sound like a robot. We're going to work through real objections you face every day, from price concerns to timing issues to authority problems. You'll learn how to dig deeper into what customers are really saying, because "I need to think about it" usually means something completely different than what's on the surface.

The practical side of this training focuses on preparation and real-world application. We'll cover the most common objections in your industry and develop your personal toolkit for handling them. You'll practice the art of asking follow-up questions that uncover the real concerns, and learn when to push forward versus when to step back. Most importantly, you'll discover how to use objections as opportunities to provide more value rather than just overcome resistance.

What You'll Learn:

How to reframe objections as buying signals instead of roadblocks
Specific questioning techniques to uncover the real concerns behind common objections
The difference between handling price objections and value objections (and why most people get this wrong)
How to prepare for objections before they happen without sounding rehearsed
When to address objections immediately versus when to acknowledge and continue
Strategies for handling negotiation objections that don't involve dropping your price
How to turn "I need to think about it" into a productive next step
Body language and tone techniques that keep conversations collaborative
Follow-up strategies for objections you can't resolve in the moment

The Bottom Line:

After this session, you'll walk into sales conversations knowing that objections are coming and feeling confident about handling them. Instead of dreading pushback, you'll see it as your chance to provide more value and move closer to the sale. You'll have practical tools for the most common situations, plus the framework to handle curveballs you haven't seen before. This isn't about becoming more aggressive or pushy - it's about becoming more helpful and strategic. When you can handle objections well, you'll close more deals, but more importantly, you'll help customers make better decisions. And that's what great sales training should really accomplish.