Overcoming Objections When Selling and Influencing

Colleagues discuss projects together

Duration: 1 day


Buyers are becoming more discerning than ever before. By the time they take an interest in your product or service, they will have done the research. And you will be – in their process – being measured against your competitors.

If your customer base is internal within your organisation, then this training is still most relevant.

The key to successful selling comes down to being able to overcome objections.

This is not about tricking the buyer, or making promises you cannot keep, it’s simply about good communication, getting to the heart of their concerns, and being able to respond in a way that helps to change their perspective and alleviate their concerns.

High performing sales people also know how to bring value to the customer and help them to make the best decision possible.

‘Overcoming Objections when Selling and Influencing’ will help participants to learn how to identify objections, to find the cause of objections and to turn objections into a discussion which will lead to a more positive outcome.

Target Audience

This training is designed for anyone in a role where sales is a focus, while it is highly beneficial for anyone at any level of the organisation. The training will be specifically customised by Glass Rock Solutions for your group of attendees.

Learning Outcomes

By the end of this program, participants will:

  • Hear all the elements of the customer’s objections
  • Be able to identify and define each of the customer’s objections
  • Complete the solution mapping process
  • Utilise logical levels of thinking process to understand the reason behind the objection
  • Use the five-step process to address objections and close the sale
  • Review the solutions achieved with the customer and support with post sales process to build a partnership.

Book now

Please fill out the form below and someone from our team will be in touch within the next 48 hours to get your training started.


    “Great Course, very practical strategies and take-aways. Instructor was very knowledgeable, able to provide spot-on examples.”

    Melroy, NAB



    Simone Heaperman - Landcom Program Manager

    When Simone Heaperman, the program manager, picked up the phone to speak with Preetie Shehkkar at Glass Rock Solutions, she had much to address and set right.


    Jane Hodgen - Tata Consultancy Services

    Tata Consultancy Services, a global technology leader with 450,000 employees worldwide, expect the best from anyone who works for them.


    Stuart Freer - University of New South Wales

    When Stuart Freer came to Australia, he was recruited as the Director, IT Service Delivery and Infrastructure, at the University of New South Wales.


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