Objections & Closing Sales

Objections & Closing Sales

Just like animals, we often experience hurdles that we need to overcome in our lives. Sales professionals are always looking for ways to overcome customer objections (sales hurdles) and close the sale. This workshop will help you plan, prepare and execute proposals and presentations that address customer concerns, reduce the number of objections you encounter and improve your batting average at closing the sale.

Course Outline:

SECTION 1:     Credibility

SECTION 2:     Your Competition

SECTION 3:     Critical Communication Skills

  • Listening     
  • Listening for Accuracy     
  • Powerful Questions

SECTION 4:     Observing Observation Skills

SECTION 5:     Customer Service Complaints

SECTION 6:     Overcoming Objections   

SECTION 7:     How Can Teamwork Help Me?

  • Why Work as a Team?
  • Pricing Issues

SECTION 8:     Handling other Objections

SECTION 9:     Buying Signals

SECTION 10: Closing the Sale

  • Closing Techniques
  • Top Fifteen Activities That Make You Successful at Closing

Course reference: OBJ215

Duration: One Day (1 Day)

Time: 09h00 - 15h30

Type: On-site at your work premises


Fact: 63% of sales are made after the 5th rejection. 75% of salespersons quit after the 1st rejection.


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Training Methods: This workshop includes dynamic trainee/trainer interactions and discussions, written and oral exercises, role plays, case studies, reflection, quizzes and a workbook for each participant to take back to the workplace.


Target Audience: Sales staff who are target driven to overcome objections and close the sale.



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