Most sales professionals are always looking for ways to overcome customer objections and close the sale.


Most sales professionals are always looking for ways to overcome customer objections and close the sale. This program is designed to help participants learn how to plan, prepare, and execute proposals and presentations that address customer concerns, reduce the number of objections they encounter, and improve their batting average at closing the sale.


 Course Outline


Module 1: Getting Your Feet on Solid Ground: Building Credibility

This opening segment discusses ways that participants can build their credibility including making good first impressions, attending to their appearance, delivering expert demonstrations, and providing testimonials from satisfied customers.
Module 2: You're not a Sole Soul: Researching Your Competition

Why talk about the competition? Because sooner or later every person in sales has to be aware of the fact that others are offering similar products and services. This part of the program talks about what research to do and how to make the most of it.
Module 3: Putting One Foot in Front of the Other: Critical Communication Skills

During this portion of the course, participants will learn how to ask good questions and listen effectively-two skills that are key to handling objections.
Module 4: Untying the Knots: Overcoming Objections

Once participants have some basic skills and concepts mastered, they will explore what an objection is. They will also work in small groups to identify their most frequently encountered objections, and they will brainstorm ways to respond to them.
Module 5: Lacing Things Up: Handling Objections

During this final segment, participants will practice some basic ways to respond to objections including the Identify-Validate-Resolve strategy. They will also learn about nine specific objection-handling tactics and how to recognize when buyers are ready to close.


Delivery Method: 

  • On-site at your local or
  • Online as follows: 
eClasses (Online coaching) eConversations (Live instructor training)
5 weeks: 25 hours  5 weeks: 10 hours 


The learning sequence:

Our platform was built to bring of all in class activities into our eLearning, in an attempt to draw attention to the important considerations within a complex system. The design of e-learning resources requires understandings in education, multimedia content, resource publication, and electronic technologies. The sophistication of the task is highlighted by our teams:

The chart shows a web-enhanced case-based activity in an IBI course with the requirement for the students to go through detailed and diverse procedures which shows the flow of a typical online case-based learning sequence in the course. The online activities were varied: web searching, reading of online resources, quizzes, learning games and group discussions…Many of the eLearning lessons activities are carried out independently integrated in our self-paced learning programs - eClasses but students’ performance is closely monitored by the teacher and contributed to course grades.
The activity sequence in Learning Activities Management System (LAMS) allowed the activities to become more structured in the following manner. The course is structured into different modules and lessons so that students learn them in order together with working with the suggested online resources and the links to the resources were placed in the LAMS sequence. 
Students learn and finish each lesson and when they feel that they are fully learned, they click the ‘next’ button to go to the next lesson and then the mini test when they have finished a whole module for the progressing analytics and evaluation. The students learn through the case materials, quizzes on comprehension and the associated questions…then they can submit their questions and exercises to the instructor who will receive students’ answers and exercises also through the same system.
The topics of the module will be further discussed in the live classroom training - eConversations, with various answers being compared and contrasted. Students then rethink about their own solutions. A learning project will be assigned after that for them to work in group to really comprehend and absorb the knowledge and skills.


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IBI virtual blended English language and Business skills courses offer you the advantages of live classroom training (eConversations) designed in concert with the cost-effectiveness and flexibility of self-paced learning (eClasses) with the aim of completely replacing classroom training and improving learning retention at the highest level.