Handling Sales Objections & Negotiation Skills Training Course Outline

Sales & Business Development Skills

Handling Sales Objections & Negotiation Skills

2-Day Course l 100% HRDC Claimable

Course Introduction

The Handling Sales Objections & Negotiation Skills workshop is
specially designed to equip sales professionals with the necessary
knowledge and skills to effectively manage objections and negotiations.
It seeks to exposes participants to the intricacies of understanding
objections, the need to handle the objections professionally and assume
control of negotiations with new prospects and current customers.

The understanding of how the transition of one element to the other will
empower the sales professional with a heightened knowledge on how to
best gain control of these two challenging areas resulting in a Win-Win
outcome. Subsequently creating a positive and memorable buying
experience which induces customers to want to buy again.

Learning Objectives

Examine the nature of objections;
As a sales professional, how to avoid giving reasons to the customer
to create objections;
Unraveling the customers buying thought process leading to
objections;
Managing objections professionally creating repeat customers;
Understanding what is negotiation and the purpose of negotiation;
Grasping the mindset of effective negotiations;
Understanding the importance of planning and strategizing for
effective negotiations;
Learning the various stages in the negotiation process;
Applying the various techniques available in a negotiations;
Dissecting the body language of negotiators.

Training Modules

Module 1: The Importance of Objections in Sales

Module 2: Understanding Objections

Module 3: Managing Objections

Module 4: Prelude to Negotiation

Module 5: The Negotiation Stages

Module 6: Closing and Post-Negotiation Stages

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Target Audience

For Sales Professionals, Sales Team Leaders, Sales Managers.

Training Methodology

This course can be conducted Physically and Online.

Physical Training Methodology
Interactive and experiential — participants learn through group activities, role-plays, discussions and real workplace scenarios.
The trainer will provide live guidance and immediate feedback
to strengthen understanding and practical application.

Online Training Methodology
Engaging and structured — participants join live discussions, breakout rooms, polls and scenario-based activities. Clear visuals and guided facilitation ensure interactive learning and effective application from any location.

Customization

Your talents development comes first. That’s why we tailor every course outline to fit your goals and close any existing skill gaps.

Duration
Flexible learning options from half a day to a 3-day sessions (and beyond)

Content
100% customizable modules to match your organisation’s exact training needs

Methodology
Delivered in your preferred format, be it physical, online or a blended approach

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Sales & Business Development Skills