The goal of this course is to help sales reps handle objections calmly and naturally. Instead of memorising lines or jumping in too fast, learners are encouraged to slow down, listen, and respond like a real person.

This course introduces a simple, practical approach to objections using three habits: pause, paraphrase, and probe. These habits help reps stay present and have better conversations.

Module 1: What Objections Really Are

• Key topics:

  • What an objection is and what it isn’t

  • Why objections are a normal part of sales conversations

  • Common reasons people push back. Timing, value, risk, uncertainty

  • Letting go of the idea that objections are personal

  
  

• Key takeaway:

  Objections usually mean the prospect needs more clarity, not pressure.

Module 2: Pause. Don’t Rush the Response

• Key topics:

  • Why rushing to respond often makes things worse

  • Taking a pause instead of filling the silence

  • Using silence to show respect and attention

  • Staying calm when an objection comes up

    
    

• Key takeaway:

  Pausing gives you space to think and helps the prospect feel heard.

Module 3: Paraphrase and Probe to Understand

• Key topics:

  • Paraphrasing an objection in your own words

  • Checking that you’ve understood the concern correctly

  • Asking simple, open follow-up questions

  • Getting past vague or unclear objections

  
  

• Key takeaway:

  Paraphrasing and probing help uncover the real concern.

Module 4: Responding and Moving Forward

• Key topics:

  • Responding calmly and respectfully once the concern is clear

  • Linking your response to what the prospect cares about

  • Knowing when to keep the conversation going and when to pause

  • Ending the conversation clearly and professionally

  
  

• Key takeaway:

  Good objection handling builds trust, even when the answer is no.

5. Assessment

• Final Quiz:

  One short quiz at the end of the course to check understanding of:

  • Why objections happen

  • How to pause, paraphrase, and probe

  • How to respond without arguing

  • Professional behaviour during objections